Sales Operations Manager

Occupations:

Job Description:

1. Developing and executing the North area sales strategy and plan so as to ensure that all sales targets are met
2. Developing and determining annual sales budget targets and area quotas consistent with established corporate and marketing goals and objectives
3. Directing the utilization of human, financial and physical resources in optimizing performance
4. Leading the North Team to support and facilitate sales and marketing strategy implementation
5. Managing  the  efficient  and  effective  operations  of  the  Maloney  Depot  in compliance with all HSE and OSHA rules and guidelines

• Participate in the development of a national sales strategy and ensure execution of the strategy for the North of Trinidad.
• Develop and determine annual sales budget targets and quotas consistent with established corporate and marketing goals and objectives.
• Direct  the  utilization  of  all  human,  financial  and  physical  resources  in  optimizing performance.
• Provide strategic direction for the products and services in keeping with the competitive environment and objectives.
• Direct implementation and execution of brand plans and any other brands which the company may acquire, in keeping with the company’s strategic objectives for brand equity, volume and profit.
• In conjunction with the Management Team, monitor and track the KPIs of the Depot Management Team, sales teams (inclusive of Drivers and Sales Team Leaders).
• In conjunction with the Sales and Marketing Teams; effective execution of trade marketing and promotions strategy to ensure excellent relations with our customers to be “Supplier of Choice”.
• Ensure the development  and execution of sales strategies, action plans and standard operating procedures (SOPs) and lead their implementation in all channels.
• Constantly reviews the Company’s 20lb Customer Route Service Schedule to ensure the following:
  • profitability of routes
  • new areas to be serviced as per plan
  • the utilization of cylinders by attainting set number of turns
  • the number of cylinders at the depot reconcile to pervious counts.
  • genuine issues Drivers /Salesmen may have with existing schedule.
  • the Trade Officer and support team effectively execute their role. 
• Support the Trade Officer and team, on the recommended mechanisms to mine customer, consumer and competitor insights to shape products and refresh and reframe offerings to unlock market growth,  drive innovation and stay cutting edge as standard operating procedure.   
• Monitor purchasing trends for all customers throughout each distribution channel and evaluate the following:
  • Sales performance and factors affecting performance.
  • Competitors and their impact on RIL market share
  • Efficient use of company assets (cylinders, cages etc)
  • Opportunities to introduce additional value-added services
• Management of overall depot operations, including daily depot stock checks to open depot for distribution, cash management, garage and fleet management and overview of the facility.
• Review all filling station and stock reconciliations and hold Depot Operations Manager responsible for all non-conformance and variances.
• Ensure 100% compliance to the use of RIL computerized system “Covestone” for all aspects of the sales function and spot all function of the Assistant Sales Manager.
• Ensure all DCR’s are reconciled using Covestone and take the required action required to ensure compliance.
• Spot check all route sheets (Depots and 100lb commercials) to ensure compliance.
• Develop and monitor the utilization and performance of subordinate personnel so as to create and maintain effective levels of productivity.
• Ensure the General Manager is kept up to date on a daily basis with the following:
  • Status of sales of 20lb and 100lb LPG
  • Progress of all salesmen against agreed sales targets
  • Issues encountered by the Company’s Drivers- Salesmen either internally or externally or with customers on the field and resolution of the same in instances of non-adherence to policy
• Effective and efficient management of 100lb cylinder distribution to ensure timely delivery to meet customer needs. Inclusive of spot checks of all control process from receiving sales orders, contacting customers and updating all records as per 100lb SOP. 
• Review fleet management to ensure all vehicles meet company standards and OSHA requirements and hold Depot Operations Manager responsible for noncompliance.
• Prepare 3 Month rolling forecasts of product quantities required to facilitate the achievement of sales targets for all brands and maintain specified inventory turns.  
• Day to day management and accountability of stock inventory and company assets.
• Investigate and respond to market or customer demands, complaints and problems to ensure the achievement of established marketing and sales objectives.
• Monitor the utilization and performance of the Sales Department’s personnel to create and maintain effective levels of productivity.
• Monitor the performance of all direct reports by reviewing actual vs quota; product sales by route and any other reports as deemed to be relevant.
• Prepare operational reports on the sales function as required ensuring that the reports and analysis are completed and submitted by the 12th  working day of the following month; explains sales variances vs. targets and outlines plans to close gaps.
• Review depot sales at Mid-month and end of month comparing the following:
  • Month on month
  • Actual vs budget
• Report all variances within the 5 days from the review period. Propose action plan for poor performing depots and suggest replacement depots for close downs or poor performing depots.
• Demonstrate the ability to leverage resources and strategically manage and deepen the growth of customer relationships by establishing and maintaining a network of contacts, connections, and relationships within the industry.
• Participate in the budget planning process and ensure the close follow-up of the actual monthly expenses as opposed to the budget and analyze and justify any discrepancies / variances.
• Represent  and  promote  the Company’s  image  in  the community  by  developing  and maintaining business relationships with current and potential customers, influential people, etc.
• Ensure full compliance of HSE and OSHA policies and procedures.
• Any other relevant duties assigned by Management.

• First degree in Business Management or Marketing from a recognized university an asset;
• General knowledge of industrial relations principles.
• Minimum 5 years working experience in Marketing, Sales or Business Development at a middle management level.
• Innovation and critical thinking methodologies
• An analytical mind to process and synthesize data and to be able to identify growth and profit opportunities.
• Ability to understand business processes and ensure that they are optimized to satisfy consumer needs and achieve profitability.
• Superior competence in transposing business changes into executable actions for medium- and long-term goals.

• Executive Chairman, Chief Executive Officer, General Manager, Executive Management, Middle Management

• Customers, Key Accounts, Suppliers

• Exceptional customer relationship management skills
• Organizational skills
• Problem solver
• Systematic
• Unmatched communications skills, orally and in writing
• Good listening skills
• Analytical skills
• Technical skills
• Inventory management
• Facilities management
• Relationship building skills
• Solid decision-making
• Problem-solving skills and developed ability to conduct root cause analyses
• IT skills ( using handhelds/computer )
• Resilient (must be able to handle an internal atmosphere of accelerated changes)
• Integrity (actions match words)
• Innovation to drive optimal efficiency
• Keen attention to detail
• Focused on customer

• Work is performed both indoors and outdoors, is sometimes subject to the elements.
• Up to 25% of the job is done outdoors.
• The incumbent must travel to all parts of the island.

Job Requirements:

• First degree in Business Management or Marketing from a recognized university an asset;
• General knowledge of industrial relations principles.
• Minimum 5 years working experience in Marketing, Sales or Business Development at a middle management level.
• Innovation and critical thinking methodologies
• An analytical mind to process and synthesize data and to be able to identify growth and profit opportunities.
• Ability to understand business processes and ensure that they are optimized to satisfy consumer needs and achieve profitability.
• Superior competence in transposing business changes into executable actions for medium- and long-term goals