Commercial Operations Analyst

Farmer's Fridge Careers•Chicago, IL

5d•$85,000 - $100,000

About The Position

Farmer’s Fridge makes fresh, healthy, ready-to-eat meals and snacks available through fresh food vending machines, wholesale partners, and office pantry solutions. Its Fridges operate in high-traffic locations nationwide, including airports, hospitals, universities, and large office buildings. The Commercial Operations Analyst measures sales-representative performance against plan, identifies performance gaps, and helps ensure corrective actions are taken. The role builds rep-level analysis and operates a daily accountability cadence, tracking leading and lagging indicators and turning insights into action. It also owns the pipeline-to-deal workstream, including deal approvals, pricing, commercial terms, and defining an ideal customer profile for each vertical to standardize the sales process. During the first 60 days, the analyst will establish a performance baseline for each rep, launch daily sales standups and weekly scorecard reviews, and publish a deal approval policy. The role works with Sales, Channel, Revenue Operations, Operations, Accounting, and Sales leadership.

Requirements

2–4 years of experience in sales operations, revenue analytics, consulting, or another analytical role close to a sales team.
Strong analytical skills, including advanced Excel or Google Sheets and SQL, and comfort building analysis from raw Salesforce data.
Working knowledge of Salesforce or another CRM.
Ability to turn analysis into a clear answer and recommended action rather than a data dump.
Comfort holding people accountable, including more senior colleagues, and following up until work is done.
Ability to uphold policy with sales teams and escalate issues using data.
Consistency in running recurring daily cadences without reminders.
Attention to detail and ability to document processes for others to follow.
Experience building a pricing, approval, or margin model that changed how a sales team worked, with demonstrable results.

Nice To Haves

Experience in a field sales or route-based business.

Responsibilities

Track each sales rep’s activity, conversion, launches, and the average weekly sales and contribution margin of placed Fridges; explain performance gaps.
Define and monitor leading indicators and thresholds that trigger performance management.
Report lead-to-meeting-to-deal conversion by rep, source, and segment, and identify where and why deals stall.
Run a 15-minute daily sales standup with Sales, Channel, Revenue Operations, and Operations, reviewing prior commitments and current-day commitments.
Track inbound-lead response times against the SLA and escalate recurring misses with supporting data.
Maintain the rep scorecard and report it weekly to Sales leadership.
Promote Salesforce discipline by ensuring reps log activity, stages, and next steps so analysis uses current data.
Review placement deals against approval policy, approve deals within policy, and escalate exceptions.
Translate approval criteria into Salesforce rules so standard deals can be approved automatically.
Log deal exceptions, document their reasons, and report how exception deals perform compared with standard deals.
Maintain pricing guardrails, Business Plus, and discount structures so fees cover their costs.
Model partner revenue-share terms and support renegotiations, starting with the least profitable partners.
Own changes to terms after placement, including fee changes and renewals.
Document deal stages, required fields, and approvers for each deal type.
Manage intake for sales operations requests and lead the weekly triage meeting.
Run the weekly overdue-invoice review with Accounting and hand accounts to account managers for follow-up.
During the first 30 days, learn the sales process and Salesforce, build a rep performance baseline, begin the daily standup, define leading indicators and performance triggers, launch weekly scorecard reviews, and follow up on scorecard actions.
Beginning on day 31, scale the cadence and scorecard, identify a root cause of underperformance by rep or market gap, and enable solutions.
Document current approval rules and exceptions, publish one approval policy, and report exception-deal performance.

Benefits

Company performance-based bonuses and equity.
Medical, dental, and vision insurance, with multiple plans available.
401(k) with immediate employer match vesting.
Paid time off, including vacation, sick leave, and holidays.
Paid sabbatical after five years of service.
Employee discounts.
Employee Assistance Program (EAP).
Daily Farmer’s Fridge meals and office snacks.
Employee input into menu creation, including regular tasting panels.
Cross-functional collaboration, open access to leadership, and regular business updates.