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Director of Sales Operations
Davide Campari
Albany, Buffalo, Rochester, NY, United States
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General Description of the Role
The position of Director Sales Operationswill work in conjunction with VP Sales US and other sales leads to drive the development and activation of effective tools and procedures to optimize management and execution of core Sales management areas: planning, reconciling, programming, development and tracking of goals, budgets, allocations, new items, etc. The successful candidate will work closely with the Sales, Marketing, Trade Marketing and Commercial Finance teams on all aspects of sales operations. The Sales Operations team plays a critical role in sales execution and analysis as it relates to financial measures such as net sales value delivery and program ROI. The Director will manage both the Business Insights team and the Sales Admin team.
Mission/Objectives
Drives continuous improvement in all areas of Sales operations, providing a senior level of oversight and insight to support the VP of Sales – US, improving the efficiency and availability of information to enable proactive and sound business decisions for the VP of Sales – US and the General Sales Managers. Ensures productive interface between Sales and other key Campari functions.
Key Responsibilities and Activities
Reporting and Analysis:
• Delivers critical insights and ongoing analysis of the business in a way that enables proactive decision making and action planning across the Sales leadership team.
• Builds, collates and maintains all Sales related data sources and reports to summarize Key Performance Indicators (KPIs).
• Ensures alignment with Finance and other key Campari functions on the sales actuals as it relates to goals, budgets, budget tracking, allocations, focus market financials, depletion history etc.
• Provides regular and reliable reporting on Sales KPIs, such as but not limited to, Volumedashboards, allocation status etc.
• Reviews and analyzes results and provides continuous improvement recommendations.
• Provides reports, information and analysis to the Sales teams regarding forecast accuracy and underlying historical trends to enable improved decision making and business planning.
• Partners with Brand Teams and Trade Marketing to define and manage account classifications and segmentations, and with the sales team on tracking against these.
• Acts as a key contributor to the sales solutions roadmap and company in liaison with IT, Finance, and senior exec teams to deliver effectiveness and efficiency.
Budget & Planning:
• Provides process direction and management on behalf of the VP Sales –US on the annual planning and budgeting process and serves as the primary liaison with other Functions on process flow, timelines, etc.
• Supports the ongoing development of best practices within sales planning. Provides insights and recommendations for the design, development and implementation of the company’s Trade Promotion Planning tools (XTel). Ensures compliance to TPM processes.
• Evaluates historical data related to depletion forecast accuracy. Identifies incomplete or inaccurate information through VIP and works with the relevant finance/sales/marketing resources to create accountability, drive process improvements, and build new capabilities in the business.
• Partners with Key Distributors and internal Sales members on program goal setting, allocation needs, incentive tracking, and reconciliation.
• Conducts various gap analysis between actuals and forecasts, identifying key issues for discussion amongst sales leads.
Administration:
• Manage all sales admins to provide support to sales regions across various admin activities.
• Drives efficient processes and accountabilities for the processing of invoices (consistent with TPM). Working with teams to insure timely approval and payment of all sales accounts payable invoices and purchase orders.
• Manage and update all regional budgets including Deferred Discount, A&P Tactical, DCAM, and T&E.
People Management & Development:
• Manage the performance and development of assigned teams, ensuring the capabilities are in place to support and deliver the outputs of a high performing sales analytics and sales administration.
• Contribute to the development of direct report’s in general through mentoring and coaching of talent.
Experience Required
• Experience
◦ 5 – 7 years’ experience in forecasting, finance, sales/marketing analytics in the food, beverages or consumer packaged goods is required
◦ Experience in alcoholic beverages a plus
Education / Professional Qualifications
• Education
◦ Bachelor’s Degree in Business Administration preferred
• Experience
◦ 5 – 7 years’ experience in forecasting, finance, sales/marketing analytics in the food, beverages or consumer packaged goods is required
◦ Experience in alcoholic beverages a plus
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