Senior Manager Sales Operations
About The Position
The Senior Manager – Commercial Operations, Sales Forecasting & CRM serves as a key operating partner to the Vice President – Sales and supports business growth by owning commercial operations; sales data, forecasting and CRM development and diligence; as well as sales forecasting and validation. The Senior Manager will leverage data, systems and key operating processes to inform executive decision-making and drive sales enablement. This critical people management role will run our commercial sales enablement engine, lead the team and help drive the business, not simply respond to requests for information. The Senior Manager will develop and then pressure-test sales forecasts, assumptions and growth plans. She/He will turn data into a growth engine and professionalize how Commercial Operations interfaces with our Executive Leadership Team and global corporate functions. There will be a heavy dependency on the delivery of the following to turn insights into actions that drive growth and improve organizational confidence in numbers and forecasts: Forecast construction and validation Corporate data requests CRM rigor and interpretation Executive-level storytelling Improve customer, data and market insight to be a growth engine
Requirements
- Bachelor’s degree in business administration, Marketing, Data Analytics or other business-oriented functional disciplines.
- Minimum of 5 years of experience in Commercial Operations, Analytics, Sales Forecasting and/or CRM development and sales enablement.
- Proven track record of driving business growth through development of sales support systems, processes and teams. Demonstrated success in developing, interpreting and communicating sales and forecasting insights to support executive leadership.
- Commercial Operations, Sales Forecasting, S&OP, Sales and/or Marketing data analytics
- Exceptional ability to interpret data and tell the business story
- Experience supporting a senior commercial leader
- Systems thinker (not a report builder)
- Comfortable pushing back, challenging assumptions and making data-driven recommendations for business growth and investment
- Calm under pressure, she/he must demonstrate high decision reliability
- Advanced Salesforce, Tableau and Data leadership
- Forecasting and revenue modeling
- Dealer/distributor analytics experience preferred
- Strong financial acumen
- Player-coach mindset
- Executive presence and confidence in executive-level business settings
- Can represent Sales cross-functionally
- Can scale people and processes to enable commercial growth
- Proficiency with Microsoft Office suite of programs including Word, Excel, PowerPoint
Nice To Haves
- Dealer/distributor analytics experience preferred
Responsibilities
- Executive Operating Partner to the Vice President - Sales
- Own weekly/monthly business operating cadence
- Build, validate, and communicate commercial forecasts
- Translate sales data into executive-level insight
- Prepare President/Board/corporate materials
- Anticipate questions before they’re asked. Walk into executive meetings “capable of speaking for the business, not simply “checking on numbers”
- Demonstrate ownership of and a consistently increasing understanding of our company’s unique:
- Commercial side of Sales & Operations (S&OP) process and revenue forecasting
- Dealer ‘Out the Door’ (OTD) sales analytics
- Trend analysis and risk modeling
- Serve as project leader for Tableau implementation to leverage visual analytics to transform the way we use data to solve problems, empower people and support business growth.
- Build predictive views of commercial outcomes, not just historical sales reports
- Identify:
- Growth opportunities
- Territory, product, channel risks
- Productivity gaps
- Partner with Vice President - Sales on scenario modeling (Sales Force Expansion, sales headcount, territory design, compensation changes, inside sales, etc.)
- Establish true Customer Relationship Management (CRM) operating rigor to ensure:
- Forecast accuracy
- Pipeline hygiene
- Activity standards
- Adoption and accountability
- Turn Salesforce into a management system, not a database
- Align dashboards to your management cadence (War Rooms, Monthly Ops Meetings, Quarterly Business Reviews or QBRs, Corporate progress reports)
- Act as program owner for revenue enablement initiatives:
- Sales Force Expansion productivity measurement
- Inside sales scaling
- Strategic account analytics
- Territory & coverage optimization
- Own cross-functional execution (Marketing, Finance, Supply Chain, HR, and global functions)
- Direct oversight of current team
- Clarify roles, workflows, and internal service model
- Create a systems-based approach building structure in department
- Elevate functional and team member capabilities (not just outputs)
- Create bench strength
Benefits
- Hybrid work schedule
- 401(k) through Fidelity and company matching 10%
- Dental insurance with Delta Dental PPO
- Health insurance BCBS Illinois PPO
- Employee Assistance Program
- Health Savings Account
- Company Paid Life Insurance (two times annual salary)
- Paid time off including an extra paid week off the week between Christmas and New Years
- Tuition reimbursement
- Vision insurance through EyeMed
- 10 paid holidays
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
