Sales Operations Manager at PepsiCo, Inc.

Job ID: 240089BR
Relocation Eligible: Not Applicable

Job Description

• Define the Sales operations and capability strategy that will enhance a competitive GTM, market share growth and delivery of business targets; providing the implementation plan and driving roll out through the Commercial Leadership team
• Coordinate all sales projects, Analytics, Commercial Standards, Scorecards and ensuring that the desired results are achieved whilst promoting a culture of continuous improvement in the function
• Provide peer leadership to the Commercial Leadership team to ensure full alignment and embedding of the defined sales process, standards and measurement.
• Sales growth driver - development, measurement and tracking and performance insights, market & competitor monitoring, analysis and reporting whilst developing Commercial Insights.
• Managing sales data
• Reporting sales and campaign results
• Communicating news and wins
• Organizing and maintaining sales collateral for access by representatives.
• Sales forecasting for goal setting, using past data and indicators
• Managing sales representative compensation plans and incentives
• Defining sales territories
• Managing technical tools and platforms,
• often in collaboration with IT
• Handling lead generation and booking appointments
• Training staff in products, market, and processes for sales excellence
• Developing “go to market” models for products and campaigns
• Increasing reps' efficiency with leads, transactions, and time management
• Hiring and onboarding employees and mentoring current ones
• Defining and refining structured sales processes for efficiency
• Defining sales process steps to improve conversions, shorten sales cycles, and maximize wins
• Playing a key role in sales and operations planning (S&OP), a process where executives continuously align diverse functions within Nigeria BU.
• Interpreting analytics and research for the company’s understanding
• Using internal data, along with market and competitor research, to help drive sales strategy and “hit the numbers”
• Using “big data,” complex data sets requiring sophisticated analysis, for advanced interpretation and predictive analytics to drive strategy and actions

Qualifications / Requirements

• Minimum of 7 years in senior commercial roles within multinational companies
• Ability to move between strategic thought leadership and operation/project delivery detail as well as an ability to manage and influence a range of local and global stakeholders
• An individual who understands how to get things done within PepsiCo and other MNC; and has the ability to influence across a broad network of the organization - there is some ‘thinking’ involved’ but much of this will be about simply ‘decide’ and ‘act’
• Proven track record of performance delivery, and leading transformational change
• Analytical, Numeric with a disruptive thinking/ mind-set
• Team player and team coach
• Able to identify and understand both the employees and the business needs and drive the necessary capability interventions
• Continuous improvement mind-set.
• Proven results at delivering business change
• Operating knowledge of how to commercialise large scale innovation
• Project leadership skills
• Analytical Analysis: The incumbent would be required to analyse a large sets of data, employees must have analytical analysis skills.
• Dedication: sales operations activities are often time-consuming, meaning that employees must be dedicated to their profession..
• Trend Analysis: The incumbent must understand competitors and all competitive products, in relation to PepsiCo’s product.
• Leadership: Since Sales Operations employees work both individually and in a team, it necessitates that each maintains some leadership capabilities.
• Planning Abilities: the employee must be able to plan strategies and future operation goals effectively.
• Motivation: The stress of sales on employees requires that Sales Operations employees maintain office morale through motivation and reward.
• Multitasking: The diverse nature of Sales Operations responsibilities means that employees should have a wide variety of skills that can be employed simultaneously.