Sales Operations Manager at General Mills

Job description

Main Purpose of the Role:

The Sales Operations Manager role is to ensure sales force productivity in his/her respective region. These include route planning, reporting, sales process optimization and sales training. They are responsible for the overall productivity and effectiveness of the assigned external sales agents. The work closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization.

Key Responsibilities:

• Spend majority of time in the field ensuring best in class execution.
• Own the relationship with regional 3rd party sales & merchandizing agencies.
• Liaise with KAM and marketing to ensure alignment and implementation of the brand activation plans in store.
• Ongoing training and development of sales capabilities both internal & external of sales team – in the area of sales and merchandising.
• Ensuring all promotional activities are executed on time and correct placement of POSM.
• Supporting 3rd party agencies with all the relevant sales tools to deliver on the sales fundamentals.
• Delivering & Contribute on the agreed sales forecast per region & account.
• Managing central distribution centers of key accounts to ensure customer service levels are met.
• Challenge and propose route list of 3rd party agencies to ensure appropriate reach and frequency of customer distribution points.
• Address sales performance issues and stock replenishment issues as identified by sales tracking information.
• Ensure GMSA returns policy is followed.
• Prepare and share scorecards in terms of 3rd party agencies KPI performance.
• Ensure implementation of planogram and merchandising guides.

Desired Skills and Experience

• Required Experience & Qualifications
• Education Bachelor degree in Business, commerce or similar field.
• Experience Minimum 5-7 years of experience in a similar field.
• Specific Knowledge/Skills – N/A

The incumbent should embody the below leadership expectations as linked to the General Mills values:
Desired Behaviours:

• Problem Solving & Analytics Identifies opportunities by analyzing key metrics and identifying actionable insights that create profitable solutions for both GMI & our customers.
• Identifies trends and uncovers relationships to convert complex data into meaningful insights for GMI and our customers
• Able to connect recommendations to long term business impact
• Effectively leads team by making timely, high quality decisions based on experience
• Challenges the status quo and encourages innovative thinking
• Utilizes a broad set of internal and external resources to make informed decisions
• Strategic Business Planning Establishes and communicates sound business plans that appropriately allocate resources and capabilities to effectively drive profitable growth for both GMI and our customers.
• Translates GMI’s vision and initiatives into clear priorities for the team; monitors plan and adjusts throughout the year as needed
• Creates value by optimizing trade promotions to meet customer profitability goals
• Utilizes the OGSP tools to achieve alignment internally and externally
• Incorporates strategies to address changing or unmet customer needs into the plans
• Engages cross functional resources to build comprehensive approach
• Strategic Selling Takes a consultative, insight-based approach to selling; effectively balancing customer and GMI interests to drive mutually beneficial outcomes.
• Coaches team on how to convert insights into solutions by selling against the customer benefit
• Establishes credibility at appropriate levels within account to effectively manage objections
• Identifies unresolved needs, positions opportunities, and creates solutions to deliver mutually beneficial results
• Negotiations Takes a disciplined approach to negotiating; effectively balancing customer and GMI interests to drive mutually beneficial outcomes.</