Sr. Sales Operations Manager
SUMMARY
Responsible for partnering with Sales & Merchandising Leadership to exceed sales objectives (orders, quotes, invoices) & discover new growth opportunities thru optimization of sales programs, investments, and channel strategy development. Owns the sales forecasting process (both demand enrichment & basline), including effective communication of consensus forecast to key internal stakeholders via Sales & Operations Planning (S&OP) discussions. This position will engage with multiple functions including the lead for monthly executive leadership reviews to ensure organizational alignment. A key component will be the ability to influence teams to make timely and critical business decisions regarding a consensus forecast to meet customer reliability targets and to drive improved profitability across sales teams. This position will work with senior leaders from Merchandising, Supply Chain, Finance, Operations, and Product Management to ensure understanding and compliance to the planning and S&OP monthly cycles.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
Serve as the main point of contact for sales regarding all S&OP matters & strategic channel development as well as the lead for Executive reviews in S&OP and Sales Tracking meetings.
Responsible for monthly sales forecasting, demand shaping, and support of the budgeting process.
Responsible for margin optimization thru effective use of promotions, incentives, and pricing programs.
Responsible for channel performance analytics, in partnership with finance team as needed, to determine effectiveness across promotions, product launches, channel programming, & necessary channel tracking.
Leads weekly Sales/Merchandising/Planning (SMP) meeting which leverages operational insights to drive P&L thinking and growth recommendations across all channels.
Leads the team responsible for quota and territory planning which includes the Sales Incentive Board (SIP) and annual Sales Leadership offsite that sets field representative quotas and territories.
Leads channel strategy development (e.g. Business Development) responsible for identifying critical growth markets where Pella brands can increase market share, distribution points, or adjust Go-To market direction. Once opportunities identified, partner with Merchandising and Sales leaders to ensure strategy is executed into the market with appropriate tracking tools.
Engaged with appropriate cross functional leaders during planning cycles and the translation of the annual sales plan into forecasted units.
Engages with operations and supply chain teams to identify and communicate rapid changes to customer demand including ownership for allocation setting.
Leverages industry wide best practices and continuous improvement methodologies to continually enhance the sales operational processes.
Drives accountability and process improvements based on identified KPIs.
This position requires excellent interpersonal, written, and verbal communication skills. Problem solving and organizational skills are a must.
Overnight travel is expected with this position. Travel is estimated as <5% of the time but fluctuates based on business needs.
SUPERVISORY RESPONSIBILITIES
Directly supervises one manger team tasked with channel strategy development and two analysts delivering promo effectiveness, channel analytical tools, and forecasting support. Responsible for the overall direction, coordination, and evaluation of this team. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
QUALIFICATIONS
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 and/or EXPERIENCE
Bachelor's degree (B.A. or B.S.) from four-year college or university, MBA preferred; 7 or more years of sales, distribution/channel, finance, supply chain, or product management experience and/or general management experience with P&L responsibility preferred or equivalent combination of education and experience.
LANGUAGE SKILLS
Ability to read, analyze and interpret financial reports and legal documents. Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
MATHEMATICAL SKILLS
Ability to work with mathematical concepts such as probability and statistical inference. Ability to calculate figures and amounts such as discounts, interest, commissions, percentages, and profit margins and apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Ability to review and understand financial statements and key financial metrics. Ability to understand and communicate financial impact of investments, performance improvements and growth initiatives.
REASONING ABILITY
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
COMPUTER SKILLS
Word, Excel, Power Point, Outlook, Oracle, Oracle S&OP/Demantra Module .
CERTIFICATES, LICENSES, REGISTRATIONS
MBA or APICS Certification preferred but not required.
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, talk, or listen. The employee is occasionally required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.
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.
