Sales Process Improvement and Comissions Manager

Job Description

The Sales Process Improvement & Commissions Manager is responsible for optimizing the end-to-end sales pipeline, ensuring that business plans are effectively converted into real orders, and that clear, actionable opportunities exist across all sectors. This role also oversees the commissions process, ensuring accuracy, transparency, and alignment with business objectives. The Manager leads a team focused on driving operational excellence in sales execution across LATAM.

• Lead and develop the Sales Process Improvement & Commissions team, providing coaching, mentoring, and performance management.
• Analyze and optimize the sales pipeline to improve conversion rates from plan to order.
• Identify bottlenecks, gaps, and inefficiencies in the sales process and implement corrective actions.
• Ensure all sectors have clear, well-defined opportunities to pursue aligned with business targets.
• Design and manage the sales commission structure, ensuring accuracy in calculations and timely payouts.
• Develop and maintain sales process documentation, playbooks, and best practices.
• Partner with Sales, Finance, and Operations teams to align processes with business strategy.
• Monitor key sales KPIs (win rates, pipeline velocity, order conversion, coverage ratios) and provide actionable insights.
• Leverage CRM and sales tools to track pipeline health and opportunity management.
• Drive continuous improvement initiatives in sales operations processes.
• Support the implementation of new tools and systems that enhance sales effectiveness.

• Minimum 5 years of experience in sales operations, sales process improvement, or commercial operations.
• Strong knowledge of CRM platforms (Salesforce preferred) and sales analytics tools.
• Experience managing sales commission programs and incentive structures.

• Proven track record of improving sales pipeline performance and conversion metrics.
• Understanding of sales methodologies and pipeline management best practices.
• Experience managing and developing teams.
• Strong analytical skills with ability to interpret data and drive decisions (programming not required).
• Excellent communication and stakeholder management skills in English and Spanish/Portuguese.
• Experience in B2B, manufacturing, industrial, or technology sectors preferred.
• Ability to work cross-functionally with Sales, Finance, and Operations.
• SAP and Oracle experience a Plus.
• Fluent English skills.

• Bachelor's degree in Business Administration, Industrial Engineering, Finance, Marketing, or related field.
• Post graduate studies.
• Certifications in sales operations, process improvement (Lean/Six Sigma), or CRM administration are a plus.

• Must be up to date on relevant Information Technology tools, including but not limited to the full Microsoft Office package (Excel, Word, PowerPoint, Project, Visio, Outlook).
• Power Business Intelligence (Power BI) for dashboard creation and data visualization.
• Oracle Enterprise Business Suite and/or SAP / Oracle for data extraction and reporting.
• Understanding of database structures, cloud environments, and data management principles.

• Standard office environment.
• Ability to work across multiple time zones within LATAM region.

15%.

We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability.