Job Description
We are actively recruiting a Sales Operations manager for an industrial equipment manufacturer in Norfolk, Virginia. This role works cross-functionally and is responsible for coordinating with sales, marketing, engineering, and production teams to forecast sales, provide insight and strategy for growing existing client accounts, win new business, and deliver manufactured products to meet and exceed customer specifications and quality standards in cadence with manufacturing capabilities.
This job will have the following responsibilities:
- Work with the sales and marketing teams to determine best practices for managing customer relationships and selling manufactured goods.
- Guide sales department with data driven insights to get optimum flow and analyze feedback on proposals to increase sales and marginal profit.
- Develop and implement territory and customer specific sales and marketing plans via continuous demand forecasts, tracking opportunities with existing customers, and pursuing new customers to increase sales in the territory, and forecast annual sales figures.
- Receive customer RFQs and coordinate with Sales Engineering department on product recommendations and prepare quotations.
- Coordinate with production scheduling to prioritize orders based on lead-times and customer demand to optimize margins.
- Supervise sales support/customer service team.
- Visit and call on customers and remote manufacturer sales representatives to maintain relationships.
- Effectively negotiate pricing, lead times, delivery dates, contractual agreements, and complaints with sales representatives and customers to finalize deals.
- Understand thresholds for acceptable terms and consult with Counsel and HQ to receive when in doubt.
- Effectively communicate cross-functionally (Sales, Production & Planning, Inventory Control, Product Engineering, Purchasing, Logistics, Quality Assurance) and facilitate inter-departmental meetings as necessary.
- Coordinate with production and engineering on product design, delivery, and variables to meet customer requirements.
- Arrange and coordinate customer and supplier visits with internal departments to ensure positive customer experience.
- Ensure inventory availability for quotes, accounting for freight pricing as necessary.
- Regularly track and follow up on production status to expedite and ensure on-time delivery for customers.
- Attend staff meetings, monthly, quarterly management, and annual meetings, and meet with customers and sales representatives to maintain and optimize customer relationships.
- Delegate point-person to trouble-shoot product?s design or delivery issues.
- Provide Marketing and Product Engineering departments with appropriate direction to effectively perform including SOPs for fielding and assigning RFIs. Supervise, instruct, and train the Marketing team on
- best practices, industry trends, and demand/supply/inventory current states to optimize effectiveness.
- Review and validate monthly report of sales commissions and resolve disputes.
- Conduct annual evaluations of reporting staff.
- Bachelor?s Degree (preferably in engineering or technical field) or ten-years related experience and/or training
- Previous supervisory or management experience.
- Experience in sales operations management, sales engineering, technical sales support, industrial marketing, customer success, customer experience, etc.
- Experience with producing data-driven insights and guidance to marketing to inform effective marketing campaigns.
- Organizational, process improvement, and multi-tasking skills
- Proficient in Microsoft Word, Excel, Power Point, Access, etc.
- Experience with ERP systems.
- Willingness to travel as need to meet with customer representatives.
- Knowledge of the power utility industry preferred.
- Excellent customer service, communication, negotiation, and collaboration skills.
- Willingness to work onsite on a traditional schedule.
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