Sales Operations Manager (57066)
General Description
The Sales Operations Manager is responsible for building operational discipline, visibility, and accountability across the commercial pipeline, customer commitments, forecasting, pricing support, and cross-functional readiness. This role serves as the bridge between Sales, Customer Operations, Supply Chain, Procurement, Finance, R&D, and Production to ensure customer opportunities are translated into executable plans.
Essential Job Duties/Responsibilities
Sales Pipeline Management - Own and maintain visibility to all commercial opportunities, including new business, active projects, customer expansions, and at-risk revenue. Partner with Sales and Project Management to validate pipeline stages, timelines, probability, revenue impact, and resource requirements. Establish and maintain pipeline governance processes, reporting standards, and performance metrics. Identify risks, bottlenecks, inactive opportunities, and revenue gaps requiring leadership attention. Prepare executive-level pipeline reports and business updates.
Forecasting and Revenue Planning - Lead the monthly forecasting process across customers, regions, and business segments. Partner with Sales, Finance, Customer Service, and Supply Chain to improve forecast accuracy. Monitor forecast changes, customer demand shifts, launch timing, and revenue risks. Provide monthly and quarterly revenue outlooks, variance analysis, and business performance reporting. Support scenario planning for key customers, major launches, capacity constraints, and supply chain risks.
Operational Readiness - Create visibility across Supply Chain, Procurement, Planning, Operations, and Customer Operations to ensure readiness for new business opportunities and customer demand. Identify material availability, lead time, capacity, labor, and operational risks before customer commitments are made. Support cross-functional planning for new product launches, customer expansions, and strategic opportunities. Ensure smooth handoffs from Sales to Project Management and Customer Service. Escalate readiness risks that could impact customer commitments, launch timelines, or revenue targets.
Contract Management - Maintain oversight of customer contracts, pricing agreements, renewal timelines, and commercial obligations. Partner with Sales, Finance, Legal, and Customer Operations to support contract review and execution. Ensure customer commitments and commercial terms are documented and communicated internally. Track amendments, renewals, pricing changes, and contract-related action items. Develop and maintain a contract management and renewal process.
Sales Process and Governance - Develop and improve commercial processes, tools, templates, and standard operating procedures. Standardize opportunity management, forecasting, customer data management, and reporting practices. Facilitate recurring pipeline reviews, forecast meetings, and commercial operating reviews. Drive accountability for data quality, process compliance, and timely updates. Support continuous improvement initiatives across commercial operations.
Sales Enablement and Training - Support onboarding and training for Sales, Project Management, and Customer Service teams. Develop tools, resources, and documentation that improve commercial execution. Reinforce standardized processes and best practices. Ensure teams understand expectations related to forecasting, pipeline management, customer handoffs, and operational readiness.
Reporting and Business Insights - Develop dashboards, scorecards, and reporting tools to measure commercial performance. Analyze pipeline conversion, forecast accuracy, customer performance, project activity, and revenue trends. Identify risks, opportunities, and business improvement initiatives. Provide leadership with actionable insights and recommendations. Prepare executive-level reports and presentations for business reviews.
Qualifications
Bachelor's degree in Business, Operations, Supply Chain, Finance, or a related field.
Minimum 5 years of experience in Sales Operations, Commercial Operations, Customer Operations, Business Operations, or a related function.
Strong understanding of forecasting, pipeline management, pricing, customer commitments, and commercial processes.
Advanced proficiency in Microsoft Excel and data analysis.
Experience creating dashboards, performance metrics, and executive-level reporting.
Strong communication and cross-functional leadership skills.
Ability to manage multiple priorities in a fast-paced environment.