Commercial Operations Analyst

Farmer's Fridge Careers•Chicago, IL

About The Position

Farmer’s Fridge is hiring a Commercial Operations Analyst to measure sales-representative performance against plan, identify gaps, and ensure corrective action. The role builds rep-level analysis and runs a daily accountability cadence using leading and lagging indicators. It also owns the pipeline-to-deal workstream, including deal approvals, pricing and commercial terms, and the processes that turn pipeline into deals and high-performing Fridges. The analyst defines the ideal customer profile for each vertical to support a standardized selling process. In the first 60 days, the analyst will establish a performance baseline for every rep, launch daily sales standups and weekly scorecard reviews, and publish a single deal approval policy. The role works closely with Sales, Channel, Revenue Operations, Operations, and Accounting, and reports scorecards and deal-performance insights to 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 maintain policy standards with sales teams and escalate issues using data.
Consistency in running the same cadence every day without reminders.
Attention to detail and ability to document processes so others can follow them.
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 rep’s productivity against peers across activity, conversion, launches, and the average weekly sales and contribution margin of placed Fridges; explain performance gaps.
Define and monitor leading indicators of rep or market performance and set 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 numbers-driven 15-minute daily sales standup with Sales, Channel, Revenue Operations, and Operations to review commitments and current-day plans.
Track inbound lead response times against SLA and escalate repeated misses with supporting data.
Own and maintain the rep scorecard, report it weekly to Sales leadership, and follow up on actions.
Drive Salesforce discipline so reps log activity, stages, and next steps and analysis uses current data.
Review new 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 with reasons and report how exception deals perform compared with standard deals.
Maintain pricing guardrails, Business Plus, and discount structures so each fee covers its cost.
Model partner revenue-share terms and support renegotiations, starting with the least profitable partners.
Own post-placement changes to terms, including fee changes and renewals.
Document deal stages, required fields, and approvers for each deal type.
Run 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.
Define the ideal customer profile for each vertical to support a standardized selling process.
During the first 30 days, learn the sales process and Salesforce, establish rep performance baselines, start the daily standup, define leading indicators and performance triggers, and launch weekly scorecard reviews.
From day 31 onward, scale the cadence and scorecard, identify an underperformance or market-gap root cause and enable solutions, document approval rules and exceptions, publish one approval policy, and report exception-deal performance.