Hawthorne Executive Search

Manager of Sales Operations -

Corporate Job Overview:

Lead department responsible for sales operations, strategic marketing, and sales administration. Assume project management role for key initiatives. Lead, direct and manage support staff of 3 people. Successfully interact with Sales Leadership, Management Team and Business Units. Provide critical thinking, create and propose strategy, contribute to achieving budgeted and organizational objectives.

Responsibilities include:

Effective member of sales leadership team Understand and analyze our sales activities, including pricing, order management, inventory, and sales operations to identify and implement opportunities that directly contribute to exceeding our objectives for EBITDA, FCF, WCR and Growth. Interact with Sales Leadership to successfully build and implement our corporate strategy. Identify opportunities to optimize sales volume, market share and product mix, while maximizing penetration of customer base.

Present and support communication of company strategy, sales initiatives and objectives to all levels of the organization including senior management.

Responsible for building and managing accurate product demand forecast information process for VP Products, Business Units, and Vendors to effectively source stock and brokered inventories while exceeding WCR objectives.

Develop, implement and monitor strategy to support growth initiatives by product line, value-added sales and for new geographic markets. Rigorously manage overall district budget process for volume, pricing, and product mix. With local sales managers, develop annual operational sales plans targeting key markets, customers and products in harmony with corporate objectives.

Direct and coordinate market research studies as appropriate. Track and communicate customer, competitor and market economic activity to our business units and senior management. Keep our company informed about relevant industry trends.

Review customer mix by district. Evaluate and identify opportunities to generate growth by targeting strategic or underserved accounts.

Establish, implement and monitor individual strategic customer account strategies including sales and development plans.

Analyze, monitor, and recommend pricing, margin, product mix and market share strategies

Participate and advise on issues of staffing, compensation, training, succession, organizational development.

Qualifications:

5-7 years progressive responsibility in sales operations and/or strategic marketing. Experience succeeding in a Fortune 500 global distribution and/or manufacturing environment preferred.

MBA required in Business Administration, Management, Finance or Marketing. Ability to travel 40%

Ideal candidates will have the following qualities and characteristics:

Ability to manage multiple demanding projects simultaneously across the organization

Experience at implementing Process and Systems management initiatives

Comfortable dealing with ambiguity in a fast-paced environment

Strong background in managing and developing market intelligence to drive sales strategies and optimization

Successful experience with CRM/SFA and SAP SD/MM desired Logistics background helpful, but not required

Excellent presentation and computer skills

Sense of urgency; ability and drive to get things done

Self-starter, motivated, strong desire to succeed