Sales Operation Manager

Job Description

Are You Ready to Make It Happen at Mondelēz International?

Join our Mission to Lead the Future of Snacking. Make It With Pride.

You deliver detailed continuous business and customer analysis and insight with a focus on driving best practice through simplification, efficiency, consistency by aligning common outputs across accounts.

How you will contribute

You will:

• Provide support and training to enable effective use of sales systems.
• Maintain and optimize systems for sales(including functionalities for customer management, tour planning, promotionplanning, listing maintenance, shelf auditand reporting).
• Provide support to users with specific technical problems in cooperation with IT service providers.
• Drive continuous improvement of existing software and automation of new processes.

What you will bring

A desire to drive your future and accelerate your career and the following experience and knowledge:

• Relevant experience in IT and sales
• Knowledge of sales processes and systems
• Facilitation skills to demonstrate use and functionality of sales systems
• Problem-solving skills

More about this role

General Accountabilities:

• Supports the Sales Capability and Development Manager in planning for the different RTM enhancements and initiatives (eg. Retail modelling) while ensuring delivery in timely and high-quality manner.
• Ensures timely and accurate delivery of all report / ad-hoc information requests through distributors’ Sales Coordinators/Sales Analysts.
• Supports Sales Capability and Development Manager in evolving/enhancing performance measurement reports covering all categories:
• Coverage Effectiveness/Route Productivity Reports: measuring the effectiveness of our outlet selection, routes efficiency and field force compliance to routes.
• Trade Marketing Reports: measuring POS deployment, productivity, internal distribution and in-store execution.
• Supports Sales Capability and Development Manager in analysing output from Productivity Reports, recommending solutions and following through corrective actions agreed with field sales management.
• Lead and manage a team of routing specialists that are responsible for continuous routing optimization, covering: geographic spread, customer data base, and process.
• Lead and manage a team of sales analysts that are responsible for sales KPIs reports generation and providing advanced analysis.
• Responsible for ensuring Master data and sales data accuracy.

Sales Systems

• Develop and own the BU sales systems framework
• Lead Sales Force Automation activities - proactively manage the technical and commercial capabilities
• Participate/ support RTM projects
• Provide expertise in Territory management - route planning and coverage activities
• Enable usage of trade segmentation/ RE classification/ in sales reporting
• Participate in sales planning activities and track the execution of those activities
• Manage Navigator, Sapphire programs implementation
• In-store monitoring
  - Tracking tools
• Supports Sales Capabilities and Systems Manager in evolving/enhancing Back & Front Office Sales Force Automation features.
• Sales analysis & Reporting
• KPI management (Manage monthly sales KPIs review session with regional sales managers providing in depth analysis, highlighting opportunities and follow up on action plans)

Sales Operations

• Manages planning and execution of Field Force Incentive Program including designing field force incentive programs, clear documentation of KPIs, timely capturing of monthly targets, timely capturing of actual performance vs. target and remuneration calculation
• Sales Performance Reports: measuring channel/regional performance vs. target.
• Lead Sales Analysis & reporting
• KPI management
• Be guardian of existing Sales Policies & Guidelines; responsible for regular updates and development of new ones
• Lead activities for Trade Terms maintenance, update, consistency and market competitiveness.

Legal & Compliance:

• Know the ethical and legal compliance responsibilities of the position; lead ethically and model compliant behaviour.
• Maintain an environment where employees can speak up without fear of retaliation.
• Ensure employees in area of responsibility understand the compliance responsibilities of their jobs and actively participate in the compliance program

Sales Systems

• Develop and own the BU sales systems framework

What extra ingredients you will bring:

• Strong Interpersonal skills i.e. communication, listening, presentation, negotiations, conflict resolution, and facilitation.
• Accountable with the ability to set clear objectives, manage and deliver against agreed upon targets and in essence be self-driven.
• Financial understanding
• Project management skills i.e. leadership, organising, goal setting and follow through
• Ability to manage and influence a large population of stakeholders
• Strong Analytical Skills & Strong learning agility
• Minimum 3 years of experience in the field of sales / distribution at a middle management position
• Previous external Sales experience
• Previous Category experience
• Strong command of English (spoken and…