Manager, Sales Operations & Analysis

Role Details

The role of the Sales Operations Manager is to provide strategic leadership and operational excellence in driving sales growth and business transformation. This includes identifying growth opportunities, fostering strategic partnerships, leveraging analytics and data, implementing scalable processes and technologies, and leading the Sales Operations team. The primary focus is on achieving outcomes that enable distributed sales teams to thrive in an action-oriented operating model.

Core Responsibilities

Sales Strategy

Identify growth opportunities for the B2B business based on analytical insights, industry trends, and the changing competitive landscape. Represent Sales Operations in the sales strategy, aligned with the commercial strategy.
Think strategically and execute tactically, ensuring tight coordination between people, processes, and system capabilities to achieve outcomes that enable distributed sales teams to thrive in an action-oriented operating model.

Business Transformation

Lead Sales Ops transformation by fostering an environment of continuous improvement and implementing scalable processes and technologies.

Strategic Partnerships

Partner with Service Operations, Store Operations, Finance, and Marketing to align department goals and orchestrate the delivery of key outcomes.
Develop a customer profitability framework to inform cost of selling decisions and program choices for customers.
Work with the Commercial Sales Leadership Team to represent initiatives, goals, and objectives of Sales Operations.
Support the Commercial Strategy group with customer and sales analysis and insights.

Analytics, Data, and Tools

Utilize data and tools to analyze the sales process and sales performance and identify appropriate levers to improve performance.
Represent sales requirements in the development of customer sales data models, participate in the development of sales data definitions, and create new measures to measure profitability and sales performance.
Develop a customer profitability model that can scale with the business and is integrated into customer sales for a 360-degree view of customer profitability.
Analyze the cost of sales and report on sales utilization.
Research, develop, and implement new statistical analysis methodologies as needed.
Quantify the impact of future decisions, changes, and strategies on the business. Propose courses of action based on simulations and modeling. Work in partnership with the business to make recommendations on which actions should be taken and forecast the anticipated outcomes.

Reporting

Capture the corporate requirements for customer sales reporting and insights, and develop the reports in partnership with Kal Tire Marketing and the Sales Reporting specialist.
Prepare updates on business performance, proposals, and recommendations for the Commercial Sales Leadership team and VP of Sales.

People

Lead, direct, and mentor the Sales Operations team. Maintain a high level of engagement within the team and mentor and develop the expertise of team members.
Organize and direct work, including prioritizing assignments, establishing objectives, providing regular performance feedback, conducting year-end performance appraisals, and taking necessary corrective action as required. Assist in staff career planning and establish development and succession plans.
Promote a productive and positive environment for team members that encourage innovation, teamwork, initiative, and model the Kal Tire corporate values. Motivate team members by assigning challenging work, planning and managing internal communications, and creating awareness of corporate direction, mission, plans, and activities.

Education

Bachelor's degree in Business Administration, Data Science, Marketing, or a related field (advanced degree preferred).

Work Experience

Minimum of 7 years of experience in Sales Operations, Data Analytics, Financial Analysis, or a similar role.

Knowledge, Skills and Abilities

Strong analytical skills and proficiency in data analysis tools and techniques.
Excellent strategic thinking and execution capabilities, with the ability to align people, processes, and systems towards achieving outcomes.
Experience in developing strategic partnerships and collaborating with cross-functional teams.
Proficient in prescriptive analytics methodologies and statistical analysis techniques.
Strong leadership and team management skills, with the ability to mentor and develop team members.
Excellent communication and presentation skills, with the ability to effectively convey complex ideas and recommendations to stakeholders.

Special Requirements

Occasional travel will be required.

Negotiable Requirements

Data visualization and report creation in PowerBI.
Modelling using Excel.

Kal Tire

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Manager, Sales Operations and Analysis