Executive Director, Revenue Analytics & Technology - KeHE Distributors, LLC

• Health/Rx
• Dental
• Vision
• Flexible and health spending accounts (FSA/HSA)
• Supplemental life insurance
• 401(k)
• Paid time off
• Paid sick time
• Short term & long term disability coverage (STD/LTD)
• Employee stock ownership (ESOP)
• Holiday pay for company designated holidays

Good people, working with good people, for our common good.

Sound good?

KeHE-a natural, organic, specialty and fresh food distributor – is all about “good” and is growing, so there has never been a more exciting time to join our team.  If you are enthusiastic about working in an environment with a people-first culture and an organization committed to good living, good food and good service, we would love to talk to you!

POSITION PURPOSE:

The Revenue Operations and Enablement Director will lead the development, execution, and optimization of promotional strategies that align with KeHE's business objectives and support our diverse portfolio of distribution services. This role will drive the coordinated effectiveness of all promotional activities, ensuring they deliver measurable results in sales growth, market share, and profitability. As with all positions at KeHE Distributors, we expect that all actions will be consistent with KeHE’s Mission, Vision, and Values.

DUTIES, TASKS AND RESPONSIBILITIES:

• Create and implement a comprehensive promotions strategy that enhances KeHE’s overall inside income, focusing on driving sales growth and enhancing profitability across multiple channels.
• Collaborate with Sales, Marketing, Category Management, and Revenue Management teams to ensure alignment and successful execution of promotional initiatives.
• Lead and manage a team that oversees revenue management and promotions.
• Utilize data and analytics to assess the effectiveness of promotional campaigns, making informed adjustments to optimize performance and ROI.
• Explore new promotional tactics and technologies to stay ahead of industry trends and implement best practices that elevate KeHE's market position.
• Provide regular updates to leadership on the performance of promotional activities, including insights and recommendations for continuous improvement.
• Utilize market research and customer insights collected informally, from surveys and third-party data sources to bring relevant insights to inform development of company and sales strategy.
• Utilize data to segment the market based on industry sector and population to identify and develop the most effective and efficient paths to profitable growth.
• Apply leading and lagging indicators to understand the relationship between selling skills, tactics, etc. and results that provide insights that can be used for training to improve individual performance.
• Collaborate with teams to help Identify and implement Service Level Agreements (SLAs), Statements of Work (SOW) and Standard Operating Procedure (SOPs) for supplier specific solutions.
• Optimize sales and distribution channels to improve cost efficiency and service delivery.
• Manages P&L and evaluates various KPIs along with understanding how various incentive plans support top line sales and EBITDA growth.
• Creates and understands the value of defined processes and playbooks to conduct meaningful customer/supplier reviews.

SKILLS, KNOWLEDGE AND ABILITIES:

• Ability to lead, influence change and motivate various teams effectively.  
• Ability to communicate effectively and in a professional manner both verbally and written.
• Ability to identify the value proposition for products that are modified to stages in the buying journey and customer/supplier buying personas.
• Ability to articulate and persuade effectively through data analysis and presentations.  
• Ability to negotiate agreements with a broad array of suppliers from small or emerging entities to large and established entities.  
• Ability to synthesize data and provide clear, concise recommendations. 
• Strong relationship management skills and ability to provide guidance to higher management levels internally and externally.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint). 
• Advanced Excel Skills needed. Individual must be able and comfortable manipulating large amounts of data comfortable with using complex formulas and a formula-driven approach.
• Experience with data extraction (e.g. SQL, AS/400, PowerBI).
• Demonstrate attention to detail and sense of urgency. 
• Ability to manage a wide array of tasks simultaneously and often with minimal direction.  
• Ability to analyze, budget, and manage key profit drivers such as gross margin %, promotional spend, spoilage, fees, and other program expenses.
• Ability to transfer information gained through analysis to fact based, action-oriented presentations for delivery to internal and external stakeholders.
• Proficiency in designing standard processes that can be deployed across the organization to leverage best practices and guide the right behaviors to improve success rates.
• Willingness to travel domestically, occasionally over weekends for about 20% of time.  

EDUCATION AND EXPERIENCE:

• Bachelor’s degree in Marketing, Business Administration, or related field.
• Master’s degree in Business Administration (MBA) preferred.
• Minimum of 10+ years of experience in Revenue Management, Sales Operations, or related role.
• Minimum of 7+ years of leading and developing teams.

PHYSICAL REQUIREMENTS:

• These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the job.