Senior Manager, Revenue & Sales Operations

Joining King's Hawaiian makes you part of our `ohana (family). We are a family-owned business for over seventy years, respecting our roots while thinking about our future as we continue to grow and care for our customers and the communities we serve. Our `ohana members build an environment of inclusivity as they freely collaborate, pursue learning through curiosity, and explore innovation as critical thinkers. Beyond that, we are also passionate about supporting the long-term health and well-being of our employees and their families. If you're excited to rise with our team, come and join our `ohana!
About Us:
Irresistible Foods Group is home to brands like King's Hawaiian, Grillo's Pickles, and Killer Brownie. The IFG Sales team is a dynamic, passionate group that focuses on bringing irresistible experiences and products to its customers and consumers.
Who You Are:
You are a curious, strategic, and hands‑on leader who thrives at the intersection of strategy and execution. You bring a deep understanding of how go‑to‑market plans translate into revenue performance and take pride in building the data, tools, and processes that help sales teams operate more efficiently and profitably. You are equally comfortable partnering with senior leaders on GTM decisions as you are rolling up your sleeves to analyze performance, optimize commercial investments, and solve execution challenges. Highly collaborative and financially astute, you work cross‑functionally to turn insight into action, simplify complexity, and continuously improve how the business goes to market.
Job Summary:
Working under general supervision, the Senior Manager, Revenue & Sales Operations will lead the design, execution, and continuous improvement of go-to-market sales operations. This role serves as the operational and analytical backbone of IFG Sales, enabling us to win more efficiently and profitably, turning sales strategy into day-to-day execution through optimization of data, tools, processes, and training. You will work cross-functionally with Sales, Marketing, Finance, Customer Service, and Innovation while acting as the internal expert on all sales processes, performance drivers, and trade economics.
Key Responsibilities:
Go-To-Market & Sales Operations Leadership

• Partner closely with the Director of Sales & Sales Ops to operationalize GTM strategy and annual priorities.
• Lead initiatives that improve sales effectiveness, productivity, and execution across channels.
• Serve as a strategic advisor on GTM decisions, customer segmentation, coverage models, and execution plans.
• Support in-person sales meetings, customer meetings, and internal planning sessions as a key sales operations partner.

Sales Analytics, Performance & Promotion Management

• Own sales performance reporting, dashboards, and insights to support decision-making.
• Lead promotional analysis, post-event evaluations, and ROI recommendations.
• Develop actionable recommendations to optimize trade spending, pricing, assortment, and promotional strategies.
• Manage gross-to-net analysis, including investments in trade, retail coverage, and spoilage.
• Provide analytical support and recommendations to ensure investments are aligned with business objectives.

Tools, Process & Capability Development

• Design, build, and continuously improve sales tools that enable the field sales team (e.g., trackers, calculators, planning tools, dashboards).
• Optimize sales processes to reduce friction and increase speed, accuracy, and consistency.
• Ensure sales workflows are clearly documented, scalable, and aligned with GTM priorities.
• Act as the primary expert on sales tools, processes, and data.

Forecasting, Demand Planning & S&OP Support

• Manage demand planning and forecasting in partnership with the Customer Service Manager.
• Maintain accurate forecasts and assumptions to support supply and financial planning.
• Participate in monthly S&OP meetings, providing insights, risks, and opportunities from the sales lens.

Cross-Functional Collaboration & Commercialization

• Partner with Marketing, Finance, Innovation, and Customer Service to ensure GTM alignment.
• Support commercialization efforts by identifying target customers, distribution strategies, timelines, and execution requirements.
• Translate cross-functional inputs into clear, actionable sales plans.

Sales Training & Enablement

• Develop and deliver training for the sales team on products, tools, processes, and GTM priorities.
• Ensure the sales organization is fully enabled, acting as the internal subject-matter expert.
• Support onboarding, new initiative rollouts, and ongoing capability building for the sales team.

Qualifications

• Minimum of 8 years of experience
• Proven experience in sales operations, sales strategy, or GTM roles within CPG or a similar environment.
• Strong analytical skills with the ability to translate data into clear insights and recommendations.
• Demonstrated ability to build tools, processes, and reporting that improve sales effectiveness.
• Strategic thinker with a strong execution mindset.
• Excellent communication and presentation skills; comfortable working with senior leaders and field sales teams.
• Highly organized, detail-oriented, and able to manage multiple priorities.
• Collaborative, proactive, and solutions-oriented approach to problem solving.
• Expertise in Microsoft Windows Office Suite applications.
• Ability to travel up to 35% of the time.
• Ability to activate and amplify the company values; and demonstrate curiosity, collaboration, critical thinking, and emotional intelligence.
• Location: Remote with a preference of being based in Georgia, being located in the Eastern Time Zone is required.

King's Hawaiian is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for our ohana.