Summary
The Sales Operations Supervisor is responsible for execution of all Sales Operations responsibilities and supervision of the Sales Operations Team. These responsibilities include:

Ownership of, reporting from, and administration of Sales / Quoting databases / systems (companywide), including owning / administrating the CRM
Execution and ownership of system pricing, programs, and distributor agreements
Execution of Aftermarket / National Distributor administration, including agreement facilitation, implementation (project management), ongoing administration, and EDI project management
Generating and facilitating Introductions, leads, promotions to the Sales force.

TYPICAL FUNCTIONS AND RESPONSIBILITIES include the following. Other duties may be assigned:
The Sales Coordinators and Sales Operations have much requested of them, often with short lead times. Therefore, the department needs to have a high level of cross training and deep technical training, extensive visual training guides for key processes, and a high level of expectation on ownership, flexibility, turnaround, and accuracy (due to the impact of errors). Functional and Technical expertise of all team members needs to be at a high level, with commensurate training and process documentation support. Additionally, to meet constantly evolving needs, the department needs to be undergirded by a continuous improvement mindset, always looking for process efficiencies, turnaround time reductions, and the like. This position requires a high level of process and report auditing, again due to error impact.
Revenue reporting, Quoting Activity Reporting, and CRM / Sales Funnel systems:

Developing, managing, evolving, and continuously improving required sales revenue reporting systems, with an emphasis on identifying gaps (positive and negative) from established sales plans for delineated responsibility levels, detailing performance and gaps to plan for strategic categories as defined by Sales leadership. Sales Reporting to reflect Sales revenue reporting requirements.
Reports to be segmented into delineated channels / segments.
Sales Operations is to provide completed Sales Manager’s Meeting Presentations in the format proscribed on an annual basis by Sales leadership
The underlying structure of these reports, and associated revenue databases includes advanced Excel formulas, DAX / Power Pivot formulas / functionality, and database management understanding. The Sales Operations Supervisor is to manage and develop these structures, evolving them as Sales and business needs evolve, so that reporting flexibly evolves to support current Sales needs, while maintaining a robust underlying database with minimal errors.
Developing, managing, evolving, and continuously improving required sales quoting activity reporting. The expectations of Quoting reporting largely parallel the expectations of Sales Reporting.
Developing, managing, evolving, continuously improving CRM integration with the Enterprise System, and continuously improving the CRM and CRM Reporting to include: management and data extraction for Accounts, Contacts, Opportunities (to include targets and active selling), Sales Calls / Trips. Data extracted from the CRM will be used to report funnel activity, Wins / Losses with reasons, Competitive data / Market Intelligence (to be reported monthly by Business Unit and service functions), and Sales Manager engagement with the CRM.
Monthly Sales reporting will be a comprehensive resource, not just revenue and quoting v. plan, and will include items such as Digital Specifications utilization, relevant CRM items, Action Items, Leads, Distributor Program status, and other items as defined by Sales leadership.
Providing ad-hoc reporting and data / analytical support to facilitate Sales annual processes, to include: Annual Planning cycle data / analysis, Board of Director’s presentations data / analysis, Quarterly Business Reviews data / analysis, Year End Finance Closing (related to administration of rebates, allowances, etc.).
Facilitate the annual Sales Budgeting process for travel, expenses, etc., as defined by leadership
Where efficiently achieved and synergistic, facilitate internal department (Marketing, BUD, Finance) synchronization in Sales Reporting (If we can efficiently offer routine and ad hoc reports that benefit other functional requirements, provide that service, as long as it isn’t negatively affecting Sales Operations execution or Sales system functionality / requirements).

Administrative Execution of Pricing, Programs, Agreements, Rebates, Allowances, and other required administrative functions to support Sales as related to Sales Operations role:

Developing, managing, annually auditing effective sales administration of: Distributor program annual review / revisions; Distributor program contract signatures, status updates through completion; Rep Contract revisions, signatures as required; Enterprise System Price Codes, freight allowances, special price tables, other applicable Sales system maintenance; Distributor program database, rebate and Marketing allowance execution, including executive approval process; Merchandising Allowance administrative execution, including executive approval process; Sales Sample administrative execution, including executive approval process.
Facilitate Sales Manager meetings, National / Regional Rep / Distributor offsite Sales Meetings, including preparing data for all presentations, all activities (meals, rooms, etc.), publishing agenda, action items, and minutes.

