Sales Operations Manager

1 week ago

Richmond, Canada Shearwater Research Full time

Shearwater Research is a privately held, profitable technology company which is the world leader in the field of technical diving computers and rebreather oxygen controllers. Based in Richmond, British Columbia, we have dealers in over 70 countries, and service centers in Canada, USA, UK, and New Zealand. We take pride in our corporate culture of high energy excellence, with self-managed professionals who thrive in delivering results in a tangible, visible manner. We are a fast growing company with a very bright future.

**Sales Operations Manager**

You will support and coordinate all customer sales activities and resources across all product, geographic, market and customer sectors toward annual sales objectives. This includes responsibility for overall customer operations, revenue, and product demand forecasting in collaboration with our global sales leaders. The Sales Operations Manager will also provide segmentation analysis for sales and marketing campaigns, be a major driver of the S&OP process and provide product development intelligence gleaned from customer interactions.

**Key Responsibilities**

**Key Result #1 - Sales Performance Operations**

Works closely with the VP Sales and Marketing to coordinate and maintain a corporately aligned 12 month rolling revenue plan through the integration of new product launch and regional sales plans.

Takes the lead on forecasting meetings that feed the S&OP and collaborates with external sales force to recommend solutions for gaps to plan. As a key member of the S&OP team, work collaboratively with the Operations management team members to develop and maintain key Supply Chain and Sales reports to track current supply, demand planning, and inventory to achieve short
- and long-term company sales growth objectives.

In support of the channel development strategy, works with the Marketing Manager to identify opportunities to improve customer partnerships through development and execution of sales, cooperative marketing, and merchandising programs.

**Key Result #2: Sales Reporting and Analysis**

Develop accurate reporting and real time tracking visibility of orders and shipments across the customer sales channels, segmented by territories within market categories, to support the budget and forecasting process.

Supports Product Development with feedback to develop line plans, pricing, and margin analysis in advance of launch to develop global sales programs that would include a sales playbook with key business drivers, KPI’s and tracking tools.

This data analytics responsibility also includes defining, implementing and maintaining the sales function’s technology stack (CRM, B2B, other sales tools).

**Key Result #3: Sell-In & Sell Through Support**

Ensures all sell-in tools are delivered to reps, including price lists, sales samples (finished good and digital) and supports the Marketing Team on Trade events. Champions customer and dealer success through sales planning initiatives and provides support to drive sell-through via product knowledge training, merchandising, and marketing support.

Collaborating with Sales Management teams, Brand Marketing, and Supply Chain to create an Integrated Demand Creation Calendar: Seasonal Promotion(s), Social Media Campaign(s), In-store Merchandising Assets and Plans, Trade Training & Marketing, and Omni Channel Assets.

**Key Result #4: Team Management**

Leads and motivates the inside sales order entry team, inspires change and creativity, evaluates performance, develops and counsels employees. Provides the functional team and individual incumbents with clear identification of goals, requirements and delivery dates. Including setting responsibilities and performance, development and training objectives.

Provides annual departmental operating budget(s) and ensures it is adhered to as ratified/forecast. Reports performance versus plan of functional areas of responsibilities at management meetings as required.

**Qualifications**
- University Degree in Business and/or Marketing or equivalent Sales training/experience supplemented by 5 years of progressively responsible Sales Operations experience in fast paced domestic and international consumer product sales
- Minimum of 3 years management experience is essential. This experience is preferably with a sales/sales support team participating in concurrent multiple niche markets.
- Sound understanding of the S&OP process and key performance metrics - experience in a manufacturing environment is considered an asset.
- Experience in the diving/marine industry desirable
- Experience in a technical or engineered product environment an asset
- Experience within a regulated industry and /or government programs environment is an asset

**Required Knowledge, Skills, and Abilities**
- Scuba diver, interest in company sponsored scuba training or you think scuba diving is pretty cool
- Strong sales analytical skills - demonstrated capability in sales forecasting and database anal

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