Sales Operation Manager📣 Job Ad

About the Role

Mondelēz International is seeking a Sales Operation Manager to join their team in Jeddah, Makkah, Saudi Arabia. This full-time position requires 2-5 years of relevant experience. The role focuses on delivering continuous business and customer analysis and insight, aiming to drive best practices through simplification, efficiency, and consistency by aligning common outputs across accounts.

Sales Systems and Automation

• Provide support and training to enable effective use of sales systems.
• Maintain and optimize sales systems, including functionalities for customer management, tour planning, promotion planning, listing maintenance, shelf audit, and reporting.
• Offer technical support to users for specific problems, in cooperation with IT service providers.
• Drive continuous improvement of existing software and automation of new processes.
• Develop and own the Business Unit (BU) sales systems framework.
• Lead Sales Force Automation activities, proactively managing technical and commercial capabilities.
• Participate in and support Route-to-Market (RTM) projects.
• Provide expertise in Territory management, route planning, and coverage activities.
• Enable usage of trade segmentation/Retailer Environment (RE) classification in sales reporting.
• Manage Navigator and Sapphire programs implementation.
• Oversee in-store monitoring and tracking tools.
• Support the Sales Capabilities and Systems Manager in evolving/enhancing Back & Front Office Sales Force Automation features.
• Ensure Master data and sales data accuracy.

Performance Analysis and Reporting

• Ensure timely and accurate delivery of all report and ad-hoc information requests through distributors’ Sales Coordinators/Sales Analysts.
• Support the Sales Capability and Development Manager in evolving/enhancing performance measurement reports across all categories, including Coverage Effectiveness/Route Productivity Reports and Trade Marketing Reports.
• Support the Sales Capability and Development Manager in analysing output from Productivity Reports, recommending solutions, and following through on agreed corrective actions with field sales management.
• Conduct sales analysis and reporting.
• Manage Key Performance Indicator (KPI) review sessions monthly with regional sales managers, providing in-depth analysis, highlighting opportunities, and following up on action plans.
• Generate Sales Performance Reports, measuring channel/regional performance against targets.
• Lead sales analysis and reporting efforts.
• Manage overall KPI management processes.

Sales Operations and Strategy

• Manage the planning and execution of the Field Force Incentive Program, including program design, clear documentation of KPIs, timely capturing of monthly targets, timely capturing of actual performance versus target, and remuneration calculation.
• Act as the guardian of existing Sales Policies & Guidelines, responsible for regular updates and development of new policies.
• Lead activities for Trade Terms maintenance, update, consistency, and market competitiveness.
• Participate in sales planning activities and track their execution.

Team Leadership and Capability Support

• Lead and manage a team of routing specialists responsible for continuous routing optimization, covering geographic spread, customer database, and process.
• Lead and manage a team of sales analysts responsible for generating sales KPIs reports and providing advanced analysis.
• Support the Sales Capability and Development Manager in planning for various RTM enhancements and initiatives, such as Retail modelling, ensuring timely and high-quality delivery.

Candidate Requirements and Compliance

Candidates for this role should possess the following qualifications and demonstrate adherence to compliance standards:

• Experience: 2-5 years of experience, including previous external Sales experience and previous Category experience.
• Legal & Compliance:
  • Understand the ethical and legal compliance responsibilities of the position; lead ethically and model compliant behaviour.
  • Maintain an environment where employees can speak up without fear of retaliation.
  • Ensure employees in the area of responsibility understand their compliance responsibilities and actively participate in the compliance program.