What are the responsibilities and job description for the Sales Operations Manager position at LONGi Solar?
The Sales Operations Manager is responsible for driving operational excellence, customer development, and cross-functional alignment within the sales organization. This role plays a pivotal part in strengthening sales capabilities, optimizing end-to-end processes, and ensuring strategic alignment across teams to support the full lifecycle of business development—from customer engagement to production delivery.
The ideal candidate brings analytical thinking, and cross-functional collaboration skills to elevate the performance of the sales team, support scalable growth, and ensure an exceptional customer experience across the North American market.
Key Responsibilities
Customer Development & Lifecycle Management
- Identify and manage the Top 20 target customers; develop account expansion and bidding strategies with clear quarterly targets and accountability.
- Conduct tiered management of existing accounts, prioritizing strategic customers based on value, scalability, and product fit (e.g., DC/DA model, anti-hail solutions).
- Lead initiatives to improve customer experience and satisfaction through visits, events, and strategic engagement.
- Collaborate on market research, NPS surveys, and annual budgeting to inform customer strategy.
Sales Enablement & Capability Building
- Deliver comprehensive training programs covering solutions, compliance, and market insights to strengthen sales team performance.
- Partner with HR and external recruiters to build a high-performing team aligned with business goals.
- Lead team-building sessions to foster collaboration, knowledge-sharing, and innovative problem-solving.
Sales Process Optimization
- Streamline sales workflows and clarify authorization protocols related to pricing, customer segmentation, and decision-making rights.
- Conduct quarterly reviews and enforce cross-functional accountability with Operations, HR, and other departments for S&OP alignment and performance evaluations.
- Support the localization of sales resources in North America to increase responsiveness to strategic customers.
Sales Operations Management
- Oversee daily operations of the sales support function, including RFP responses, order processing, reporting, and incentive administration.
- Optimize resource allocation to support sales activities and ensure timely, accurate data for decision-making.
- Identify and resolve operational bottlenecks and support promotional campaigns to drive sales volume.
Customer Experience & Market Support
- Lead and refine customer engagement practices including factory tours, Illuminate line production scheduling, and feedback loops with sales and administration teams.
- Drive continuous improvement of customer satisfaction measurement (e.g., North America NPS) through updated tools and survey methodology.
- Concentrate sales resources toward high-impact customers to enhance retention and build competitive barriers.
Qualifications
- Bachelor’s degree in Business, Marketing, or a related field; MBA is a plus.
- Minimum 5 years of experience in sales operations, sales enablement, or a related field.
- Strong understanding of sales strategy, pipeline management, and operational systems (e.g., CRM, ERP).
- Proven experience working with cross-functional teams (e.g., Sales, Operations, HR, Finance).
- Ability to think strategically and execute tactically in a dynamic, fast-paced environment.
- Excellent communication, data analysis, and project management skills.
Preferred Skills:
- Experience in the renewable energy, solar, or manufacturing industry.
- Familiarity with S&OP processes and performance metrics (e.g., POD, NPS).
- Bilingual in English and Mandarin is a plus.
