Sales Operation Manager

About the Role

Mondelēz International is seeking a Sales Operation Manager to join their team in Makkah, covering Jeddah and Makkah cities. This full-time role focuses on delivering continuous business and customer analysis, driving best practices through simplification, efficiency, and consistency across accounts. The position requires 2-5 years of relevant experience.

Key Responsibilities

• Provide support and training for effective use of sales systems, including customer management, tour planning, promotion planning, listing maintenance, shelf audit, and reporting functionalities.
• Maintain and optimize sales systems, collaborating with IT service providers for technical problem resolution.
• Drive continuous improvement of existing software and automate new processes.
• Support the Sales Capability and Development Manager in planning and delivering RTM enhancements and initiatives, such as retail modeling.
• Ensure timely and accurate delivery of all report and ad-hoc information requests via distributors’ Sales Coordinators/Sales Analysts.
• Assist in evolving and enhancing performance measurement reports covering coverage effectiveness, route productivity, and trade marketing.
• Analyze productivity reports, recommend solutions, and follow through on corrective actions with field sales management.
• Lead and manage a team of routing specialists responsible for continuous routing optimization, geographic spread, customer database, and processes.
• Lead and manage a team of sales analysts responsible for sales KPI report generation and advanced analysis.
• Ensure master data and sales data accuracy.

Sales Systems and Operations Management

• Develop and own the Business Unit sales systems framework.
• Lead Sales Force Automation activities, proactively managing technical and commercial capabilities.
• Participate in and support RTM projects, providing expertise in territory management, route planning, and coverage activities.
• Enable the usage of trade segmentation and RE classification in sales reporting.
• Participate in sales planning activities and track their execution.
• Manage Navigator and Sapphire programs implementation and in-store monitoring tracking tools.
• Support the Sales Capabilities and Systems Manager in evolving and enhancing Back & Front Office Sales Force Automation features.
• Manage planning and execution of Field Force Incentive Programs, including design, KPI documentation, target capturing, performance tracking, and remuneration calculation.
• Lead sales analysis and reporting, including sales performance reports measuring channel/regional performance versus target.
• Manage monthly sales KPIs review sessions with regional sales managers, providing in-depth analysis, highlighting opportunities, and following up on action plans.
• Act as the guardian of existing Sales Policies & Guidelines, responsible for regular updates and development of new ones.
• Lead activities for Trade Terms maintenance, update, consistency, and market competitiveness.

Legal and Compliance

• Understand the ethical and legal compliance responsibilities of the position, leading ethically and modeling compliant behavior.
• Maintain an environment where employees can speak up without fear of retaliation.
• Ensure employees within the area of responsibility understand their compliance duties and actively participate in the compliance program.

Qualifications and Requirements

• Minimum of 3 years of experience in sales or distribution at a middle management position.
• Previous external sales experience.
• Previous category experience.
• Strong command of English (spoken and written) and MS Office.
• Strong interpersonal skills, including communication, listening, presentation, negotiation, conflict resolution, and facilitation.
• Accountable with the ability to set clear objectives, manage, and deliver against agreed targets; self-driven.
• Financial understanding.
• Project management skills, including leadership, organizing, goal setting, and follow-through.
• Ability to manage and influence a large population of stakeholders.
• Strong analytical skills and learning agility.