Sales Operations Manager

at PepsiCo
Location Lagos, Nigeria
Date Posted June 25, 2021
Category Management
Job Type Full-time
Currency NGN

Description

  • Define the Sales operations and capability strategy that will enhance a competitive GTM, market share growth and delivery of business targets; providing the implementation plan and driving roll out through the Commercial Leadership team
  • Coordinate all sales projects, Analytics, Commercial Standards, Scorecards and ensuring that the desired results are achieved whilst promoting a culture of continuous improvement in the function
  • Provide peer leadership to the Commercial Leadership team to ensure full alignment and embedding of the defined sales process, standards and measurement.
  • Sales growth driver - development, measurement and tracking and performance insights, market & competitor monitoring, analysis and reporting whilst developing Commercial Insights.
  • Managing sales data
  • Handling lead generation and booking appointments
  • Training staff in products, market, and processes for sales excellence
  • Developing “go to market” models for products and campaigns
  • Increasing reps' efficiency with leads, transactions, and time management
  • Hiring and onboarding employees and mentoring current ones
  • Defining and refining structured sales processes for efficiency
  • Defining sales process steps to improve conversions, shorten sales cycles, and maximize wins
  • Playing a key role in sales and operations planning (S&OP), a process where executives continuously align diverse functions within Nigeria BU.
  • Reporting sales and campaign results
  • Communicating news and wins
  • Organizing and maintaining sales collateral for access by representatives.
  • Sales forecasting for goal setting, using past data and indicators
  • Managing sales representative compensation plans and incentives
  • Defining sales territories
  • Managing technical tools and platforms,
  • often in collaboration with IT
  • Interpreting analytics and research for the company’s understanding
  • Using internal data, along with market and competitor research, to help drive sales strategy and “hit the numbers”
  • Using “big data,” complex data sets requiring sophisticated analysis, for advanced interpretation and predictive analytics to drive strategy and actions

Qualifications / Requirements

  • Minimum of 7 years in senior commercial roles within multinational companies
  • Ability to move between strategic thought leadership and operation/project delivery detail as well as an ability to manage and influence a range of local and global stakeholders
  • An individual who understands how to get things done within PepsiCo and other MNC; and has the ability to influence across a broad network of the organization - there is some ‘thinking’ involved’ but much of this will be about simply ‘decide’ and ‘act’
  • Proven results at delivering business change
  • Leadership: Since Sales Operations employees work both individually and in a team, it necessitates that each maintains some leadership capabilities.
  • Planning Abilities: the employee must be able to plan strategies and future operation goals effectively.
  • Motivation: The stress of sales on employees requires that Sales Operations employees maintain office morale through motivation and reward.
  • Proven track record of performance delivery, and leading transformational change
  • Analytical, Numeric with a disruptive thinking/ mind-set
  • Team player and team coach
  • Able to identify and understand both the employees and the business needs and drive the necessary capability interventions
  • Continuous improvement mind-set.
  • Multitasking: The diverse nature of Sales Operations responsibilities means that employees should have a wide variety of skills that can be employed simultaneously.
  • Operating knowledge of how to commercialise large scale innovation
  • Project leadership skills
  • Analytical Analysis: The incumbent would be required to analyse a large sets of data, employees must have analytical analysis skills.
  • Dedication: sales operations activities are often time-consuming, meaning that employees must be dedicated to their profession..
  • Trend Analysis: The incumbent must understand competitors and all competitive products, in relation to PepsiCo’s product.
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