National Sales Operations Manager

Busch Group, 2532 Dupont Drive, Irvine, California, United States of America

Posted Thursday, February 12, 2026 at 8:00 AM

National Sales Operations Manager

Cheryl Ferguson and Collin Pursley

National Sales

$70,304

Non-Exempt / Exempt

Pacific Hospitality Group provides a unique value proposition to investors and team members through our owner/operator approach. We are a family focused company committed to long term holds that enable us to grow our business and our team members. Our vision is to enrich people’s lives by offering memorable experiences, giving back to our communities and honoring God in all that we do.

We are focused on long-term value creation and sustainable growth.

Integrity, Compliance, Value Creation, Principled Entrepreneurship, Customer Focus, Knowledge, Change, Humility, Respect, & Fulfillment

The National Sales Operations Manager provides strategic leadership and operational oversight for the National Sales Operations collective. This role is accountable for directing national sales operational strategy, exercising independent judgment on revenue-impacting processes, and supervising a team of Sales Operations Associates who support the National Sales Organization (NSO) team.

The position serves as the operational authority for lead merchandising, CRM governance, pipeline management, and cross-functional coordination. By establishing standards, overseeing execution, and managing resources, this role enables NSOs to focus on strategic selling, client relationships, and contract execution while ensuring scalable, compliant, and efficient sales operations.

• Directly supervises three (3) Sales Operations Associates, each aligned to support two (2) National Sales Officers (NSOs).
• Establishes operational priorities, workflows, service‑level expectations, and coverage models for the National Sales Operations team.
• Allocates and rebalances Associate workloads based on lead volume, opportunity complexity, NSO capacity, and business priorities.
• Provides coaching, performance feedback, and development guidance to Sales Operations Associates.
• Serves as the escalation point for complex operational, routing, or client‑facing issues requiring management judgment.
• Oversees national lead merchandising strategy to ensure inbound opportunities are distributed efficiently, equitably, and strategically across the NSO team.
• Exercises independent judgment in evaluating lead complexity, revenue potential, account alignment, urgency, and NSO capacity when determining lead routing.
• Establishes and enforces lead distribution standards that align Sales Operations Associate support with the 2:1 NSO coverage model.
• Monitors lead flow, response time, and conversion trends to proactively adjust merchandising logic and Associate‑to‑NSO alignment.
• Serves as final decision authority for lead assignment exceptions and high‑impact opportunities.

• Owns and refines national sales operational processes that directly impact revenue execution and pipeline health.
• Partners with National Sales Leadership to optimize NSO productivity through intentional operational design.
• Identifies operational risks, inefficiencies, and scalability constraints and implements corrective actions.
• Ensures CRM accuracy, pipeline hygiene, and adherence to defined sales processes across the NSO collective.
• Facilitate professional email introductions connecting clients with the assigned National Sales Director once initial pricing parameters are established.
• Remain copied on correspondence to maintain continuity, visibility, and operational support.

• Generate sales proposals based on direction provided by the Sales Director following:
• A qualifying discovery call, or
• Limited client engagement requiring proposal development with partial information.
• Deliver proposal drafts to the Sales Director for review, refinement, and direct client delivery.
• Conduct weekly reviews of National Sales Directors’ pipelines to identify programs requiring follow‑up.
• Execute structured…