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. KEY RESPONSIBILITIES
Sales Operations & Process Management
• Own and continuously improve sales operations processes, standards and ways of working.
• Establish and maintain clear processes for opportunity management, pipeline progression, forecasting and order intake.
• Support the consistent application of the Business Winning processes across the organisation.
• Identify process gaps, inefficiencies and opportunities for improvement and implement appropriate solutions.
• Maintain clear ownership, timelines and actions across sales operations activities.
CRM & Sales Data Management
• Act as the business owner for the CRM system (MS Dynamics) and ensure its effective use across the Sales organisation.
• Maintain the accuracy, completeness and timeliness of customer, opportunity, pipeline and activity data.
• Establish and enforce CRM standards, including opportunity stages, probability, expected order intake dates, values, owners and next actions.
• Monitor CRM compliance and challenge outdated, incomplete or inconsistent information.
• Work with IT and other stakeholders to develop and improve CRM functionality, reporting and integration.
• Ensure the CRM remains the single source of truth for Sales pipeline and opportunity information.
Pipeline & Forecast Management
• Maintain a clear and accurate view of the Sales pipeline across all markets and regions.
• Coordinate regular pipeline reviews with Heads of Regional Sales.
• Consolidate and challenge opportunity forecasts, identifying risks, gaps, slippage and upside potential.
• Track pipeline progression from early-stage opportunity through negotiation, contracting and order intake.
• Provide analysis of pipeline coverage against order intake targets and identify areas requiring management attention.
• Ensure key opportunities have clear owners, next actions, expected outcomes and realistic timing.
Order Intake Management
• Support the Sales Directors in maintaining an accurate and current view of order intake performance.
• Coordinate the preparation of information for the weekly Order Intake Pulse Meeting, monthly Sales & Operations Planning (S&OP) meeting and other Sales performance reviews.
• Track priority opportunities expected to contribute to in-month and near-term irder intake.
• Monitor commitments, actions and deadlines arising from order intake reviews.
• Highlight potential risks to order intake targets at an early stage and ensure appropriate escalation and mitigation.
• Maintain accurate reporting of order intake versus target, including year-to-date performance and forward outlook.
Sales Reporting & Performance Management
• Develop and maintain regular Sales performance reporting for the Chief Sales Officer, Sales Directors and senior management.
• Produce and maintain dashboards and management information covering pipeline, order intake, opportunity progression, forecast accuracy and sales activity.
• Provide clear analysis of trends, variances and emerging risks rather than simply reporting data.
• Establish consistent Sales KPIs and reporting definitions across the organisation.
• Support preparation of Sales performance reviews, management meetings and executive reporting.
Demand & S&OP Interface
• Provide accurate demand information to support the company’s S&OP process.
• Consolidate and maintain visibility of:
o Confirmed orders;
o Near-term demand;
o Mid-term demand;
o Long-term strategic pipeline;
o Key opportunities and their expected timing.
• Work closely with Planning, Operations and Project Management to ensure demand information is understood and appropriately reflected in business planning.
• Highlight changes in demand, opportunity timing or customer requirements that may affect capacity, resources or delivery planning.
• Support the Sales Directors in preparing the commercial inputs and recommendations for S&OP.
Business Intelligence & Analysis
• Analyse Sales data to identify trends, opportunities, risks and performance gaps.
• Develop meaningful management information to support commercial decision-making.
• Provide analysis of pipeline quality, conversion rates, sales cycle, opportunity ageing and forecast accuracy.
• Support market, customer and product analysis where required.
• Turn complex Sales information into concise and actionable management insight.
3. KEY INTERFACES
The Sales Operations Manager will work closely with:
• Sales Directors – primary reporting line and owner of Sales performance to the Chief Sales Officer.
• Regional Heads of Sales – pipeline, opportunity and order intake management.
• Planning & Operations – demand, capacity and delivery implications.
• Project Management – order handover, programme timing and customer commitments.
• Finance – order intake, revenue, forecasting and commercial reporting.
• Supply Chain – demand visibility and material/resource implications.
• Senior Management / S&OP – consolidated Sales outlook, risks and decisions.
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