Sales Operations Manager, B2B Ingredients
Ocean Spray
- Lakeville, MA
- Permanent
- Full-time
- Plan, oversee and execute the sales operational activities that support sales/brokers/customers in the day to day activities of running the business which include pricing, contract management, order management and resolution with GCO, analytical reporting related to customers, brokers, products, etc. Play the key role of " heart and hub" of the commercial team supporting customer needs throughout the sales cycle.
- Own the customer quotation, contracting, and reporting processes linked to annual contracting process as well as spot contracting actions; define process aligned with sales team and brokers that identifies RACI for participants and implement using existing systems.
- Maintain customer master (in SAP or elsewhere) and keep up to date with essential information including key decision makers; create SOPs for new customer setup including documentation requirements. Collaborate with finance to ensure new customer credit evaluations are completed and ongoing credit worthiness is discussed when issues may arise.
- Own the B2B portals that facilitate the price quotation and contracting (HubSpot and Shopify) order management tracking and contract balances to provide internal guidance and transparency with brokers and customers.
- Collaborate with sales leaders and cross-functional team on customer's forecast to ensure customer needs are met within capabilities of supply chain operations. Play a critical role in supporting the IBP process to ensure forecast KPIs are achieved or at a minimum improved.
- Support the commercialization of key customer projects internally when help is needed. Coordinate with customers to obtain forecasting information to help enable the monthly IBP to become more effective.
- In conjunction with Sr Managing Director and Finance Manager, provide quarterly updates on broker sales performance to support commission payments. Track special requirements linked to broker performance (for example, new product sales from innovations) and align with regional leader to validate results for commission payments.
- Work cross-functionally to represent the commercial organization throughout the company making sure Industrial customers and our market partners' needs are both understood and met across (GTM, GCO, RGM, DP, SP, Finance, Tech, etc)
- ·As team leader, inspire fellow direct reports to excel; provide feedback and coaching to team members to enable their best commercial performance, execution of sales processes, and furthering their skills and capabilities to perform.
- Represent Ingredients team on internal project teams where Ingredients sales team and B2B ways of working needs greater representation and visibility. Be the frequent voice of the customer internally across functional teams.
- Develop sales enablement plan to support regional leaders w/ brokers, KAM; align resources with customer priorities
- Collaborate with functions for resource support (service plan) in line w/customer segmentation; foster customer focus internally
- Analytical mindset/approach to improve forecast results, improve decision making (orders, contracts, shipments, competition, etc)
- Understanding of quotation/contracting processes; experience and appreciation for systematizing methods in process
- Transaction/support orientation with bias for action; ability to develop routines/schedules for certain work activities
- Ability to collaborate with internal functions and effectively use company resources including direct staff
- Effective project mgmt., organization and time management skills; effective managing timelines with varying lead times
- Capability to stay calm under pressure when under time pressure or customer challenges arise
- Excellent communication skills - written, oral; active listener with ability to build positive relationships internal and external
- Ability to not only manage but inspire direct reports as player coach to meet business objectives and exceed customer satisfaction
- Continuous improvement mindset for processes and teamwork to improve efficiency and de-complexify how work gets done
- Complete insurance package on Day-1 that includes a plethora of health and wellness programs
- Health, Dental and Vision insurance
- Health savings account
- Flexible spending account
- Life and accident insurance
- Employee assistance program
- Telehealth services
- Fertility benefits
- Transgender benefits
- 1:1 health coaching and more
- 401(k) with up to 6% Company matching; additional potential discretionary match at year-end
- Short-Term Incentive/Performance bonuses
- Flexible scheduling options
- Vacation pay, up to three weeks of time (pro-rated for your first year of employment)
- Holiday pay for 12 holidays
- Career development and growth opportunities
- Tuition/Education assistance programs
- Access to LinkedIn Learning
- Scholarship programs for children of employees
- Parental leave
- Bright Horizons Family Solutions – Back-up care, tutoring, etc.
- Adoption assistance
- Bereavement leave
- Up to $300 fitness reimbursement
- Up to $300 massage reimbursement
- Employee appreciation events
- Employee discounts
- Charitable giving
- Grower Mindset – We embrace our grower-owners innovative spirit and heritage through confidence, learning and focus on the future.
- Sustainable Results – Guided by purpose, we are focused on delivering results for our grower-owners.
- Integrity Above All – We are ethical, doing the right thing for our grower-owners, customers, consumers and each other
- Inclusive Teamwork – We build diverse and inclusive teams that strengthen our cooperative.