Deputy Director - Sales Operations & Reporting

Overview

Sales Operations Manager role at PepsiCo is a critical leadership position that holds the primary responsibility of orchestrating and overseeing the entirety of our sales operations team to attain exceptional business results. This pivotal role encompasses a comprehensive array of key responsibilities aimed at effectively managing and enhancing sales processes and making substantial contributions to the overall triumph of our sales team and the organization at large. This role will oversee a team of ~10 direct reports(L6-L7 sales operations analysts), across US, Europe and in future other geographies as well. This role will hard line into the Sales & Analytics Head of Global eCommerce and work closely with sales senior leadership team in the US and Europe, across all the channels (L11- LG1/LG2)

Responsibilities

Key responsibilities of the Sales Operations Manager include:

• Lead and mentor a Sales Operation team, overseeing their execution of robust data validation methods to ensure the accuracy and completeness of sales-related processes and activities. Confirm that these processes are in alignment with business objectives, optimizing sales efficiency and minimizing operational inefficiencies
• Continuously monitor and assess sales performance metrics, identifying correlations and root causes for any disparities. Develop and maintain relevant performance indicators for the team, facilitating data-driven decision-making and ensuring sustained success in achieving sales targets
• Collaborate with Business Intelligence (BI) initiatives to enhance the utility of operational and performance data across various departments. Support reporting, analysis, and insights to foster a deeper understanding of sales performance and efficiency, contributing to cross-functional alignment
• Collaborate extensively with various sales teams and departments in the market/ sector to deeply analyze sales data, market trends, and customer feedback, guiding the organization with data-driven insights to support markets in meeting/ exceeding sales objectives
• Establish and maintain robust sales systems, tools, and technologies that empower our sales teams to excel in their roles and elevate customer satisfaction
• Vigorously monitor key performance indicators (KPIs) and sales metrics, offer comprehensive insights and recommendations to enhance sales performance and unearth growth opportunitiesEnsure that the team can work with DTX/ IT to automate repetitive reports/ tasks so as to shift focus towards more analytical and insight driven support to customer teams and in turn generate more value out of the service
• Be able to share key projects across the customers/ markets with senior stakeholders and also be on the lookout for future opportunities
• Support in shifting to a capability led and geography agnostic sales operations team vs. a sector/ market or customer focused team
• Apply best practices across sectors and look to harmonize and generate productivity by optimizing the team’s deliveries
• Support recruitment and allied activities for the incoming role
• Ensure effective and standard ways of working with various regions and governance discussions to check the pulse regularly
  
  

Qualifications

• 8-10 years of experience within sales/ sales excellence/ customer reporting & analytics. eComm/ FMCG experience preferred
• Proven mastery of sales operations, with an in-depth understanding of market dynamics and the analysis of sales-related data. Demonstrated capability to optimize sales processes and activities to achieve standardization and harmonization
• High competence on analytical tools like excel, power BI/ tableau etc. and be well versed with usage of data sources like Nielsen/ IRI and be able to analyze outputs of the same
• A robust track record in the retail/ FMCG sector, accompanied by a comprehension of retail/ FMCG business processes pertaining to sales operations. Atleast a basic understanding of eCommerce will be preferred
• Exceptional analytical skills with the ability to translate complex sales data into actionable solutions and processes. Proficiency in data analysis software, including Microsoft Excel and Power BI, to facilitate data-driven decision-making in the realm of sales operations
• The ability to function effectively in a team environment and collaborate with individuals across the organization. Sales operations often require cross-functional teamwork and alignment with broader business objectives and market performance standards