Sales Operations Manager

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Quote from Hiring Manager

The Sales Operations Manager (SOM) manages support functions essential to topline growth. These include planning, controlling, reporting, target setting and management, developing sales strategy and tactics, sales process optimization, sales program automation technologies implementation, administration and governance of BFT policies.

Meaningful Work From Day One

The SOM is responsible for the overall productivity and effectiveness of the assigned sales organization. The SOM is a key role that develops sales strategies and tactics that enable further topline growth. Part of the main responsibilities of the SOM is upskilling the sales team through implementation of automation technologies, governing the BFT sales policies as well as monitoring action-oriented reports by using technology enablers. Reporting to the Sales Director,  the SOM also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported.

The SOM is responsible for planning and controlling sales budgets, namely all types of discounts and bonuses to all customers/channels. 

The SOM plays a critical role in S&BP and SWAT  processes including ownership of Sales Forecast meetings.

What You Can Expect

Planning & Coordination:

• Coordinates topline SNS forecasting across 9ltcs, GSV, Total Discounts, Inventory based Excise Tax; planning, and budgeting processes used within the sales organization. Proactively monitors, controls and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. 
• Leads  Integrated Business Planning (IBP) cycles, partnering with channel sales managers to achieve high market forecast accuracy. Collaborates closely with supply chain teams to align demand, identify performance gaps, and drive ongoing improvements in forecasting
• Through S&BP coordinates planning activities with other functions and stakeholders within the firm.

• Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources considering the market and BFT reality.
• Working closely with Accounting, Finance and Human Resources, provides assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures. Provides the HR department with necessary information related to KPI achievement for timely bonus calculation of sales employees.
• Works to ensure all sales organization objectives are assigned in a timely fashion.
• Leads SWAT meetings to develop bi-weekly pricing and promotion plans for both LE and NC/DF markets.
• Collaborates closely with the Finance team on LE RSP changes and NC&DF WSP changes, in alignment with top-line growth objectives.
• Calculates and manages monthly LE & DF additional promotion, discount, and trade investment generations, ensuring alignment with top-line growth targets.
• Manages the discount returns cycle, encompassing accrual, communication, reconciliation, and invoicing. This includes calculating, communicating, and reconciling monthly off and on-trade discount returns in LE. 

Strategic Guidance & Business Development:

• Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement.
• Proactively identifies sales opportunities by analyzing sales data, market data, competitor activities and consumer trends (Nielsen, IWSR, IGD etc.). Guides sales team for required actions for further growth opportunities and strategizes the sales goals to provide growth opportunities for the company accordingly. Works closely with BBI.
• Ensures channel strategies and plans are in accordance with the B-F Commercial Way. 
• Analyzes commercial capabilities of the sales team and proactively determines a standard way of working for the sales team accordingly. 
• Contributes to the customer facing meetings with TT and OT channel managers, when necessary, to support the process for further success through providing the identified opportunities and gaps.
• Makes regional visits to understand and assess the needs in the field as well as the customer’s needs. 
• Preparing, all data related with Pricing, pricing methodologies, positioning with the current price and price indexing (SWAT Team) 
• Delivers gap analysis and develops product, customer-based and/or sales team campaigns that enable growth in line with company strategy.

Capability Development:

• Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. 
• Ensures all the sales processes are in line with B-F compliance standards.
• Seeks and implements enabling technologies, including -but not only limited to- CRM, to field sales teams. Monitors the assigned sales organization’s compliance with required standards for maintaining CRM data. Works closely with sales management to optimize the effectiveness of the firm’s technology investments.
• Provides required ad hoc analytical support to sales teams in the head-office and in the regions.
• Directs and supports the consistent implementation of company initiatives.
• Builds peer support and strong internal-company relationships with other key management personnel.

What You Bring to the Table

• University degree from an accredited institution.
• 7+ years of sales management experience in a FMCG environment.
• Demonstrated proficiency managing analytically rigorous initiatives.
• PC proficiency, Excel, Access databases mastered, others valued 
  

Who We Are

We believe great people build great brands. And we know there is Nothing Better in the Market than a career at Brown-Forman. Being a part of Brown-Forman means you will grow both personally and professionally. You will have the opportunity to solve problems, seize opportunities, and generate bold ideas. You will belong to a place where teamwork matters and where you are encouraged to bring your best self to work.

What We Offer

Total Rewards at Brown-Forman is designed to engage our people to ensure sustainable and profitable growth for generations to come. As a premium spirits company, we offer equitable pay structures for individual and company performance alongside a premium employee experience. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.

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