84.51°

Deal Desk Director

SUMMARY:

The Deal Desk Lead Manager owns the commercial governance and operating rhythm for quoting and deal approvals. This role partners closely with Sales, Finance, Legal, Sales Ops, Product, and Sourcing to accelerate deal cycles, protect margin, ensure policy compliance, and improve forecasting accuracy through standardized processes and data-driven decisioning.

RESPONSIBILITIES:

• Own the end-to-end deal desk process including intake, triage, deal structuring, and approval routing.
• Establish and enforce pricing/discount guardrails and exception policies to protect margin and reduce deal cycle time.
• Partner with Sales to structure competitive quotes (packaging, terms, ramp/true-ups, bundles) aligned to company policy.
• Coordinate cross-functional deal reviews with Finance, Legal, RevOps, and leadership for complex or high-risk deals.
• Maintain approval matrix, SLAs, and governance cadence; manage escalations and ensure timely decisions.
• Drive contract and quote standardization using templates/playbooks; reduce redlines and non-standard terms.
• Monitor and report key metrics (cycle time, win rate, discounting, leakage, compliance) and implement process improvements.
• Ensure CRM/CPQ workflow adherence and data quality; identify automation opportunities and partner with RevOps to deliver them.
• Evaluate holistic Kroger investments, inclusive of COGs, to maximize investments that drive growth for Kroger and brands
• Partner and coach cross functionally to uphold principles and guidelines for the deal desk operation
• Future people leadership responsibilities will evolve as the role and team are built over time

QUALIFICATIONS, SKILLS, AND EXPERIENCE:

• 8+ Years with similar experience in Retail or CPG industry
• Strong commercial and financial acumen (pricing, discounting, margin, deal economics, ARR/ACV concepts).
• Demonstrated ability to influence and align cross-functional stakeholders without direct authority.
• Experience building scalable processes and governance (approval frameworks, SLAs, playbooks, controls).
• High analytical capability—comfortable with deal modeling, scenario analysis, and KPI reporting.
• Working knowledge of contracting concepts and common commercial terms; strong risk/issue judgment.
• Proficiency with CRM/CPQ and deal workflow tools (e.g., Salesforce + CPQ) and strong attention to data integrity.
• Excellent communication and negotiation skills; able to deliver clear guidance under time pressure.
• Strong operational discipline, prioritization, and team leadership/coaching capability.

#LI-EB1