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Careers Job Listings Sales Operation Manager

Sales Operation Manager

POSITION SUMMARY:

In this corporate role, the Sales Operations Manager - Reporting and Compensation, will report to a Director of Finance while providing support to the Market Sales Directors of the Dairy, Protein, Food & Beverage, Healthcare, and Packaging Machinery. This position will manage the day to day development of the company’s sales management process and sales incentive plans to attract and assist with the growth of the organization. The role will have one direct report, a Sales Analyst, who will be the right-hand support system for the manager by contributing to the development of sales plans and objectives.

POSITION RESPONSIBILITIES

Manage and Administer Winpak Sales Compensation:
Responsible for the design, securing approval for the implementation, management, and administration of the company’s Sales Compensation Plan(s) (SCP).
Works closely with the Market Sales Directors to determine the appropriate market segment to which an account is assigned and ensures all accounts are clearly assigned within the sales organization. This includes the designation, assignment, and approval of any “shared accounts”. Ensures any account re-assignments are formally approved by the Market Sales Directors and BU Presidents.
Works with the BU Presidents, Market Sales Directors and BU Finance Directors to set sales quotas/budget targets for each plan year and ensure these targets are entered into and maintained in the financial system of record.
Prepares the communication materials necessary to effectively communicate and roll out of each year’s SCP. Works with the Market Sales Directors to communication and explain the SCP.
Develops customized incentive reward programs, when necessary, to drive specific business objectives.
Responsible for the annual compensation budget, accrual, and related projections. Ensures the budget, accruals and projection are administered correctly by each BU Finance Director.

Works with each BU’s Finance Director to determine annual sales compensation payments, according to the plan year’s approved Sales Compensation Plan(s).
Review, verify and approve all compensation payments made to the sales organization on a quarterly basis.
Evaluates the effectiveness of the Sales Compensation Plan(s) and recommends improvement. Stays abreast of and has a working knowledge of best demonstrated practices; ensure the currency and competitiveness of the company’s SCP’s.
Develops and manages Annual Sales Awards program and the presentation of awards at Sales Meeting(s), together with the Market Sales Directors and BU Presidents.
Works to streamline the sales compensation process, tracking, verification, and payment across the company.
Improve the Accuracy and Timeliness of One Winpak Sales Reporting:
Recognizing accurate and timely sales reports are a prerequisite to the effective administration of the sales management process; the Sales Operations Manager - Reporting & Compensation, will have a robust understanding of sales reporting systems and tools, including IBM, Cognos, ICM (Varicent), Dundas, CUBE, Excel, Movex, etc. In this capacity the individual will be responsible to….
Create sales reports necessary to track and monitor performance against annual sales objectives.
Work with each BU’s IT team to ensure that sales reporting and sales compensation related reporting and projects are completed in a timely & accurate manner.
Provide resolution to address difficult compensation and reporting issues.
Create, maintain, and administer the databases necessary to provide sales & financial reporting in addition to calculating compensation.
Support the sales team and Sales Directors in the design and creation of sales reports & queries as needed.
Analyze previous year’s financial reports and trends to compile accurate weekly, monthly, and annual objectives for the sales reps, sales managers, and BU leadership.
Lead and represent the commercial organization’s interests as the company evaluates a new ERP system.

Establish a new CRM Solution:
The company currently does not have a CRM solution. The individual in this role will…
Perform a need assessment and garner the support and input required to develop a business proposal and implementation plan.
Facilitate the selection, implementation and roll-out of a single CRM solution for the company.
Establish standardized reports to track historical, current, and future sales and erosion funnels, reports, and dashboards.
Partner with the Market Sales Directors, to develop, track, and report sales performance against KPI’s.
Utilize CRM to support the sales forecast, sales planning, and budgeting process.
Oversee system maintenance and upgrades.

Sales Training and Development:
Under the direction and guidance of the BU Presidents and Market Sales Directors...
Identify, schedule, and procure all sales training programs (e.g. Sandler).
Provide training on the use of the CRM process and tools and sales reports and sales reporting tools.
Coordinate the delivery of technical training and sales skills training, tracks training progress.
Work with the commercial team to develop the annual sales training plan and related budget(s).

QUALIFICATIONS:

5-7 years sales operations experience
Significant experience with sales incentive plans and sales compensation best practices
Highly develop knowledge and experience in CRM systems and/or Sales Technology tools
Strong analytical skills balanced by interpersonal, communication (verbal and written), and organizational skills

EDUCATION:

Minimum of a Bachelor of Science degree in Finance or Accounting
Must have a strong financial acumen; therefore, an advanced degree (MBA) and/or additional coursework in business, management, finance is desirable (but not required)
Languages: English as primary, French fluency is advantageous
Proficient with Word, Excel, Outlook, PowerPoint, COGNOS, DUNDAS and other sales reporting tools required

Winpak offers competitive salary and benefit packages as well as excellent opportunities for professional growth and development based upon the global location of the available position.

Qualified individuals are invited to submit a resume and salary expectations to:

1111 Winpak Way Sauk Village, IL 60411, Email: chicagojobs@winpak.com, Fax: 708-755-7257

Winpak is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other characteristics protected by law. Pre-employment drug/alcohol/background screening may be required based on facility location.

Although we appreciate all applicants, only qualified applicants will be considered for interviews.