National Sales Operations Manager

National Sales Operations Manager

Reporting to: Head of Sales and Operations.

Job Purpose: The National Operations Manager is responsible for driving efficiency and effectiveness across the sales operations function. This role provides strategic leadership and operational oversight to ensure that the team has the sales tools, resources and processes needed to execute the commercial objectives.

Required Learning & Qualifications

• +10 years in an FMCG company managing a team with the sales function, including cross‑functional experience within the sales functions as well as management and negotiation of contract of 3rd party sales and merchandising company.
• The ideal candidate will have proven experience in Sales Operations Management, preferably with a FMCG company.
• Strong analytical skills and experience in sales data analysis.
• Project management expertise with the ability to implement and manage sales operations and incentives.
• Excellent communication and collaboration skills to build strong cross‑functional relationships with internal and external stakeholders.
• Deep understanding of sales methodologies and best practices.
• Proficiency in sales technology solutions (CRM, automation tools, market data).
• Relevant tertiary degree (B.Com) would be advantageous.

Key Accountabilities

• Provide leadership for the day‑to‑day operations of the sales department, while maintaining focus on the team's strategic goals.
• Management and full accountability of the sales strategy to achieve the annual operating plans revenue and profit objectives.
• Management of the Gross to Net deliverables within the operating plan through effective portfolio management of the business plans with key customers.
• Management of the channel strategy portfolio channel mix for optimized efficiencies, and driving growth through white‑space opportunities.
• Management of the business relationship with the 3rd Party Sales and Merchandising company (ies).
• Ownership of the sales forecasting process (inventory and sales tracking).
• Management of the sales operating expenses within plan.
• Strong cross‑departmental collaboration particularly with marketing, finance and logistics to facilitate achievement of a common goal.

Additional Responsibilities

• Responsibility for day‑to‑day sales administration.
• Manage non‑performance and non‑compliance to reduce business risk.
• Sales tracking and reviewing priorities, strategies, tactics, resource/investment allocation, supply and trading agreements to ensure achievement of the sales target.
• Agent performance: move to a play‑for‑play model with KPIs and scorecards, output agreement cascaded into specific categories, channels and regions.
• Ensure implementation of customer intimacy initiatives with key customers via execution of the strategic customer plan & detailed account plan to drive market growth and customer profitability.
• Ensure cross‑functional support and commitment to achieving successful strategy execution as per plan: quality, time, efficiency, results orientation.

Performance Measures

Delivers against the business unit's invoiced sales objectives. Delivers against the business unit's Gross to Net deliverables (achievement of Net Sales objectives).

Core Competencies

• Optimization of the sales operations processes: develop, implement, and continually improve on the sales operations processes.
• Data analytics: develop reports and dashboards to track performance metrics to enable operational effectiveness that is aligned to the division's overarching commercial strategy.
• Talent enablement: lead, coach, and mentor the operations team to build the skills and knowledge the team needs to succeed.
• Strategic partnerships: collaborate with the sales leadership, regional operations managers, marketing, channel and sales agents to develop and execute winning sales strategies.

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