Leads and manages the daily responsibilities of the Commercial Sales Operations Department. Continuously improve the level of reporting, tracking, analytics, management and distribution of frame samples for sales and brand marketing, trade shows and eyewear industry selling events. Responsible for supporting the operational needs of sales management teams effectively collaborating with leadership peers, superiors and internal / external contractors and sales agencies to support company goals and more specifically sales and marketing initiatives that seek to grow net revenue and EBITDA.

Management

Manages the daily training, coaching and development of all department personnel and direct staff.
Leads, directs and manages the delegation of the team’s workflow, sales forecasting and analysis projects, sales processes and reporting in collaboration with the Commercial Sales leadership team.
Provide leadership coaching and direction to individual team members to achieve overall team performance recommending and implementing changes and improvements as needed.
Annual performance planning and evaluation reviews.
Address and document both positive results and performance issues.
Provide coaching, training and performance counseling to elevate department results.
Evaluate staffing needs and succession planning making clear coherent recommendations to senior management and changes when needed or required.
Management of department budget.
Develop annual BDG expense plan and KPI tracking.
Manage department expense approvals & PO releases.
Approval of all Commercial Sales Ops expenses / purchase orders.
Submit monthly reports to SVP regarding status of priorities, projects, results and outcomes.
Maintain accurate department records including SOP’s and processes, company frame samples policies and all department records.

Essential Duties and Responsibilities:

Ensure superior commercial sales support and services internal / external clients through leadership and management of the Sales Operations team.
Formulation and implementation of Sales Ops team direction and strategy.
Creation and maintenance of Standard Operating Procedures and Department Policies.
Act as a liaison to the Sales VP’s, Sales Managers and brand teams to determine and carry out support needs.
Management of Sales Policies & Procedures:
Assist with sales policy development and compliance
Communication of new/updated sales information as determined by channel heads
Field communication:
Commercial Sales Operations policy/procedure updates
Special sales & marketing Initiatives and Projects
General sales and system updates as needed from time to time
Project Management:
Collaborate with Sales, Marketing, Demand Planning and Finance teams on assigned projects and initiatives to lower costs, drive sales, analytical insights
Lead or assist with the planning, timing and execution of all sales projects
Develop tracking and follow up systems to report status of projects and initiatives
Sales and Systems Training:
Support Sales Managers with planning and execution of needed training programs
Oversee development and ongoing service of Marcolin SharePoint, ESB iPad tool and CRM systems
Frame samples process and inventory control:
Oversee frame samples inventory processes, samples distribution and KPI’s
Work with the brands and demand planning teams to lead and coordinate special sales sample needs
Sales Meetings:
Aid in coordination and preparation of selling and training materials, location set-up and staffing
Regional Sales Manager follow up and support with providing direction and collaboration
Support to Trade Shows and Sales Events:
Preparation of materials, samples, customer meeting schedules
Travel to various sales trade shows to provide direction, oversee staff, assistance w/set-ups, sales support and sample frames presentation prep
Sales Rep New Hire Onboarding:
Communication with HR & Sales Managers when preparing to make a new hire offer
Assist with determining hire and start date based on frame sample/supply needs
Begin communication with internal teams to prepare distribution of samples & supplies within deadlines
Communication with Italy regarding rep set-up in SAP and other reporting systems
Sales Rep Systems Maintenance:
Termination of Representatives
Provide internal notification of termination & prepare final account reconciliations
Manage the process of safely returning all frame samples and company issued property
Participate in weekly Sales Management, Sales Agency & Sales/Marketing calls
Noncommercial special projects and other duties as assigned.

Work Experience Requirements

5-8 years of experience leading a multi-person Commercial Sales Operations team at Director or managerial level.
Bachelor’s degree or equivalent years of experience. MBA preferred.
Extensive experience in gathering and interpreting customer data and information.

Skills/ Competencies

Exceptional interpersonal skills and a customer client-centered approach. Able to identify customer needs and tailor solutions accordingly
Hands-on leadership style that is detail oriented with exceptional written and verbal communication skills.
High emotional intelligence, self-awareness and interest in helping and collaborating with others.
Ability to work in a cross functional team environment. Demonstrated organizational and time management abilities.
Proficiency in SAP, MS Office and CRM (Salesforce.com or similar) software is a must. Strong Excel skills.
Data-driven and goal-oriented. Measures success both quantitatively and qualitatively and demonstrates understanding and importance of both.
Understanding of project management principals and importance of solving problems with sustainable solutions.
Ability to be straightforward when defusing conflicting matters effectively with professional tact and diplomacy.

Work Conditions/ Environment

Hybrid work environment - On site 3 – 5 Days per week or more if required.
Position is located in Somerville, NJ with travel to NYC office as needed.
Travel within the US and Canada 30% to 40% of the time for customer appointments, selling and industry trade show events.

Marcolin

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