SALES FINANCE DIRECTOR-B&I (HYBRID-CHARLOTTE, NC)

Job Summary:

The Sales Finance Director – B&I leads the financial strategy and execution of new business development efforts within the Compass Business & Industry sector. This role is responsible for shaping the financial and commercial approach to high-value, complex client opportunities, ensuring proposals are competitive, strategically structured, and aligned with long-term financial objectives.

Acting as a strategic partner to sales and operations leadership, the Director oversees pricing strategy, contract structuring, and financial risk assessment across the bid pipeline. This role provides executive-level guidance on deal economics, ensuring that financial models, assumptions, and proposals support both growth and sustainable profitability.

The Director also leads and develops a team of Sales Finance professionals, establishing best practices in financial modeling, benchmarking, and proposal development while driving consistency and rigor across the new business process.

This position is hybrid in Charlotte, NC and supports the Compass USA Business & Industry Sector.

Responsibilities:

• Lead deal-level financial strategy for high-value and complex new business opportunities, shaping pricing, contract structures, and financial positioning.
• Partner with sales and sector leadership to define bid strategy, balancing competitiveness, profitability, and risk across the pipeline.
• Oversee development and validation of financial models and proformas, ensuring accuracy, consistency, and alignment with strategic objectives.
• Establish and approve pricing strategies, guarantee structures, and financial frameworks for client proposals.
• Provide executive oversight of labor models, cost builds, and operating assumptions, ensuring alignment with operational realities and financial targets.
• Evaluate deal economics, margins, and return profiles, ensuring proposals meet internal performance thresholds and risk tolerance.
• Lead financial risk assessment and mitigation strategies, including scenario modeling and sensitivity analysis for key deal variables.
• Review and interpret RFP requirements, contract terms, and client financials to identify risks, opportunities, and structural considerations.
• Present financial strategies, deal structures, and key risks to senior leadership during proposal reviews and approval processes.
• Support contract negotiations by providing financial guidance on pricing, guarantees, and commercial terms.
• Lead, mentor, and develop a team of Sales Finance Analysts and Managers, fostering strong financial acumen and consistent modeling practices.
• Drive standardization and continuous improvement of financial modeling tools, benchmarking methodologies, and proposal processes.
• Collaborate with operations, culinary, marketing, and finance leadership to align financial strategy with service delivery and client expectations.
• Provide ongoing insight into market trends, competitive positioning, and benchmarking data to inform deal strategy.
• Serve as a key financial advisor to leadership, influencing strategic decisions across the new business pipeline.

Qualifications:

• Bachelor’s degree in Finance, Accounting, Business, or related field required
• 7–10+ years of progressive finance experience, with exposure to pricing, deal modeling, or new business development
• Experience in foodservice, hospitality, outsourcing, or support services industries strongly preferred
• Proven ability to influence senior leadership and cross-functional stakeholders
• Experience managing and developing high-performing finance teams
• Advanced proficiency in Excel and financial modeling
• Excellent communication and presentation skills, with ability to convey complex financial concepts clearly
• Willingness to travel up to 15-20% of the time.