Sales Operations Manager

Ocado Group - Dallas, TX

Full-time - Mid Level

Dallas, TX

Merchant Wholesalers, Nondurable Goods

About the position

We are seeking a Commercial Operations Director to join the team at Ocado Group, a technology-led, global software and robotics platform. This role is pivotal in partnering with Sales and Product teams to support the execution of profitable deals, thereby driving the commercial success of Ocado Intelligent Automation (OIA). The ideal candidate will have a background in business development, with experience in reviewing and writing contract documentation, as well as managing project budgets and P&Ls. The Commercial Operations Director will lead the definition and upkeep of generic services pricing, including margin target determination, in collaboration with sales and finance teams. They will also be responsible for leading and reviewing specific deal pricing, conducting sensitivity analyses, and modeling risks and opportunities. A key aspect of this role involves defining and continuously improving generic commercial terms, ensuring they are updated to include new products and services. This includes a detailed understanding of OIA contracts related to equipment purchase, software supply, and ongoing maintenance and customer support. The role holder will oversee the revision of these documents and associated negotiation playbooks. In addition, the Commercial Operations Director will support client engagement and sales activities, providing feedback from commercial negotiations to product and solutions teams. They will manage risks and issues, creating effective escalations when necessary, and support the evaluation of alternative sales routes, including proposing and reviewing commercial terms and pricing. Adherence to OIA business and sales governance is crucial, including participation in go/no-go decision forums where they will recommend whether to proceed with deals. The role requires identifying and managing key internal stakeholders, preparing communication materials, and supporting key events such as Executive Updates and Board Meetings. This position is based in Fort Worth, Texas, and may require occasional domestic and international travel.

Responsibilities

• Lead the definition and upkeep of generic services pricing, including determination of margin targets, working with sales and finance teams.
• Lead and/or review specific deal or variation pricing and margin determination, sensitivity analyses and risk and opportunity modelling, working with sales and finance teams.
• Lead the definition of generic commercial terms, their continuous improvement and extension to include new products and services.
• Oversee the revision of OIA contracts for equipment purchase, software supply, and ongoing maintenance and customer support contracts.
• Negotiate contract amendments or amendments to customer contracts to incorporate Ocado's desired terms, in conjunction with the legal team.
• Support client engagement and sales activity, feeding back from commercial negotiations to the product/solutions teams.
• Manage risks and issues and create effective escalations where required.
• Support OIA business evaluation of alternative sales routes, including proposing and reviewing commercial terms and pricing.
• Ensure adherence to OIA business and sales governance, including support of go/no-go decision forums.
• Identify, verify, influence and manage key internal stakeholders ensuring alignment on specific commercial initiatives or deals.
• Prepare communication materials and support key events such as Executive Updates and Board Meetings.

Requirements

• Experience in a business development environment.
• Competent in reviewing and writing contract documentation.
• Experience with project budgets and P&Ls.
• Strong internal and external relationship-building skills.
• Highly analytical and pragmatic problem solver.
• Foundational technical knowledge.
• Ability to work independently and take full responsibility for the scope of the role.

Nice-to-haves

• Experience in a Commercial Operations role or Business Development role.
• Financial modelling and budgeting skills.
• Experience with project/programme management methodologies (e.g., APM, PMI, Agile) and Lean methodologies.

Benefits

• 401k Plan with 100% match up to 5% of earnings
• Paid Vacation and Sick Days
• 10 Paid Public Holidays
• Medical, Dental, and Vision Insurance
• Medical and Dependent Care Flexible Spending Accounts
• Health Reimbursement Account
• Company Contribution of 50% of Annual Deductible
• Company Paid Life Insurance
• Short and Long Term Disability Insurance
• Employee Assistance Program