Sales Operations Manager – PDFL

· Partner with sales leadership to shape commercial strategy, including territory design, quota setting, and incentive structures that drive the right performance behaviours.

· Identify growth opportunities, emerging markets, and customer trends through robust analysis of sales data and market intelligence.

· Build and sustain strong relationships with key customers and commercial partners to strengthen market execution and customer value delivery

· Provide data-driven insights and recommendations that help refine commercial priorities and improve sales performance.

Sales Operations and Process Governance

· Lead the design, standardisation, and continuous improvement of sales operations processes to ensure efficiency, compliance, and consistency across markets.

· Strengthen governance across order management, route planning, distributor coordination, and sales administration to support reliable commercial execution.

· Oversee the effective use of SFA, SAP, and reporting systems to improve visibility, decision-making, and operational discipline.

· Drive process excellence initiatives that simplify ways of working, reduce inefficiencies, and enable a more agile and responsive commercial function.

Performance Management and Insights

· Develop and manage sales performance dashboards, forecasts, and analytical reports that provide timely, accurate, and actionable insights.

· Monitor performance against targets, identify risks and opportunities early, and recommend corrective actions that accelerate delivery.

· Translate complex commercial data into clear business insights that support strategic decisions by the Chief Commercial Officer and wider leadership team.

· Champion a high-performance culture by embedding measurement, accountability, and evidence-based decision-making into commercial routines.

Cross-Functional Leadership and Execution

· Act as a key integrator between Sales, Supply Chain, Finance, Marketing, Production, and IT to ensure aligned planning and seamless execution.

· Coordinate cross-functional initiatives that improve service levels, product availability, customer experience, and market responsiveness.

· Influence stakeholders across the business to resolve operational challenges, align priorities, and maintain momentum on key commercial programmes.

· Model collaborative leadership and disciplined execution that inspires confidence, builds trust, and enables the organisation to deliver growth ambitions.

Financial Stewardship and Continuous Improvement

· Monitor budgets and operational spend within the function, ensuring disciplined resource allocation and strong value-for-money decisions.

· Support financial planning by providing reliable assumptions, scenario analysis, and operational inputs that strengthen business decision-making.

· Protect the integrity and confidentiality of commercially sensitive information, including pricing, customer, and performance data.

· Embed a mindset of continuous improvement by identifying opportunities to optimise cost, improve controls, and increase the effectiveness of sales operations.

· External Relationships: Distributors, Retailers, Transport Partners, ERP/CRM service providers, Consultants, and Key Account Customers.

· Bachelor’s degree in business administration, Sales & Marketing, Commerce, or a related field from a recognized institution.

· A professional certification in Sales Management, Project Management, or Supply Chain (e.g., CPSP, PMP) is an added advantage.

· Minimum of 8 years of experience in sales operations, commercial planning, or supply chain within FMCG or manufacturing sectors.

· Proven track record of improving sales performance and operational efficiency.

· Strong understanding of data analytics, CRM systems (e.g., SFA), and ERP platforms e.g. SAP.

Competencies

Technical & Behavioral competencies

· Strong analytical and data interpretation skills

· Proficiency in sales forecasting, pipeline management, and reporting

· Experience with CRM and ERP systems (e.g., SFA, SAP, )

· Strategic planning and commercial acumen

· Supply chain and inventory management knowledge

· Leadership and influence across cross-functional teams

· Project management and implementation capabilities

· Strong negotiation and vendor management skills

· Customer-centric thinking and service orientation

· Ability to thrive under pressure and meet deadlines

· Excellent communication and stakeholder engagement skills

Responsibility for finances and physical assets

· The job holder has accountability for monitoring the budget in their functional areas

Decision-making

· Makes operational decisions within approved policies and frameworks

· Provides data-driven recommendations to the Chief Commercial Officer and cross-functional teams for strategic decisions.

Information

· The job requires a high level of confidentiality.

· Handles commercially sensitive information, including pricing strategies, sales performance data, and customer insights, with a high level of confidentiality

Working Conditions

· Working Environment: The job is office-based role with periodic travel to depots, markets, and customer locations.

· Job Hazards: The job holder has minimal exposure to occupational risks; standard health and safety precautions apply.