DIRECTOR OF SALES OPERATIONS
JOB DESCRIPTION
Summary/Overview
The Director of Sales Operations will play a pivotal role in supporting SFE leadership, ownership, finance, accounting and the sales team in ensuring data integrity and accuracy in reporting across the company. This role will work closely with the General Manager and ownership to manage regular reporting, customer details, order accuracy, and continuously improve management of each to ensure that leadership has the latest key details and most up to date information entered within our system for short-term evaluation and long-term success. This is a high-impact, entrepreneurial role with long-term growth potential.
Responsibilities and Duties
- Operational Leadership & Strategy:
- Serve as a strategic partner to leadership, contributing operational insight to sales performance and data accuracy
- Anticipate operational needs tied to releases, allocations, market activity and client engagement
- Collaborate on strategic sales planning and contribute to long-term brand development
- Sales Operations & Systems Management:
- Oversee CRM, eCellar, POS, SharePoint, CMS, and related sales-support systems
- Ensure data integrity and alignment across wholesale, DTC, allocation, and private client channels
- Maintain accurate inventory, library, allocation, and warehouse workflows
- Own order processing, shipping, and compliance operations
- Maintain tracking for our referral network; track and report activities
- Reporting, Data & Insights:
- Work closely with SGH finance team and SFE sales team to establish and maintain weekly and monthly reporting dashboards aligned to KPIs, including tracking for wholesale, DTC, tasting salon and allocation-based sales
- Analyze historical performance and trends to support forecasting and strategic decisions
- Audit CRM entries related to upcoming events and closed sales to enrich collector profiles with detailed customer data for future optimization
- Process Development & Documentation:
- Audit existing SOPs and informal workflows; document and formalize processes
- Implement process improvements that increase efficiency and clarity.
- Manage bottling process/component purchases
- Work closely with bottling consultant to manage component purchases (glass, corks, wax, labels). Ensure all contractors/bottlers are aligned on required dates/deadlines
- Work on-site during bottling process to ensure quality and coordination
- Coordinate with consultant/winemaker on projected volumes and input accurate inventory into system
Required Education and Experience
- Bachelor’s degree in Business or related field
- Previous data/analytics management experience
- Focus on details and self-driven data
- Exceptional written and verbal communication skills
- Strategic thinker with strong problem-solving and analytical skills
- Entrepreneurial mindset with disciplined execution
- Positive, collaborative, and adaptable attitude
Preferred Education and Experience
- Proficiency with CRM, POS, and CMS systems; eCellar experience preferred, but not required
- Passion for wine and deep interest in the wine industry
KPIs
- DTC Sales by Channel and by Rep, including:
- Events
- Outbound
- Tasting Salon
- Allocation Release
- Inbound
- Tasting Fees
- Wholesale Sales by State and by Rep
- Active Customers / Founders Circle Members
- Allocation Sales
- Average DTC Order Value
- Event Performance / Upcoming Events
- Tasting Performance / Upcoming Events
- Performance and Upcoming Market Work Trips/Events
Work Environment
Travel required
OTHER DUTIES
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the team member for this job. Duties, responsibilities and activities may change at any time with or without notice.
