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Position Objective
Sales Operations Manager is responsible for leading and managing the Commercial Administration and Sales Operations function to ensure efficient sales support, commercial governance, ERP administration, pricing and promotion execution, sales claims management, outlet incentive administration, contract management, and operational compliance across all sales channels including Off-Trade, On-Trade, Modern Trade, Direct Sales, and Agents nationwide.
The role ensures the accuracy of commercial transactions, controls sales expenses, supports sales execution, manages commercial policies, and provides operational insights to improve business performance.
Roles and Responsibilities
1. Sales Operations Leadership
- Lead and manage the Commercial Administration and Sales Operations team.
- Establish clear operational processes, controls, and service standards.
- Ensure timely support to all sales channels nationwide.
- Drive continuous improvement in sales administration and commercial processes.
- Develop team capabilities through coaching and performance management.
- Ensure compliance with company policies and procedures.
2. Commercial Governance & Compliance
- Govern all sales operational memorandums, policies, procedures, and controls.
- Ensure compliance of pricing, promotions, trade schemes, and outlet agreements.
- Monitor adherence to commercial approval matrices.
- Review and strengthen internal controls to minimize business risks.
- Conduct regular audits on commercial transactions and claims.
3. Pricing, Promotion & Trade Scheme Management
- Oversee setup and implementation of:
- Product pricing
- Trade schemes
- Trade promotions
- Discount structures
- Customer incentives
- Ensure accurate configuration of commercial programs in ERP.
- Validate promotional mechanics before implementation.
- Monitor effectiveness and compliance of promotional activities.
- Coordinate with Sales, Trade Marketing, Finance, and IT regarding promotion execution.
4. ERP & Sales Order Administration
- Ensure accurate sales order processing across all sales channels.
- Oversee ERP master data management related to sales operations.
- Monitor system accuracy for:
- Pricing
- Promotion setup
- Customer information
- Sales orders
- Resolve operational issues affecting sales transactions.
5. Outlet Agreement & Contract Management
- Manage administration of:
- Outlet agreements
- Incentive agreements
- Modern Trade contracts
- On-Trade agreements
- Agent agreements
- Ensure proper documentation and renewal tracking.
- Maintain contract database and compliance records.
- Monitor contractual obligations and commercial commitments.
6. Sales Claims & Expense Management
Oversee verification and control of:
- Outlet Visit Claims, sales entertainments claims
- Mission, Travel Claims & other sales claim from all regions
7. Sales Incentive Administration
- Manage outlet incentive administration nationwide.
- Ensure accuracy of incentive calculations.
- Validate supporting documents and agreements.
- Coordinate invoice preparation and payment processing.
- Monitor incentive spending against approved budgets.
8. Sales Administration Support
- Oversee processing of internal commercial documents.
- Ensure timely approval workflows.
- Manage sales-related administration activities.
- Support field sales teams with operational requirements.
- Coordinate sales meetings, briefing sessions, and operational communications.