Facilitating administration and agreements for National, Aftermarket, Key Accounts

Facilitating, with a high level of support from Sales leadership, distributor-requested (large targeted distributors) or customer-requested (strategic National Accounts) supplier/vendor agreements / information requests / special requirements through managing and directing the Agreements Task Force
Identify gaps, partnered with appropriate functional leaders, where the agreement differs from our standard policies, procedures, terms (this requires rather extensive coordination related to company systems, policies, procedures in Customer Service, Logistics, Legal, and others).
Support the AM Sales Director as assigned in their development of a business case / analysis to justify consideration of non-standard policies, procedures, terms.
Facilitate and project manage approved agreement process or system changes with internal departments as required, establish a detailed, thorough project plan with those partners to execute special policies, procedures, terms, execute as a project manager the project plan.
Once completed / signed initiate internal execution as required to support agreement. Coordinate ongoing execution via vendor scorecards and the like so that service levels optimize growth potential for accounts.
For key distributor or national accounts, customize / reconfigure published Marketing Materials to support Marketing initiatives to include presentations, e-blasts, flyers, and website or catalog materials as directed by Sales leadership. Support Sales Managers and National Distributors in distributor promotion campaigns.
For key distributor or national accounts, manage the facilitation of EDI, including troubleshooting with IT and Service, onboard new accounts as assigned, and manage Sales Operations Coordinator role in routine task execution and problem solving. Serve as Project Manager for execution and management of company EDI systems.
For key distributor or national accounts as assigned, facilitate IDM (Item Data Management), to include collaborating with internal functions as required, to provide extensive data types to facilitate partnering with these large accounts.

Introductions, Promotions, Lead facilitation, and other revenue enhancement activities:

Develop and conduct, in conjunction with Sales Leadership, Marketing, BUDs, and executive leadership as required, Sales Execution plans, including Webinar based introductory training, for new products, programs, or tools.
Analyzing national and regional sales trends to develop strategic sales promotions. The sales analysis will be thorough, informative, and include recommendations that will include promotions to improve channel strength, revenues and margins (and address potential deficiencies). The recommendations will be written, include financial analysis, and require coordination with key departments that have a vested interest in the sales promotions. Sales rep / Sales Manager execution plans to support promotions will be developed by Sales Operations.
Manage leads generated by outside vendors and Marketing (to include all trade show leads), so that leads generate meaningful Opportunities that are actionable by the Sales force, driving revenue growth.
Provide recommendations on lead-generation sources, vendors, and platforms as opportunities arise.
Develop protocols and system to qualify leads, disseminate to the appropriate owner, and establish follow-up protocols to efficiently but effectively track and report lead execution and revenue growth.
Develop and publish Sales Execution Success Stories, in collaboration with Sales leadership.
Monitor new technologies, trends, and tools for potential adoption by Sales Team
Presenting recommendations to the Sales Management Team
Supporting implementation of new tools to Sales Team (including representative organization) to leverage selling activities.

As assigned, attend trade shows, Buying Group Conferences, etc. to highlight to customers initiatives, focus products, and strategies as directed.

QUALIFICATIONS

Bachelor’s degree required, with 1-3 years work experience, including 1 year supervisory experience.
Solid written and verbal communication skills are key to this position.
A professional demeanor is required, as a key function of this position is liaising with multiple departments and individuals, including executive management and external organizations.
Must be analytical, computer literate and have a good working knowledge of Microsoft Office, CRM software, Microsoft Excel (including advanced formula writing, database management capabilities and power pivot / DAX formula utilization), report writing software such as Crystal Reports, and capability to generate complicated report queries.
Database query experience and business enterprise order entry software experience are a plus.
Project management is required of this position, requisite skills are required.
Candidate should be administratively thorough, independent, flexible, and highly accommodating, with solid communication, project management, supervision, and organizational skills.
Ability to speak effectively before groups of customers or employees of organization. Given the field-intensive nature of the Sales Management team this position interacts with, this position must work with a high level of self-direction and independence, and coordination with top executives, VP Sales, VP Marketing, BUDS and Sales Managers will commonly need to be via effective e-mail and mobile communication. This position professionally represents the company to distribution, Architects, and End User customers, so communication and presentation skills are key.

Job Type: Full-time

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Sales Operations Supervisor