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

Job Summary:

The Sales Finance Manager – B&I leads the financial development of new business proposals within the Compass Business & Industry sector. This role is responsible for overseeing the creation of financial models and proformas used during the RFP and bid process, ensuring proposals are financially sound, competitive, and aligned with company performance objectives.

Partnering closely with sales leadership, operations teams, and other cross-functional stakeholders, the Sales Finance Manager translates proposed service models into comprehensive financial strategies. This includes establishing pricing structures, evaluating cost assumptions, assessing financial risk, and guiding decision-making throughout the proposal development process.

The role plays a critical part in shaping financially viable contract structures and ensuring that proposed deals balance competitiveness with sustainable financial performance.

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

Responsibilities:

• Lead the financial development of new business proposals within the Business & Industry sector, overseeing the creation and validation of proformas used in the RFP and bid process.
• Direct the development of comprehensive financial models that incorporate revenue projections, labor models, operating costs, capital considerations, and benchmarking inputs.
• Establish pricing strategies and financial structures for prospective client contracts, balancing competitiveness with financial performance and risk tolerance.
• Oversee the development and validation of guarantee structures, pricing models, and financial scenarios used in client proposals.
• Evaluate and approve key financial assumptions, including labor structures, food cost projections, overhead allocations, and operational cost drivers.
• Review RFP documentation and client financial information to identify financial risks, contractual considerations, and structural implications for the proposed service model.
• Conduct advanced financial analysis and scenario modeling to assess the impact of key variables on profitability, risk exposure, and long-term contract performance.
• Provide strategic financial guidance to sales and operations leadership during the proposal development process.
• Partner with cross-functional teams including sales, operations, culinary, and sector leadership to translate operational strategies into financially viable contract structures.
• Ensure financial proposals are aligned with internal performance targets, margin expectations, and risk parameters.
• Analyze historical performance data and benchmarking insights to inform pricing strategies and financial assumptions for new opportunities.
• Present financial analyses, recommendations, and pricing strategies to internal leadership teams during proposal review and approval processes.
• Identify and assess financial risks and uncertainties within proposed deals and develop mitigation strategies where appropriate.
• Oversee the accuracy, consistency, and documentation of financial models and assumptions throughout the bid lifecycle.
• Support continuous improvement of financial modeling tools, benchmarking frameworks, and proposal development processes used by the Sales Finance team.

Qualifications:

• Self-starter with a positive “can do” attitude
• BA in Finance, Accounting, Business, or related field is preferred
• High level of proficiency with Excel is required. Power BI is a plus.
• Foodservice or Support Service finance experience is a plus
• Strong organizational and planning skills with ability to set goals, objectives, and timelines to efficiently meet tasks
• Ability to effectively manage multiple projects at once
• Excellent verbal and written communication skills
• Excellent interpersonal skills
• Willingness to travel up to 10-15% of the time.