Purpose of this Position: The Manager of Sales Operations provides strategic leadership and direction for the Sales Operations Specialists and Contract Analysts teams in partnership with the Manager of Strategic Accounts and National Sales Manager. This role ensures that sales processes, proposal creation, contract management, and system tools operate in alignment of overall strategy with efficiency, compliance, and accuracy to support revenue growth and customer satisfaction. The Manager plays a key role in driving continuous improvement, shaping sales strategy, participating in Pricing Committee and Product release discussions, and aligning operational excellence with organizational sales goals. By fostering collaboration across Sales, Legal, Product, Accounting, and Operations, the Manager ensures the sales organization is fully equipped to respond to customer and team needs with speed, accuracy, and professionalism.
Essential Duties and Responsibilities: Leadership & Team Development - Lead, mentor, and develop the Sales Operations Specialist and Contract Analyst teams to ensure high performance, engagement, and professional growth.
- Establish clear goals, departmental metrics for performance, and accountability standards for the department.
- Foster a culture of collaboration, continuous improvement, and customer-first mindset.
- Design and deliver ongoing training programs for team members and sales staff on processes, tools, and product knowledge.
Strategic Sales Operations - Develop and implement strategies to streamline workflows, reduce review times, and improve sales-to-contract execution.
- Oversee the proposal and contract management lifecycle, ensuring accuracy, timeliness, compliance, and consistency across all customer-facing documents.
- Partner with the Manager of Strategic Account Executives, National Sales Manager and other members of leadership in the depart to ensure the seamless execution of opportunities for new and existing customers.
- Monitor and improve data quality in CRM and other sales systems to support reporting, forecasting, and decision-making.
- Key contact for complex proposal or contract actions to ensure alignment of strategy and proper documentation to ensure customer satisfaction.
Cross-Functional Leadership- Actively participate in Pricing Committee meetings to provide operational and customer insights that inform pricing decisions.
- Contribute to sales strategy sessions, ensuring sales processes, tools, and resources align with company goals.
- Collaborate with Product teams during product release meetings to prepare the sales organization with training, documentation, and updated tools.
- Serve as a key partner to Legal, Contract Admin, Accounting, Operations, or other groups to align processes and resolve bottlenecks.
Operational Excellence & Continuous Improvement- Evaluate, optimize, and assist with the implementation of sales technologies (e.g., NetSuite, RAPTOR, DocuSign, SharePoint) for efficiency, usability, and scalability.
- Identify and address process gaps, implementing solutions that prevent recurring errors and enhance customer experience.
- Establish best practices and documentation to ensure proposals, contracts, and sales quotes are consistently professional and accurate.
- Drive a culture of continuous improvement by gathering feedback, monitoring metrics, and implementing change initiatives.
- Key stakeholder in CPQ implementation with continuous support current pricing and quoting tools until implementation is complete.
- Cross-functional collaboration with CPQ Analyst for process audits and development of future needs.
Training & Enablement- Oversee the development and delivery of training programs for sales teams related to product offerings, pricing structures, workflows, and system tools.
- Partner with Product and Sales Services to ensure timely education on new solutions, updated processes, and market-facing changes.
- Ensure all teams have the tools and knowledge required to represent the company effectively and consistently.
Competencies - Proven leadership experience in Sales Operations, Contract Management, or other relevant Operations Management role with a track record of building and developing high-performing teams.
- Strong strategic thinking combined with hands-on execution capabilities.
- Excellent cross-functional collaboration skills, with the ability to influence at all levels of the organization.
- High attention to detail with the ability to balance accuracy, efficiency, and scalability.
- Strong problem-solving and analytical skills with a focus on process improvement and measurable outcomes.
- Exceptional written and verbal communication skills.
- Ability to thrive in a fast-paced environment with multiple competing priorities.
Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education/Experience: - Bachelor's degree (B. A.) from four-year college or university in Operations, Business Management, or related disciplines; or five to ten years of related experience and/or training; or equivalent combination of education and experience.
- Expertise in sales tools, CRM, and contract management systems (NetSuite, RAPTOR, DocuSign, SharePoint, Microsoft Office Suite, Adobe).
- High competency level in Microsoft Excel and PowerBI or similar tools.
- Basic understanding of accounting.
- Knowledgeable of Word Processing software; spreadsheet software, (Adobe PDF, Outlook).
- Basic understanding of some level of programming (such as Visual Basic).
- Transportation industry experience is preferred but not required.
