Company Generac Power Systems
Name Sales Operations Manager
Req # 64352
Employment Type Full Time
Shift 1st
At Generac, our people help make the world safer, brighter, and more productive. We are united by our efforts to inspire change for a better world; impact our people and community; influence and achieve positive results; and innovate the industry. Our shared goals allow people with diverse backgrounds and points of view to work together, bringing our global customers peace of mind through reliable products and exceptional support.
The Sales Operations Manager will drive visibility around sales performance and seller effectiveness for the Consumer Power business unit. They'll do so by administering the sales territory process, sales target setting process, and supporting sales incentive compensation program.
This position is responsible for owning, implementing, and continuously improving 'always on' processes that drive and incentivize ideal sales behaviors across multiple sales channels. The successful individual will collaborate with key stakeholders across Sales, Finance, and HR Compensation team to ensure sales goals and objectives of each process are being met, providing value, and attracting key sales talent to the organization. They will identify gaps in processes and provide recommendations based on data and analysis to improve ongoing processes.
The role defines and documents clear processes, works directly with sellers to investigate and resolve questions, and runs regular analysis to highlight opportunity areas for process improvement with an eye towards profitability, customer experience, and sales experience. As part of the Sales Operations team, this leaders will also lead and contribute to other sales operations strategic projects.
Essential Duties and Responsibilities:
Sales Incentive Process Administration:
Operational Excellence:
- Administer and manage Consumer Power's target setting process and support the sales incentive compensation program, ensuring all calculations and payments are accurate and delivered in a timely manner. Provide input into the incentive plan design.
- Collaborate with Sales teams and leaders to ensure accurate and timely data collection, validation, and integration into the compensation program while working closely with the data analytics team to drive continuous improvement and automation.
- Monitor real-time reporting through PowerBI on incentive compensation performance, including tracking individual and team performance against targets.
- Collaborate with cross-functional teams, including Sales, Finance, and Human Resources, to establish and maintain effective processes, policies and controls, while staying up to date with industry best practices and trends related to incentive compensation.
- Perform regular audits and analysis of incentive compensation data to identify and resolve any discrepancies or inaccuracies.
- Provide support and guidance to sales representatives and managers regarding incentive compensation plans, calculations, and payouts.
Sales Territory Process:
- Collaborate with partner teams in Analytics, Compensation and Sales to develop and implement Sales Territory rules of engagement for account change processes.
- Administer and manage 'always on' process in conjunction with Sales Incentive process to ensure timely alignment of territory assignment prior to target setting process.
- Partner with analytics to understand key trends in sales territories to recommend thresholds for growth, and opportunities for continuous improvement.
- Analyze sales territories to ensure adequate customer service levels. Work with sales directors and managers to split territories as needed because of growth.
Sales Performance Analytics:
- Manage and develop weekly reporting and analytical tools for all critical KPIs for Consumer Power by leveraging existing and future Power BI reporting .
- Work with the data analytics team to create reporting that allows the sales team to analyze business trends and drive additional sales opportunities in their markets. Train the sales team on the reporting to drive consistent usage across the sales team.
- Assist in analyzing and developing customer programs across Consumer Power's sales channels that drive positive customer behaviors, sales growth, and increasing margins.
- Work closely with leadership to develop and provide key reporting of financial and non-financial data that assists in analyzing and forecasting business risks and opportunities and recommending steps to mitigate.
- Drive continuous improvement around processes for processes impacting sales compensation including: customer concessions, approvals for expenditures, discounts and credit memos
- Leverage data analytics to identify program performance and analyze elements for change and margin improvement.
- In conjunction with Analytics, Finance and Product Management teams, measures and reports on market performance and portfolio performance, and identify new opportunities to grow the business.
Additional Duties as Assigned:
- Assist with building presentations monthly & weekly reviews
- Provide guidance and coaching to junior members of the sales operations
- Create PowerBI reports as needed for analysis
Minimal Qualifications:
- Bachelor's Degree or equivalent
- Minimum of 5 years of related experience in sales operations, sales incentive compensation, finance, demand planning, or other related field
Preferred Qualifications:
- Prior experience administering sales incentive compensation plans.
- Prior experience creating and implementing complex business processes.
- Prior experience with Salesforce CRM, SAP, PowerBI or similar tools.
- Strong analytical skills and experience leveraging data to drive decisions.
- Strong written and verbal communication skills to effectively relate data to coworkers.
- Previous experience working for a manufacturing company.
- Masters degree, MBA, or CPA.
Physical demands: While performing the duties of this job, the employee is regularly required to talk and hear; and use hands to manipulate objects or controls. The employee is regularly required to stand and walk. On occasion the incumbent may be required to stoop, bend or reach above the shoulders. The employee must occasionally lift up to 25 pounds. Specific conditions of this job include are typical of frequent and continuous computer-based work requiring periods of sitting, close vision and ability to adjust focus. Infrequent travel.
"We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law."