Job SummaryBobrick is hiring a Sales Operations Supervisor to lead the Sales Operations team and oversee the reporting, technology, pricing, programs, and distributor agreements that support our sales organization.
As a Sales Operations Supervisor, your responsibilities include owning, administering, and reporting from companywide sales and quoting databases and systems, including Tableau and Microsoft Dynamics CRM; managing system pricing, programs, and distributor agreements; and overseeing Aftermarket and National Distributor administration. This includes agreement facilitation, implementation, ongoing administration, and EDI project management, with a focus on meeting deadlines and ensuring completion. The role also generates and facilitates introductions, leads, and promotions for the sales force.
In this fast-paced, dynamic environment, you will lead a team with strong expertise in processes, systems, and technology to support the evolving needs of Vice Presidents, Business Unit Directors, functional leaders, and the sales organization. Strong organization, time management, and project management skills are essential to meeting or exceeding expectations.
Why This Role MattersYour work will help sales leaders understand performance, identify growth opportunities, and make informed decisions. By keeping systems reliable, programs running smoothly, and projects on track, you will give the sales organization the support it needs to build customer relationships and grow revenue.
Typical Functions and ResponsibilitiesTeam Leadership & Department Expectations
- Build a high level of cross-training and technical expertise across the team, supported by clear visual training guides and process documentation.
- Set clear expectations for ownership, flexibility, turnaround time, and accuracy.
- Maintain a continuous improvement mindset, identifying process efficiencies and opportunities to reduce turnaround times.
- Audit processes and reports to maintain accuracy and minimize the impact of errors.
- Manage expectations, due dates, and task and project completion.
Revenue Reporting, Quoting Activity Reporting & CRM/Sales Funnel Systems
- Develop, manage, and continuously improve sales revenue reporting systems, with an emphasis on identifying performance above or below established sales plans and detailing results for strategic categories defined by sales leadership.
- Segment reports by designated sales channels and market segments.
- Provide completed Sales Manager meeting presentations in the format established annually by sales leadership.
- Manage and develop reporting structures and revenue databases using advanced Excel formulas, DAX, Power Pivot, and database management knowledge. Evolve these structures as business needs change while maintaining reliable databases with minimal errors.
- Maximize reporting through Tableau and Microsoft BI, both by generating reports and managing functional experts in the development of reporting tools.
- Develop, manage, and continuously improve sales quoting activity reporting, following expectations similar to sales revenue reporting.
- Continuously improve CRM integration with the enterprise system, including the management and extraction of data for accounts, contacts, opportunities, and sales calls and trips.
- Use CRM data to report sales funnel activity, wins and losses with reasons, competitive data and market intelligence, and Sales Manager engagement with the CRM. Report competitive data and market intelligence monthly by business unit and service function.
- Provide comprehensive monthly sales reporting, including revenue and quoting against plan, digital specification utilization, relevant CRM activity, action items, leads, distributor program status, and other items defined by sales leadership.
- Provide ad hoc reporting and analytical support for annual planning, Board of Directors presentations, Quarterly Business Reviews, and year-end financial closing related to rebates, allowances, and similar activities.
- Facilitate the annual sales budgeting process for travel, expenses, and other items defined by leadership.
- Coordinate reporting with Marketing, Business Unit Directors, and Finance where it can be achieved efficiently without affecting Sales Operations execution or system functionality.
- Help ensure corporate reporting in Tableau and Microsoft BI includes sales reporting needs.
Administration of Pricing, Programs, Agreements, Rebates & Allowances
- Develop, manage, and annually audit sales administration activities, including:
- Distributor program annual reviews and revisions.
- Distributor program contract signatures and status updates through completion.
- Representative contract revisions and signatures, as required.
- Enterprise system price codes, freight allowances, special pricing tables, and other sales system maintenance.
- Distributor program databases, rebates, and marketing allowances, including executive approvals.
- Merchandising allowances and sales samples, including executive approvals.
National, Aftermarket & Key Account Agreements and Administration
- Facilitate Sales Manager meetings and national or regional representative and distributor meetings, including presentation data, meals and meeting rooms, agendas, action items, and minutes.
