Director, Sales Business Planning

Torani’s sales leadership is busy delivering outstanding customer experience and as a result, growing our business to reach our ambitious sales goals. To support these efforts, we’re seeking a Director, Sales Business Planning who can skillfully lead the team by surfacing field insights, translating strategy into field-ready programs, and ensure consistent execution through systems, best practices, and skills development. We need a talented leader who seamlessly bridges sales strategy and frontline execution. A leader that takes ownership in the tools we use, the communication we have internally and externally and ability to build frameworks that bring strategy to life. With your ability to lead cross-functional collaboration, motivate and drive adoption, you’ll empower the sales team to execute with clarity and confidence, fueling continuous improvement across the organization and delivering exceptional customer experiences.

At Torani, we flavor more than just drinks – we flavor lives. We’re a Certified B Corporation committed to shared success, and that means everyone here plays a meaningful role. You’ll be empowered to grow, try new things, and help others thrive.

SUCCESS FACTORS (FIRST 12-24 MONTHS):

• Sales Strategy Enabler: You've effectively translated high-level sales strategy into clear, actionable direction for the field. By developing and deploying toolkits, templates, and messaging, you've made strategic guidance tangible and usable. Your cross-functional collaboration has ensured go-to-market (GTM) plans are backed by field-ready assets and training, enabling sales teams to confidently execute product launches and campaigns. You’ve operationalized account segmentation, territory design, and prioritization—providing sales with clear guidance on where to focus for maximum impact. The repeatable processes and tools you've introduced have brought consistency and clarity to how the sales team navigates pricing updates, promotions, and planning cycles. As a result, the team feels supported, better equipped, and more confident.
• Sales Feedback & Insight Engine: You've strengthened go-to-market strategy by embedding the voice of the customer and sales team into the S&OP processing, sales planning, prioritization, and ongoing improvement. Through structured feedback loops, you’ve connected frontline insights directly to GTM decisions, surfacing gaps, removing obstacles, and amplifying what works. Your use of sales and customer data has led to more informed and effective sales strategies. With performance reporting and actionable insights, sales leadership is empowered to make smarter decisions and drive continued success.
• Sales Execution Infrastructure Owner: You've built the systems and tools that bring consistency, alignment, and performance to every stage of the sales process. Standardized playbooks, templates, and best practices ensure the team approaches planning, outreach, and execution with clarity and confidence. Trade shows and events deliver vibrant, engaging, and delicious experiences that continue to create excitement in the industry. You've transformed Salesforce into a core, field-ready tool—defining daily workflows, training teams, and driving adoption. Beyond Salesforce, you’ve identified opportunities to modernize planning tools and partnered with IT to launch enhancements that improve usability and impact.
• Coaching & Development Leader: Field performance is thriving, driven by a culture of continuous learning and development that motivates the entire team to contribute. By fostering collaboration across the sales teams, sharing best practices, success stories, and real-world examples, you’ve accelerated learning and boosted confidence. The resources and frameworks you’ve delivered empower frontline managers to coach consistently and effectively, with a strong focus on sales skill development. Clear expectations around ownership, accountability, and leadership reinforce Torani’s people-first culture and model the leadership behaviors we value at every level.
• You Bring Fun!: You remind us that success isn’t just about what we achieve – it’s how we feel doing it, and you make sure it’s fun along the way.
  
  

What You’ll Bring:

• 12 years in Sales Enablement, Sales Operations, or Commercial Strategy (CPG or foodservice preferred)
• Experience driving adoption of CRM and sales enablement tools & solutions
• Strategic mindset with attention to detail and bias for action
• Based in San Leandro, CA- hybrid in office schedule
• Ability to travel on occasion
  
  

Salary Range: $190,000 - $211,000