Field Sales Director II

The Field Sales Director II will drive revenue growth for Union Supply Group's Commissary Wholesale from an onsite role in Dallas, TX, with 40-60% travel, by aligning field execution, commercial strategy, and analytics.

Responsibilities

• Design and own a comprehensive sales analytics framework that identifies growth drivers across market penetration, market development, and product development.
• Define standardized definitions, formulas, and benchmarks for core commercial KPIs including time-to-sale, win rate, stage conversion, pipeline coverage, average deal size, seller productivity, and distribution breadth.
• Track off-contract SKU penetration, core item distribution, and margin performance; perform cohort, funnel, and attribution analyses to uncover seller effectiveness and coaching opportunities.
• Assess account- and category-level assortment gaps, pricing, promotion, and offer-mix performance; translate analytics into actionable, field-ready insights for strategy, territory prioritization, and coaching conversations.
• Collaborate with Sales Enablement to embed insights into training programs, playbooks, and tools, and measure performance improvements over time.
• Own the end-to-end sales forecasting process (weekly, monthly, quarterly) by integrating pipeline signals, deal velocity, historical results, seasonality, renewal timelines, and net-new opportunity flow.
• Implement forecast models that reconcile bottom-up inputs with top-down projections; establish forecast accuracy discipline with defined error thresholds and variance drivers in partnership with Sales and Finance leadership.
• Support territory planning, capacity modeling, and growth target setting aligned to strategic priorities and market opportunities.
• Create and maintain a pipeline inspection framework focused on coverage, quality, velocity, aging, and stage hygiene, with clear stage-exit criteria and risk signals.
• Publish seller, territory, and team scorecards balancing outcomes (revenue, win rate, margin, contract retention) and leading indicators (meetings, proposals, distribution gains, activity mix).
• Identify stalled deals and at-risk contracts; operationalize deal and pipeline reviews with field leadership and Enablement; participate in ride-alongs and live account coaching.
• Conduct data-driven territory reviews and develop performance-based development plans for field teams.
• Ensure analytics guide daily selling behavior and account prioritization across the field.
• Establish governance standards for CRM and sales data, including definitions, ownership, lineage, and controls; implement automated data quality processes to improve accuracy and usability.
• Own the sales analytics technology stack, including Salesforce reporting, Power BI dashboards, Excel models, and data pipelines; partner with Growth Enablement Technology to leverage AI and automation for forecasting, pipeline scoring, and administrative efficiency.
• Ensure compliance with privacy, security, and regulatory requirements through access controls and audit trails; continually evaluate enhancements to speed decision-making and field usability.

Technologies

• Salesforce
• Power BI
• Microsoft Excel
• SQL
• Python
• R

Requirements

• 10+ years of experience in Sales Analytics, Revenue Operations, Commercial Finance, or senior field sales leadership within multi-region organizations.
• Proven ownership of sales forecasting, executive reporting, and pipeline management processes.
• Deep expertise in Salesforce CRM, including opportunity management, stage definitions, and data hygiene.
• Advanced proficiency in Power BI, Microsoft Excel, and sales performance reporting.
• Ability to translate analysis into action and influence cross-functional stakeholders without direct authority.
• Strong field orientation with credibility to coach and partner with senior sales leaders.
• Experience in wholesale distribution, CPG, or institutional/government sales; correctional commissary or DOC/BOP experience strongly preferred.
• Background in incentive compensation analytics, territory and capacity planning.
• Familiarity with machine learning or advanced statistical techniques for forecasting and scoring.
• Working knowledge of SQL and Python or R.
• Experience with pricing analytics, margin management, and offer profitability.
• Prior people leadership of multidisciplinary analytics or sales performance teams.