Tractor Beverages, Inc

Compensation

Full Description

Sr. Director of Sales Strategy, Ops, & Enablement Reports to: Sr. Vice President of Sales Location: Remote WHAT THIS ROLE DEMANDS Key Responsibilities Strategy • Develop, document, and communicate commercial strategies aligned with Tractor Beverage’s vision and goals, with emphasis on scalability, profitability, and sustainability. • In partnership with Finance, lead annual strategic planning cycles, delivering an aligned sales strategy that cascades into functional and departmental plans. • Build channel-specific sales strategies for Foodservice and Retail, incorporating the 4 Ps framework. • Partner with Brand and Sales leadership to shape Tractor’s partnership agenda; own strategic relationships where relevant. Sales Operations / Enablement • Develop, optimize, document, and communicate processes for revenue-generating functions across sales, brand, and inside sales/account management. • Support pipeline management by ensuring accurate and timely pipeline data entry to enable reliable forecasting and performance tracking. • Lead development of centralized sales resources, including playbooks, pitch decks, proposal templates, and case studies. • Implement onboarding and continuous training programs for sales teams on tools, processes, and data literacy. • Support sales leadership in territory design, quota setting, and account prioritization based on data-driven insights. Analytics & Insights • Develop dashboards and scorecards to track sales KPIs (pipeline velocity, win rate, revenue per rep, retention, etc.) and share actionable insights. • Conduct performance analyses by channel (Foodservice and Retail), product, and customer segment to identify growth opportunities and risks. • Support Revenue Growth Management (RGM) in creation + tracking of ROI measurement of marketing and trade spend to optimize investment decisions. Category & Portfolio Management • Partner with Sales, Brand, and Product teams to inform portfolio decisions with market data and customer insights. • Support channel-specific assortment and pricing adjustments based on sales trends and competitive analysis. • Maintain internal clarity on portfolio priorities and ensure alignment with brand positioning and sales strategies. Qualifications & Experience Education • Bachelor’s degree in Business, Marketing, Sales, or a related field required. • MBA or other graduate business degree preferred but not required. Experience • 8–12 years of progressive experience in sales, marketing, or product/growth roles, with at least 3–5 years in a leadership or enablement/ strategy-focused position. • Demonstrated experience in building or scaling sales enablement programs in a consumer products, CPG, or beverage environment is highly preferred. Proven track record in: • Strategic planning and OKR development • Go-to-market planning, channel strategy (foodservice and retail), and revenue growth • Product lifecycle management or cross-functional GTM readiness • Analytics and metrics: defining and tracking KPIs, dashboards, and insights that drive sales improvements • Cross-functional collaboration across sales, marketing, product, and operations Desired Skills & Competencies: • Strong project leadership and facilitation skills; ability to drive cross-functional alignment in a small company. • Excellent communication skills: executive storytelling, training delivery, and playbook/content creation. • Hands-on experience with CRM and enablement tools (e.g., Salesforce, HubSpot, content management systems) and basic data analytics. • Customer-centric mindset with familiarity in beverage/CPG consumer science, packaging, pricing, and channel dynamics. • Change management and capability-building experience (training programs, onboarding, coaching). WHO WE ARE: THE HOPE GAP "It can't be done." Says who? At Tractor, we don’t shy away from the impossible…we lean into it.We were founded to stand in the Hope Gap: that space between what is and what could be. We believe soil is more than dirt. It’s a living canvas. And we believe soul is more than sentiment - it’s the pulse of every action we take. That’s why we show up with honesty, kindness, and balance at the center of how we work. We’re not here to cut corners or do “business as usual.” We do the right thing, even when it’s the hard thing. We work with genuine care - for our teammates, our farmers, our partners, and the planet. We also know that hope isn’t handed out - it’s forged through action. We challenge the status quo, experiment boldly, and invite people who thrive in possibility over predictability. We’re not interested in the “we’ve always done it this way” mindset. If you’re looking for a place where you can bring your whole self- where authenticity matters more than corporate polish, where curiosity is encouraged, and where doing meaningful work is the expectation, not the exception - you’ll feel right at home here Why Join Us At Tractor, your work will matter. You’ll play a critical role in keeping our supply chain strong and our mission moving forward. If you thrive in a role that blends leadership with hands-on execution, and you’re ready to be part of a team that believes in bridging the Hope Gap, we’d love to meet you. WHO THRIVES HERE You are energized by getting stuff done, take full accountability for work, and act like an owner. You: • Challenge conventions without apology • Create solutions where others see only problems • Cultivate possibilities in seemingly barren ground • Forge hope through decisive action, not wishful thinking • Behaves with integrity and as a leader in any situation • Stand confidently at the edge of the familiar, ready to leap • You understand that transformation requires more than talent—it demands soul. You bring not just skills, but the vibrant pulse of someone who refuses to accept limitations as permanent. WHAT WE OFFER • Purpose-driven work where your contributions create tangible change • Resources and support to turn ambitious ideas into reality • A team of fellow outsiders who celebrate breakthrough thinking • Opportunities for Professional and Personal Growth • Competitive compensation and benefits that reflect our commitment to attracting exceptional talent including a flexible PTO (unlimited) for real work/life balance READY TO FORGE HOPE? If this resonates in your bones—if you feel the pull of possibility over predictability—we want to hear from you. Because here, we don't just fill positions. We build teams. Job Type: Full-time Benefits: • 401(k) • 401(k) matching • Cell phone reimbursement • Dental insurance • Employee assistance program • Flexible spending account • Health insurance • Life insurance • Mileage reimbursement • Paid time off • Parental leave • Travel reimbursement • Vision insurance Job Type: Full-time Pay: $160,000.00 - $195,000.00 per year Benefits: • 401(k) • 401(k) matching • Cell phone reimbursement • Dental insurance • Flexible spending account • Health insurance • Life insurance • Paid time off • Parental leave • Travel reimbursement • Vision insurance Work Location: Remote