Senior Manager, Sales Operations - MPP Fullerton

Orora Packaging Australia Pty - Fullerton, CA

Full-time - Mid Level

Fullerton, CA

About the position

The Senior Manager, Sales Operations at Orora Group is a strategic role that plays a crucial part in ensuring that sales targets are met while enhancing the overall productivity and effectiveness of the sales team. This position is pivotal in supporting the sales team by managing sales tracking tools and reporting sales performance to senior management. The role combines traditional sales operations management responsibilities with a strong emphasis on business analytics, growth, and development. The Senior Manager will oversee the day-to-day operations of the sales department, ensuring smooth functioning and achievement of sales targets. This includes designing and implementing strategies to improve sales performance, profitability, and market presence. In this role, the Senior Manager will collaborate closely with the sales team to identify and understand business needs and objectives, ensuring alignment with organizational goals. They will develop and maintain sales reports, dashboards, and other tracking tools to provide actionable insights and facilitate data-driven decisions. Additionally, the Senior Manager will manage and optimize sales processes, sales forecasting, and pipeline management, while monitoring sales performance and making necessary adjustments to strategies and targets. The position also involves analyzing sales trends and market dynamics to forecast sales performance and set realistic yet challenging sales goals. The Senior Manager will work with the marketing team to ensure consistent lead generation and effective promotional activities, as well as partner with Sales Managers to ensure leads are assigned and followed up on by the sales team. They will assist in engaging leads to assess their fit and readiness for the sales team, and work closely with the sales team to schedule qualified meetings or product demonstrations. Furthermore, the Senior Manager will handle tasks such as contract management and proposal generation, collaborate with cross-functional teams to streamline operations, and coordinate with marketing, production, and logistics teams to meet and exceed customer expectations. They will also monitor and evaluate the performance of the sales team, providing regular feedback, coaching, and training to drive continuous improvement. Maintaining a deep understanding of customer needs and the competitive landscape within the corrugated industry is essential for success in this role. The Senior Manager will ensure the effective utilization of tools and CRM systems for accurate tracking of sales activities and pipeline management, while also spearheading initiatives to streamline the sales cycle and enhance customer relationships.

Responsibilities

• Oversee the day-to-day operations of the sales department to ensure smooth functioning and achievement of sales targets.
• Design and implement strategies to improve sales performance, profitability, and market presence.
• Collaborate with the sales team to identify and understand business needs and objectives, ensuring their alignment with organizational goals.
• Develop and maintain sales reports, dashboards, and other tracking tools to provide actionable insights and data-driven decisions.
• Manage and optimize sales processes, sales forecasting, and pipeline management.
• Monitor the sales performance and implement necessary adjustments to strategies and targets.
• Analyze sales trends and market dynamics to forecast sales performance and set realistic yet challenging sales goals.
• Follow up with the marketing team to ensure consistent lead generation and effective promotional activities.
• Partner with Sales Managers to ensure leads are assigned and sales team follows up with potential customers.
• Assist in the engagement of leads to assess their fit and determine readiness to involve the sales team.
• Work closely with the sales team to schedule qualified meetings or product demonstrations, provide valuable insights from lead interactions, and assist in the overall sales process.
• Collaborate with potential customers to understand their specific business needs, challenges, and goals, in order to align the company's offerings with their requirements.
• Handle tasks such as contract management and proposal generation.
• Collaborate with cross-functional teams to streamline operations and facilitate the efficient flow of information.
• Coordinate with marketing, production, and logistics teams to ensure that customer expectations are met and exceeded.
• Monitor and evaluate the performance of the sales team, providing regular feedback, coaching, and training to drive continuous improvement.
• Maintain a deep understanding of customer needs and the competitive landscape within the corrugated industry.
• Ensure tool utilization, CRM systems to ensure accurate tracking of sales activities and pipeline management and Richardson for Sales Training.
• Create and maintain comprehensive sales reports and dashboards to provide insights and visibility to stakeholders.
• Spearhead initiatives to streamline the sales cycle and reduce the time from initial contact to the closure of sales.
• Communicate with customers and key accounts to build and maintain strong, long-lasting partnerships.
• Support the sales team in contract negotiations and the closing of deals when necessary.
• Support channel partner growth.
• Ensure company sales policies, practices, and ethics codes are met and maintained.

Requirements

• Bachelor's degree in business, marketing or related field.
• 5+ years of experience in sales or marketing role with a focus on sales strategy and operations.
• Excellent understanding of sales principles and customer service practices.
• Expertise in data analysis and visualization tools (e.g., Excel, Power BI).
• Technical proficiency in sales automation tools, CRM software, and data analysis tools.
• Strong analytical and quantitative skills with the ability to use data and metrics to back up assumptions and develop business cases.
• Outstanding organizational and time management skills.
• Excellent verbal and written communication skills, and the ability to present to senior management.
• Exceptional project management abilities and a track record of leading cross-functional projects.
• Leadership skills with the ability to influence and engage direct and indirect reports and peers.
• Meticulous attention to detail and rigorous in completing tasks.
• Capacity to think strategically and translate analysis into business strategy.
• Proven ability to navigate complex sales cycles and customer relationships.
• Flexibility and adaptability in a fast-paced and dynamic business environment.

Nice-to-haves

• Masters degree in Business, Finance or related field.
• 10+ years as a Sales Operations Manager or Sales Manager, with a focus on corrugated sales.

Benefits

• Medical
• Dental
• Vision
• Generous PTO
• 401(k) with a Company Match
• Flexible Spending Accounts
• Employee Assistance
• Group Life and AD&D
• Voluntary Life and AD&D
• Group Short-Term Disability
• Group Long-Term Disability