Sales Operations Manager

The Global Sales Operations Manager (SOM) is a key strategic leader responsible for driving and maximizing CIVCO's global revenue growth. This role oversees the operational support of all sales channels and is directly accountable for:

• Sales Planning: Develop and implement sales plans that align with the company’s growth objectives.
• Sales Forecasting: Manage and refine the forecasting process for optimal accuracy and responsiveness.
• Territory & Regional Alignment: Design and optimize territory structures for maximum coverage and efficiency.
• Sales Compensation Management: Lead the analysis, design, implementation, and administration of sales compensation programs to align with business goals.
• Sales Analytics & Reporting: Deliver insightful, actionable weekly, monthly, and quarterly sales performance reports.

The SOM partners closely with the Commercial Leadership Team, Finance, and Operations to analyze, develop, communicate, implement, and measure commercial strategies. This individual is proficient in utilizing technology and software tools to identify sales and profitability opportunities, developing data-driven solutions and improvement plans. They collaborate cross-functionally to ensure alignment across departments including Finance, Operations, Marketing, Sales, and Product Line Management, enhancing overall sales effectiveness and performance.

This role is an excellent opportunity for a motivated professional looking to impact CIVCO's commercial success by leveraging technology, analytics, and strategic planning to optimize sales performance on a global scale.

Key Responsibilities (other duties may be assigned)

• Sales Channel Strategy & Planning
  • Develop and implement sales channel resourcing, structuring, and planning.
  • Coordinate sales forecasting, planning, compensation design, and expense budgeting processes.
  • Utilize territory mapping software for data-driven territory alignment recommendations for the U.S. Direct Sales Team.
  • Align sales forecasting with demand planning in collaboration with operations.
  • Drive sales team initiatives to enhance overall effectiveness and efficiency.

• Sales Reporting & Analysis
  • Collect, maintain, and deliver comprehensive metrics and performance analysis for the Sales and Executive Leadership team on a weekly, monthly, and quarterly basis.
  • Develop scenario analysis models to optimize sales investment strategies.
  • Provide proactive, strategic recommendations based on thorough business analysis.
  • Enhance and maintain KPIs, dashboards, and reporting tools to drive deal velocity, win rates, and bookings growth.
  • Support ad-hoc sales reporting needs with accurate, timely data insights.

• Annual Business Planning & Budgeting
  • Oversee global sales operational expense budgets and annual business planning processes.
  • Develop and manage global sales forecasts in collaboration with the Commercial Leadership Team.

• Sales Compensation Management
  • Design, administer, and manage annual variable compensation plans for sales and channel leaders, including the annual sales awards and recognition program.
  • Act as a key member of the annual sales meeting planning team, ensuring alignment and coordination.

• Sales Enablement Tools & CRM Management (Salesforce)
  • Lead the development and continual enhancement of sales enablement tools, including sales playbooks and commercial tools.
  • Oversee the Salesforce CRM roadmap, optimizing key sales operational processes for maximum utilization.
  • Drive user adoption and monitor new Salesforce technologies to enhance business solutions.
  • Ensure best practices and identify improvement opportunities within Salesforce utilization.

• Sales Contracting & Pricing Strategy
  • Collaborate with the Corporate Account Director to provide detailed contract analysis and support pricing strategies for distribution opportunities.
  • Offer strategic insights to influence contract negotiations and sales agreements.

• Sales & Operations Planning (S&OP)
  • Act as a core member of the S&OP demand planning team, managing sales backorders and ensuring alignment between Inside Sales, Customer Service, Field Sales, and Marketing teams.
  • Utilize analytics to improve the Inside Sales and Customer Service structure, enhancing sales outcomes and customer service excellence.
  • Implement key metrics for tracking and reporting on Inside Sales and Customer Service performance.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education, Skills, & Experience

• Education: A Bachelor's Degree in a relevant field is required; an MBA or equivalent advanced qualification is preferred.
• Experience: 3-5 years in Sales Operations or a related field, with experience in Field Sales, Product Line Management, or Marketing being advantageous.

Other Skills and Abilities

• Proven experience with Salesforce CRM or comparable systems, and strong Microsoft Office skills. Expertise in sales analytics tools and techniques is essential.
• Ability to translate complex data into actionable insights, providing clear recommendations that align with business strategies.
• Demonstrated capability to work effectively with various stakeholder groups, including Finance, Operations, Sales, and Marketing.
• Strong skills in managing multiple priorities, identifying process improvement opportunities, and implementing enhanced solutions.
• A self-driven individual with excellent written and verbal communication skills, capable of operating independently and as part of a team in a fast-paced environment.
• A track record of success in sales, sales leadership, distributor management, or relevant commercial roles.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is also required to stand and walk. Specific vision abilities required by this job include close vision. The employee must occasionally lift and/or move up to 50 pounds.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)