Executive Director of Catering Sales

Growth Leadership Role | Multi-State Ben & Jerry's Franchise GroupCompensation: $100,000-$150,000 total compensation, including base salary plus performance-based bonuses tied to Business growth.Reports to: Ownership / Executive LeadershipLocation: Flexible within operating states | Hybrid with travel as neededAbout The CompanyWe 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 RoleThe 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 ResponsibilitiesRevenue Strategy & GrowthDevelop and execute a multi-market catering sales strategy aligned with overall business objectivesLead catering through a significant growth inflection pointDefine revenue targets, forecasting standards, and performance benchmarksIdentify and prioritize high-value segments including:Corporate and office cateringUniversities and schoolsHealthcare systemsEvent venues, festivals, and community partnershipsRegional and national B2B accounts (i.e. property management etc)Drive predictable, profitable growth while balancing operational capacity and margin considerationsSales Operations, CRM & InfrastructureDesign and implement scalable sales processes and systems to support sustained expansionOwn CRM selection, implementation, optimization, and adoptionStandardize workflows across:Lead intake and qualificationOutbound prospectingProposal development and pricingContracting and account managementEnsure full pipeline visibility, forecasting accuracy, and data-driven decision-makingProactively identify bottlenecks and solve for scaleSales Leadership & Team DevelopmentBuild, lead, and coach a high-performing catering sales teamEstablish clear roles, expectations, KPIs, and accountability standardsImplement disciplined sales rhythms including pipeline reviews and forecasting cadenceMentor local managers and sales representatives in consultative and B2B sellingRecruit and develop additional sales talent as growth requiresMarketing & Demand Generation PartnershipPartner with internal and external resources on:Local and regional SEO strategyPaid search and paid social campaignsCatering-focused landing pages and conversion funnelsAlign demand generation with sales prioritiesContinuously optimize lead quality, conversion rates, and ROIIntegrate inbound, outbound, and relationship-based selling into a cohesive growth engineExecutive & Cross-Functional LeadershipServe as the senior sales voice at the leadership tableCollaborate closely with operations to ensure sales commitments align with execution capabilitiesProvide strategic insight into pricing, packaging, and service offerings based on market feedbackRepresent catering growth directly to ownershipIdeal Candidate ProfileExperience8-12+ years of progressive sales experience, including senior leadership responsibilityProven track record of building or scaling a revenue function through a meaningful growth phaseStrong B2B and enterprise sales backgroundExperience selling services, catering, hospitality, or multi-location offerings is a plusComfortable operating across multiple markets and geographiesSkills & ExpertiseBuilder mentality with strong execution disciplineDeep experience in sales process design, pipeline management, and forecastingAdvanced CRM experience (Salesforce, HubSpot, or similar)Working knowledge of SEO, digital advertising, and lead generation best practicesComfortable with warm, cold, and social selling strategiesStrong business and financial acumen with a data-driven approachLeadership TraitsHands-on, accountable, and growth-orientedEntrepreneurial mindset with comfort operating in a franchise environmentHigh integrity and strong ownership mentalityAble to introduce structure without slowing momentumConfident executive presence with the ability to influence without bureaucracyThrives in fast-paced, scaling organizationsWhat Success Looks LikeCatering becomes a significantly larger, predictable, and repeatable revenue engineA documented and scalable sales infrastructure is builtStrong pipeline health and forecasting accuracy across marketsHigh-performing, well-supported sales teamSeamless coordination between sales, marketing, and operationsIncreased contracted, repeat, and enterprise businessWhy This Role Is CompellingExecutive-level ownership of a high-growth revenue channelDirect access to ownership and meaningful influence on company directionOpportunity to build systems and teams on a strong foundationIconic national brand with local market flexibilityCompetitive compensation with performance-based incentives aligned to growth