Position Title:

Sales AND Procurement Operations Manager

Reports To:

SVP Sales and Technical

dotted to SVP Procurement and Quality

Division:

AB Mauri North America

FLSA Status:

EXEMPT

Department:

SALES 60% Procurement 40%

Grade:

Position

Objective:

Support the sales team by providing insights, data analysis, and business intelligence that assist in the development of sales strategies and optimization of processes.

Responsibilities include:

Utilize sales data and performance trends to identify growth or new business opportunities across customer base. CRM expert user and ideally able to program to mine the data in the system efficiently and effectively.

Assisting in the development and implementation of sales strategies.

Creating and maintaining sales reports and dashboards.

Collaborating with the sales team to understand their needs and challenges, then providing identification and implementation of solutions.

Providing recommendations to improve performance based on data analysis.

Ensuring the accuracy and integrity of sales data.

Supporting the sales forecasting and planning processes.

This role plays a crucial role in helping the sales team to function effectively and achieve their targets. They use their CRM skills to provide valuable insights that drive sales performance and business growth.

Support the Procurement team on contracts, bids, data, and risk analysis. Update monthly and periodic reporting in multiple toolkits and systems to ensure accuracy to stakeholders.

Key Result Areas:

Performance Standards

Sales – CRM Management and Improvement Implementation

• CRM Management - Oversee management of the CRM system, collaborate with IT and external resources on optimization of the tool for increased customer data and insight collection and reporting.
• Client database –Utilize the CRM platform to establish a database used to house customer and competitive intelligence allowing facilitation of cross-functional market analysis and improved strategic decision making.
• Customer Pricing – Lead the pricing initiative, fully collaborating with finance partners, sales KAM’s and procurement, to optimize inflation recovery and capture full market value. Analyze the impact(s) and effectiveness of price initiatives across the entire customer base, individual customer portfolios and for specific sales team members. Evaluate for patterns and potential process improvements.
• Implement strategic improvements in Sales Call Reporting to enable improved insights and analysis.
• Technical and Sales team - Partner with technical and sales to establish the analysis and tracking of customer visits and time allocation to develop insights on coverage, productivity and business development outcomes. Report all travel to payroll for tax compliance.
• Streamline Sales and Technical processes to drive linkages (system driven) between INOV8/PLM, NPD and CRM platforms.
• Travel and entertainment expense – develop improved planning and reporting template to analyze employee T&E expenses, including benchmarking across the group

Reporting/data analysis

• Collaborate with finance business partner and demand planning on improved sales forecasts, reporting and insights.
• Review sales reports for improved sales and market insights and trend analysis for sales leadership
• Assist SVP with Global presentations regarding sales and market related activities.
• Review IRI data analysis for improved market and customer insights and collaborate with data analyst on improved reporting tools.

Sales Master Data Management

• Lead customer master updates regarding customer reporting attributes including: KAM assignments, customer segmentation, pricing tier, sales parent reporting, etc
• Ensure accuracy of on-going customer master data and lead any data change initiatives.
• Key member of master data management core team to ensure improved accuracy and improved processes across the organization.
• Regularly review master data for customer level for accuracy and work with appropriate teams to update data as needed.
• Implement improved customer set up process utilizing CRM Tool
• Provide support to Client Service team as needed, manage KPI’s

Sales Support

• Sales incentives – Utilize sales leadership recommendations to develop revised sales incentive metrics and tracking schedules. Coordinate required updates with finance partners. Track and report approved incentive exceptions and changes.
• Partner with sales teams to provide support in all operational and sales tasks related to the customer support needs and new business opportunities.
• Ensure the adequacy and accuracy of sales-related material/presentations.
• With Marketing assist in the preparation and organizing of promotional material or events.
• Other ad hoc analysis or support as requested

Procurement Analyst Support

• Manage and/or coordinate completion of monthly and periodic reporting mechanisms ensuring accurate and on-time delivery to stakeholders (includes but not limited to savings, risk mitigation, Palm, ESG, working capital and cost risk forecast)
• Develop and maintain monthly procurement KPI dashboard reports.
• Assist team with trend and forecast analysis to set budget costs and general inflation targets.
• In cooperation with category leads, build product cost models for top spend areas and assist with Mintec dashboard creation.
• Track, balance and manage transitions of ERP quantity-based-contracts
• Refine, optimize or when necessary develop reporting mechanisms and procurement tools and market updates. In cooperation with procurement and related teams, fully review processes and analyze for optimization opportunities. Create process maps for refined processes and ensure alignment with Document library processes and any existing training documents.
• Assist, or where appropriate lead, with data gathering requirements for IT upgrades or implementations.

Procurement Bids & Contracts

• Provide relevant volume order and forecast data to category leads in advance of negotiations. Assist with E-Bid platform setup and post-bid financial analysis.
• Post-approval contract management
• Entry & maintenance of price records

Procurement supplier performance and risk management

• Automate, optimize and manage annual supplier report card process in cooperation with sites.
• Coordinate and analyze D&Bs and risk platform, for new suppliers to aid in supplier selection.
• Develop protocol for completion of periodic D&B and risk platform checks for existing suppliers. Coordinate and analyze to identify potential supply risks.
• In cooperation with plant operations and logistics, identify and communicate potential obsolescence risk for product discontinuations. Assess alternatives to mitigate write-offs
• Evaluate and refine Supplier ESG risk analysis process and grading criteria. Lead evaluation process with input from category leads.

Procurement Data Management

• Provide guidance in item master data set up and on-going maintenance.
• Implement updated item master categories for improved category level reporting in ERP and BI Tools

Human Resources

• Comply with all HR policies and procedures.
• Comply with relevant employment laws.

Other

Other duties as assigned.

a combination of the listed skills and knowledge is preferred

• Minimum of eight years of experience in the following roles: Sales, Finance, or Data Analytics
• Excellent data analysis and business acumen competency
• Proficient in technology skills and experience with CRM, ERP and Microsoft office
• Ability to manage multiple tasks and prioritize effectively.
• Self-starter who works well independently
• Critical thinker, able to recommend solutions in ambiguous situations
• Excellent collaboration and relationship development skills
• Strong communicator (oral and written)

• Thrives in customer-focused environment

working conditions

• Standard office environment.