Job Objective
To lead and optimize the Sales Administration and Sales Operations function by providing data-driven insights, performance analytics, reporting structures, compensation administration, and operational support that enable the sales teams (Wholesale & Retail) to achieve corporate revenue and growth objectives efficiently and effectively.
Duties & Responsibilities
Sales Reporting & Analytics:
Ensure timely generation and distribution of accurate sales reports and internal business intelligence.
Develop and enhance reporting tools and dashboards to support sales leadership decision-making.
Lead initiatives to improve sales data accuracy, reporting efficiency, and transparency.
Generate periodic Sales Management Dashboards and KPI performance reports.
Sales Operations Management:
The role will oversee the following key functional areas:
Measurement of Sales Results: Reporting, analytics, and sales data management.
Sales Compensation & Quota Administration: Manage sales compensation plans, commission calculations, quota tracking, and policy compliance.
Technology & Tools: Oversee CRM systems, Salesforce Automation tools, and related sales technologies.
Sales Capability Plans: Coordinate training programs, internal sales communication, and capability development initiatives.
Territory Design & Optimization: Support territory planning and performance balancing.
Contests & SPIF Management: Design, track, and manage sales contests and incentive programs.
Marketing Collaboration: Liaise with Marketing to track lead generation effectiveness and retail traffic (footfall & digital engagement).
Systems & Process Optimization:
Partner with IT to implement and customize PoS systems to support business collections and reporting requirements.
Support integration of CRM and sales automation tools to improve efficiency.
Drive process improvements within sales administration workflows.
Compensation & Incentives:
Accurately calculate commissions and incentive payouts.
Ensure payouts align with approved sales volume/value triggers.
Maintain compliance with sales compensation policies.
Key Performance Indicators (KPIs):
Timeliness and accuracy of sales reports
Dashboard delivery within reporting deadlines
Accuracy of commission & incentive payouts
CRM adoption rate and data integrity
Sales territory efficiency and optimization
Reduction in reporting errors
Sales performance visibility and forecasting accuracy
Effectiveness of sales contests & incentive programs
Cross-functional collaboration effectiveness
Reporting Relationships
Functionally Reports To:
National Sales Manager - Wholesale
National Sales Manager - Retail
Administratively Reports To:
National Sales Manager - Wholesale
National Sales Manager - Retail
Supervises:
Sales Administration Officers / Sales Support Executives
Minimum Education Qualifications
Bachelor's Degree in a numeric or analytical discipline (Finance, Statistics, Economics, Business Analytics, or related field).
Master's Degree is an added advantage.
Required Experience:
5 - 8 years experience in Sales Operations, Sales Administration, or Business Analytics.
Strong experience supporting retail and/or wholesale sales teams.
Advanced Microsoft Excel expertise (expert-level proficiency required).
Strong data analytics and reporting capability.
Experience working with CRM systems and sales automation tools.
Strong business writing and communication skills.
Demonstrated ability to collaborate effectively with IT, Marketing, and Finance teams.
Required Competencies:
Strong analytical and numerical reasoning skills
Deep understanding of product categories and brand portfolio
Business acumen
Strategic thinking
Strong written and verbal communication
Presentation and reporting skills
Negotiation and persuasion skills
Problem-solving capability
High fluency in English
Strong IT proficiency
Customer service orientation
Team collaboration skills
Time management and organizational ability.