- Facilitate supplier and vendor agreements, information requests, and special requirements for large targeted distributors and strategic national accounts by managing and directing the Agreements Task Force.
- Partner with appropriate functional leaders to identify where agreements differ from standard company policies, procedures, or terms. Coordinate with Customer Service, Logistics, Legal, and other departments as needed.
- Support the Aftermarket Sales Director in developing business cases and analysis to justify consideration of nonstandard policies, procedures, or terms.
- Facilitate and project manage approved agreement processes or system changes. Establish detailed project plans with internal partners and manage execution.
- Once agreements are signed, initiate internal execution and coordinate ongoing requirements through vendor scorecards and similar tools to support account growth.
- Customize or reconfigure existing marketing materials for key distributors and national accounts, including presentations, email campaigns, flyers, and website or catalog materials, as directed by sales leadership.
- Support Sales Managers and national distributors with distributor promotion campaigns.
- Manage EDI coordination for key accounts, including troubleshooting with IT and Customer Service, onboarding new accounts, and overseeing the Sales Operations Coordinator's routine tasks and problem-solving.
- Serve as Project Manager for the execution and management of company EDI systems.
- Coordinate item data management for assigned accounts, collaborating with internal teams to provide the information required by large account partners.
Introductions, Promotions, Lead Facilitation & Revenue Enhancement
- Develop and conduct sales execution plans with Sales Leadership, Marketing, Business Unit Directors, and executive leadership, including introductory webinar training for new products, programs, and tools.
- Analyze national and regional sales trends to develop strategic sales promotions. Provide written recommendations and financial analysis to improve channel strength, revenue, and margins and address potential gaps.
- Coordinate promotional recommendations with relevant departments and develop execution plans for sales representatives and Sales Managers.
- Manage leads generated by outside vendors and Marketing, including trade show leads, to create meaningful, actionable opportunities for the sales force.
- Recommend lead-generation sources, vendors, and platforms as opportunities arise.
- Develop processes to qualify leads, assign them to the appropriate owner, establish follow-up expectations, and track and report sales activity and revenue growth.
- Develop and publish sales success stories in collaboration with sales leadership.
- Monitor new technologies, trends, and tools for potential adoption, present recommendations to sales management, and support implementation across the sales team and representative organization.
- Attend trade shows, buying group conferences, and other events as assigned to highlight company initiatives, focus products, and strategies.
Qualifications- Bachelor's degree required, with 1-3 years of relevant work experience, including one year of supervisory experience in a professional environment.
- Strong written and verbal communication skills.
- Professional demeanor and the ability to work with multiple departments, executive management, and external organizations.
- Strong analytical and computer skills, including working knowledge of Microsoft Office, CRM software, and advanced Excel formulas, database management, Power Pivot, and DAX.
- Working knowledge of Microsoft BI, Tableau, and report-writing software such as Crystal Reports, with the ability to generate complex report queries.
- Database query experience and enterprise order-entry software experience are a plus.
- Strong project management skills, including establishing milestones, managing deadlines, and bringing projects to completion.
- Thorough, independent, flexible, and responsive, with strong communication, supervisory, and organizational skills.
- Ability to work with a high level of self-direction and coordinate effectively with executives, Business Unit Directors, and Sales Managers through email and mobile communication.
- Strong communication and presentation skills to professionally represent the company with distributors, architects, and end-user customers.
- Ability to work closely with Sales Managers, participate in Sales Management meetings, and develop an understanding of sales activities, strategies, and execution to provide effective administrative and analytical support.
- Ability to travel for trade shows and offsite meetings, a few times per year
Location: North Hollywood, CA (must currently reside or within commuting distance of location)
Salary: $108,000.00 - $120,000.00 based on experience
Benefits:- Medical/Dental/Vision
- 401(k) Retirement Plan
- Year-end Bonuses
- Life and AD&D
- Long- and Short-Term Disability Insurance
- Flexible Spending Account (FSA)
- Health Savings Account (HSA)
- Paid time off for vacation, sick and personal days
- Parental Leave
- Educational Assistance Program
- Employee Assistance Program
- Pet Insurance
