The Sales Operations Manager is responsible for leading the SalesOps strategy and consistency of implementation throughout North America, Asia Pacific / Latin America, and Europe.  This leader will work cross-functionally with leadership in Sales, Finance, and Operations to ensure that each group has material input, particularly into the development of program structure and incentives.  This role will additionally play a key role in the evaluation, selection, and administration of technology tools to facilitate CRM, sales data analysis, analysis of sell-through, and the ongoing success of the wholesale customer portal.

Additional Key Responsibilities:

  • Provide a strategic and functional framework for ongoing sales programs, driving consistency across key geographies.
  • Drive the planning calendar for each sales program as well as for seasonal programs
  • Work with key stakeholders to explore appropriate customer segmentation by geography, and develop an analytical model by which the organization can measure the impact of changes to segmentation
  • Work with FP&A and Operations to drive financial modeling of each program to ensure that each program achieves targets for sales growth and margin expansion, primarily in wholesale business.
  • Work cross-functionally to model, implement, and administer (in particular with Finance where separation if duties may be necessary) components of gross-to-net discounting, freight, and terms
  • Provide leadership for the global SalesOps team (and in partnership with Inside Sales) to drive consistent pre-book tracking, pre-book order entry, administration of seasonal programs, and ongoing allocation
  • Manage transition of Asia Pacific / Latin America to a structure where Sales and SalesOps have independent roles, accountabilities, and voices
  • Work with Sales leadership to drive sales forecasting, allocation of sales goals, and modeling of impact on sales compensation/commission
  • Work with Sales organization to develop a compensation framework and annual tracking
  • Partner with Sales organization in analysis of sell-through data via Lightspeed and other POS systems, and help connect data insight with actionable sales initiatives
  • CRM reporting and ability to track, analyze, and make recommendations regarding customer progression through the sales pipeline
  • Management of order type tables
  • Design and maintain sales tools in accordance with regulatory customer data requirements
  • Create and maintain documentation (SOPs) for key sales processes, assist with onboarding of new Sales reps, and additional tasks as required

Leadership / Mentoring:

This role will be a highly cross-functional role, working collaboratively both within the USA and globally.  This SalesOps Manager will have direct reports in North America and Europe and will be responsible for career development and mentoring for those roles directly.  The regional SalesOps analysts will primarily:

  • Administer regional sales tools and ensure tools are ready for the respective pre-book or season sales programs
  • Work with regional Sales leader to allocate sales goals and work with SalesOps manager on global roll-up
  • Monitor and follow up on any issues with regional order book management
  • Provide periodic sales and ad hoc reporting to Sales leadership, regional GM, Finance, or Operations
  • Monitor the regional sales program calendars and drive adherence to key dates within the region
  • Manage tools to maintain accountability for margin targets, use of discounting, freight, and more
  • Work with IT and other groups as required to drive and optimize development of tools and reporting
  • Optimize reporting tools (such as Soho, Pipedrive, Qlikview)

SalesOps Manager Education, Experience and Skills:

  • Bachelor’s Degree or similar in analytical discipline
  • 5+ year of SalesOps experience in fast-moving consumer goods industry or Retail/Fashion/Sports
  • Advanced Knowledge of Excel
  • IT user skills (SAP, Sales Order Entry Tool management)
  • Experience with SalesForce not required but a plus
  • Excellent communication skills and ability to understand the needs of Sales, Finance, Operations, IT, and other functional areas
  • Ability to analyze and configure reports from information provided
  • Proactive, problem-solver

About Fox Head, Inc./SHIFT Racing

Fox Racing is the global leader in motocross and mountain biking gear and apparel. We outfit the world’s best competitive athletes and enthusiasts with products that combine innovation and style, rooted in the brand's original competitive motocross spirit.