Executive Director of Catering Sales

Growth Leadership Role | Multi-State Ben & Jerry's Franchise Group

Compensation: $100,000-$150,000 total compensation, including base salary plus performance-based bonuses tied to Business growth.

Reports to: Ownership / Executive Leadership

Location: Flexible within operating states | Hybrid with travel as needed

About the Company

We are a multi-unit Ben & Jerry's franchisee operating across multiple states with a strong retail footprint and a rapidly expanding catering and B2B business. While Ben & Jerry's is an iconic national brand, this role operates at the franchise executive level with meaningful ownership over strategy, systems, and outcomes.

Catering is an established and growing part of our business and represents a significant opportunity for expansion. We are entering the next phase of growth and are seeking a leader who can scale catering 3x. Making the division more predictable, and a system-driven revenue engine across all markets.

Detailed financial context can be shared with qualified candidates during later interview stages.

The Role

The Executive Director of Catering Sales will own the end-to-end catering revenue function across all markets. This includes strategy development, team leadership, CRM and infrastructure design, demand generation alignment, and hands-on involvement in key enterprise and B2B relationships.

This is not a maintenance role. It is a growth mandate for a proven builder who can transform the division from reactive order-taking into a proactive, outbound, scalable, and disciplined revenue operation.

The ideal candidate combines strategic vision with operational rigor and is comfortable working at both the executive and tactical levels.

Key Responsibilities

Revenue Strategy & Growth

• Develop and execute a multi-market catering sales strategy aligned with overall business objectives
• Lead catering through a significant growth inflection point
• Define revenue targets, forecasting standards, and performance benchmarks
• Identify and prioritize high-value segments including:
• Corporate and office catering
• Universities and schools
• Healthcare systems
• Event venues, festivals, and community partnerships
• Regional and national B2B accounts (i.e. property management etc)
• Drive predictable, profitable growth while balancing operational capacity and margin considerations

Sales Operations, CRM & Infrastructure

• Design and implement scalable sales processes and systems to support sustained expansion
• Own CRM selection, implementation, optimization, and adoption
• Standardize workflows across:
• Lead intake and qualification
• Outbound prospecting
• Proposal development and pricing
• Contracting and account management
• Ensure full pipeline visibility, forecasting accuracy, and data-driven decision-making
• Proactively identify bottlenecks and solve for scale

Sales Leadership & Team Development

• Build, lead, and coach a high-performing catering sales team
• Establish clear roles, expectations, KPIs, and accountability standards
• Implement disciplined sales rhythms including pipeline reviews and forecasting cadence
• Mentor local managers and sales representatives in consultative and B2B selling
• Recruit and develop additional sales talent as growth requires

Marketing & Demand Generation Partnership

• Partner with internal and external resources on:
• Local and regional SEO strategy
• Paid search and paid social campaigns
• Catering-focused landing pages and conversion funnels
• Align demand generation with sales priorities
• Continuously optimize lead quality, conversion rates, and ROI
• Integrate inbound, outbound, and relationship-based selling into a cohesive growth engine

Executive & Cross-Functional Leadership

• Serve as the senior sales voice at the leadership table
• Collaborate closely with operations to ensure sales commitments align with execution capabilities
• Provide strategic insight into pricing, packaging, and service offerings based on market feedback
• Represent catering growth directly to ownership

Ideal Candidate Profile

Experience

• 8-12+ years of progressive sales experience, including senior leadership responsibility
• Proven track record of building or scaling a revenue function through a meaningful growth phase
• Strong B2B and enterprise sales background
• Experience selling services, catering, hospitality, or multi-location offerings is a plus
• Comfortable operating across multiple markets and geographies

Skills & Expertise

• Builder mentality with strong execution discipline
• Deep experience in sales process design, pipeline management, and forecasting
• Advanced CRM experience (Salesforce, HubSpot, or similar)
• Working knowledge of SEO, digital advertising, and lead generation best practices
• Comfortable with warm, cold, and social selling strategies
• Strong business and financial acumen with a data-driven approach

Leadership Traits

• Hands-on, accountable, and growth-oriented
• Entrepreneurial mindset with comfort operating in a franchise environment
• High integrity and strong ownership mentality
• Able to introduce structure without slowing momentum
• Confident executive presence with the ability to influence without bureaucracy
• Thrives in fast-paced, scaling organizations

What Success Looks Like

• Catering becomes a significantly larger, predictable, and repeatable revenue engine
• A documented and scalable sales infrastructure is built
• Strong pipeline health and forecasting accuracy across markets
• High-performing, well-supported sales team
• Seamless coordination between sales, marketing, and operations
• Increased contracted, repeat, and enterprise business

Why This Role Is Compelling

• Executive-level ownership of a high-growth revenue channel
• Direct access to ownership and meaningful influence on company direction
• Opportunity to build systems and teams on a strong foundation
• Iconic national brand with local market flexibility
• Competitive compensation with performance-based incentives aligned to growth