About the role
We are an innovative FMCG distribution business with logistics assets across the region. As our business scales, we seek someone to drive operational excellence across the sales cycle. This role will focus on implementing best practices, improving processes, tracking performance metrics, and ensuring CRM accuracy. Within 6-12 months, the successful candidate will have established efficient sales operations workflows, enhanced sales team productivity, and developed a robust performance monitoring system.
Responsibilities
1. Sales Operations & Process Management
- Lead end-to-end sales operations initiatives to drive operational efficiency and enhance sales capabilities.
- Design, implement, and continuously improve sales operations processes, best practices, standards, and workflows.
- Ensure adherence to internal sales operations standards, policies, and regional requirements.
- Lead process improvement projects to streamline sales operations, improve productivity, and reduce business risks.
- Manage sales operations administration, including sales commissions, onboarding, and related operational processes.
- Collaborate with cross-functional teams to identify operational gaps and implement effective solutions.
- 2. Sales Planning & Reporting
- Lead weekly and monthly sales planning activities, including forecasting revenue, sales performance, and key FMCG categories and SKUs.
- Lead weekly and monthly sales reporting on key business metrics, including sales productivity, revenue by province, and customer acquisition.
- Develop and provide relevant reports and performance metrics to Area Sales Managers to support performance improvement.
- Analyse sales trends and business performance to identify opportunities, risks, and areas for improvement.
- Provide actionable insights and recommendations to senior leadership to support strategic business decisions.
- 3. Performance Monitoring & Analysis
- Track and analyse sales performance metrics, including call rates, strike rates, revenue breakdown by individual, brand, channel, and other relevant KPIs.
- Conduct regular business reviews on a weekly, monthly, and quarterly basis to evaluate performance and identify improvement opportunities.
- Monitor sales productivity and operational performance across regions and identify key drivers impacting business results.
- Lead large-scale projects and initiatives aimed at improving sales productivity, operational effectiveness, and business performance.
- Translate data and analysis into actionable insights and recommendations for senior leadership and relevant stakeholders.
- 4. Sales Tools, CRM & Data Management
- Lead the rollout and implementation of new sales tools and systems, including the Distribution Management System (DMS), across relevant regions.
- Ensure proper system rollout, adoption, user training, and ongoing support for sales teams.
- Monitor system and tool performance, gather user feedback, and identify opportunities for continuous improvement.
- Ensure the accuracy, completeness, and integrity of CRM and sales operations data.
- Conduct regular audits of operational records and systems to ensure data accuracy and support effective sales cycle tracking.
- 5. Stakeholder & Cross-Functional Collaboration
- Act as a central point of contact between Sales Operations, Commercial teams, Area Sales Managers, and regional leadership.
- Facilitate regular meetings and business reviews with HODs, business leaders, and sales stakeholders to align business goals, review performance, and address operational challenges.
- Collaborate closely with cross-functional teams to drive process improvements, project rollouts, and sales initiatives.
- Support stakeholders with relevant data, insights, and recommendations to facilitate effective decision-making.
Requirements
- Bachelor's degree in Business, Operations, or a related field.
- At least 5 years of experience in a commercial management or sales operations role.
- Proven track record in sales operations, sales management, and product management.
- Experience in a fast-paced environment with successful project execution.
- Advanced proficiency in Microsoft Excel and Google Sheets
- Strong background in sales operations and process optimisation, with strong analytical, project management, and cross-functional collaboration skills.