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Executive Summary

We are seeking a Senior Manager, Finance – Local Sales to serve as the strategic finance partner to field sales leadership,USFSmarket teams, and Global Support Center (GSC) partners. This role provides financial leadership across sales productivity, local sales headcount strategy, field compensation design, profitable investment (ROI) governance, and expense leverage.

The successful candidate will align local sales execution with disciplinedfinancial management, ensuring headcount deployment, compensation structures, and both field and corporate expense growth are supported by measurable return and operating income improvement. This is a high-visibilityUSFSfinance leadership role requiring strong analytical rigor, business acumen, and cross-functional influence.

Key Responsibilities

Financial Planning & Performance Management

• Lead annual operating plan, monthly forecasts, and monthly reconciliation for field sales expense, field compensation, sales-related GSC expense, and local sales headcount.

• Develop driver-based forecastingmodelslinking volume, margin, productivity,andheadcount capacity.

• Deliver structured monthly performance reviews and operating income bridges to senior leadership.

Profitable Investment & Expense Leverage

• Drive field-level expense disciplinerelativeto gross profit and productivity performancewithin sales expense.

• Collaboratewith GSC partners to ensure corporate sales-related expense growth aligns with enterprise value creation.

• Support driver-based and zero-based expense reviews.

Sales Productivity & Local Sales Headcount Strategy

• Partner across the organization onanalyticsrelated tosalesproductivity,territory productivity, and retention trends.

• Lead local sales headcount capacity modeling, ramp analysis, and incremental headcount ROIanalysis.

• Partner with Market VPs of Salestoalign hiring and territory coverage decisions with measurable financial return thresholds.

Field Compensation Design

• Provide financial modeling and analytical leadership in the design and evaluation of field compensation structures.

• Assess plan performancerelativeto profitability, productivity, and cost variability.

• Support annual compensation planning and accrual forecasting processes.

Cross-Functional Partnership

• Collaborate closely with Market VPs of Sales,Market CFOs,GSCMerchandisingLeadership, Field Finance, and GSC partners.

• Translate complex financial analysis into clear, actionable operational recommendations.

• Enhance financial reporting tools, systems, and processes to improve accuracy, efficiency, and accessibility of financial data.

Qualifications

• Bachelor’s degree infinance, Accounting, Economics, or related field (MBA or CPA preferred).

• 7+ years of experience in financial planning and analysis, preferably supporting sales, marketing, corporate expenses, or strategic initiatives.

• Proven ability to influence senior operational stakeholders in a matrixed environment.

• Strongtechnical skills:knowledge of financial reporting software(SAP,BPC,Oracle, Hyperion, or similar)preferred.

Technical Skills & Abilities

• High degreeofbusiness acumen, judgment, and intellectual curiosity.

• Proactive approach toidentifyingissues, developing solutions, and driving continuous improvement in financial processes.

• Ability to translate financial data into actionable business insights and recommendations.

• Experience managing and developing teams, as well as working cross-functionally with various business units.

• Strong executive communication and presentation skills.

• General understanding of sales operations, expense management,corporate expense management, and financial decision-making.

• Advanced Excel skills; experience with Power BI or other visualization tools preferred.

This role is ideal for a commercially oriented finance leader who thrives at the intersection of analytics, strategy, and field execution, and who can elevate financial rigor across local sales operations.

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