Sales Operations Manager

Ocean Spray is hiring for a(n) Sales Operations Manager! We're a team of farmers, thinkers, creators, and doers. Whatever your title, whatever your role - it always comes back to this: we're a farmer-owned co-op where everyone rolls up their sleeves to get the job done. Three maverick farmers started it all - and we've been making our own way ever since.

Position Location: We're all about flexibility! This will be a hybrid role based out of our corporate headquarters in Lakeville, MA or our Seaport Boston, MA location with Mondays & Fridays remote.

The Sales Operations Manager is responsible for overseeing the Sales Operations Team which exists to drive effective management of the customer experience from customer setup, customer product portfolio and mix management, customer price quotation and contracting including data management, customer complaints, select customer projects, and other essential activities in partnership with Sales, Operations, Supply chain, Planning and GCO. This leader plays both an internal and external role and is essential to the delivery of a consistently outstanding customer experience and the annual operating plan.

The Sales Operations Team manages the day-to-day operational, administrative and process activities of the customer base (across brokers, distributors and direct customers) with the regional leaders of North America, EMEA, India and ANZ. The Team is a partner to sales and our brokers, and jointly co-owns the customer ensuring that the sales process is effectively supported inside Ocean Spray, and that customers' needs arising from the supply relationship with Ocean Spray are followed up effectively and in a timely manner. This owner will also be responsible for owning the B2B portals the Ingredients team utilizes for contract management.

Specific scope of work includes: price quotations, periodic and annual contract bookings, contract management including documenting volume and pricing in systems and working with brokers/GCO to resolve order impact; customer master data management and new customer setup; resolution of order issues with GCO and support on customer prioritization if needed; provide support for RFPs/bids; manage broker website extending critical information to market partners; support customer/broker required documentation (forms, spec reviews, customer specific related questions, COA set up requests); complaint management; customer portal management (quality documents, specs, etc); support and attend customer meetings where appropriate.

A Day in the Life...

• Plan, oversee and execute the sales operational activities that support sales/brokers/customers in the day to day activities of running the business which include pricing, contract management, order management and resolution with GCO, analytical reporting related to customers, brokers, products, etc. Play the key role of " heart and hub" of the commercial team supporting customer needs throughout the sales cycle.

• Own the customer quotation, contracting, and reporting processes linked to annual contracting process as well as spot contracting actions; define process aligned with sales team and brokers that identifies RACI for participants and implement using existing systems.

• Maintain customer master (in SAP or elsewhere) and keep up to date with essential information including key decision makers; create SOPs for new customer setup including documentation requirements. Collaborate with finance to ensure new customer credit evaluations are completed and ongoing credit worthiness is discussed when issues may arise.

• Own the B2B portals that facilitate the price quotation and contracting (HubSpot and Shopify) order management tracking and contract balances to provide internal guidance and transparency with brokers and customers.

• Collaborate with sales leaders and cross-functional team on customer's forecast to ensure customer needs are met within capabilities of supply chain operations. Play a critical role in supporting the IBP process to ensure forecast KPIs are achieved or at a minimum improved.

• Support the commercialization of key customer projects internally when help is needed. Coordinate with customers to obtain forecasting information to help enable the monthly IBP to become more effective.

• In conjunction with Sr Managing Director and Finance Manager, provide quarterly updates on broker sales performance to support commission payments. Track special requirements linked to broker performance (for example, new product sales from innovations) and align with regional leader to validate results for commission payments.

• Work cross-functionally to represent the commercial organization throughout the company making sure Industrial customers and our market partners' needs are both understood and met across (GTM, GCO, RGM, DP, SP, Finance, Tech, etc)

• ·As team leader, inspire fellow direct reports to excel; provide feedback and coaching to team members to enable their best commercial performance, execution of sales processes, and furthering their skills and capabilities to perform.

• Represent Ingredients team on internal project teams where Ingredients sales team and B2B ways of working needs greater representation and visibility. Be the frequent voice of the customer internally across functional teams.

What We Are Looking For:

Required

• Develop sales enablement plan to support regional leaders w/ brokers, KAM; align resources with customer priorities

• Collaborate with functions for resource support (service plan) in line w/customer segmentation; foster customer focus internally

• Analytical mindset/approach to improve forecast results, improve decision making (orders, contracts, shipments, competition, etc)

• Understanding of quotation/contracting processes; experience and appreciation for systematizing methods in process

• Transaction/support orientation with bias for action; ability to develop routines/schedules for certain work activities

• Ability to collaborate with internal functions and effectively use company resources including direct staff

• Effective project mgmt., organization and time management skills; effective managing timelines with varying lead times

• Capability to stay calm under pressure when under time pressure or customer challenges arise

• Excellent communication skills - written, oral; active listener with ability to build positive relationships internal and external

Preferred

• Ability to not only manage but inspire direct reports as player coach to meet business objectives and exceed customer satisfaction

• Continuous improvement mindset for processes and teamwork to improve efficiency and de-complexify how work gets done

Education:

Bachelor's or University Degree (Required)

Work Experience:

Years of Experience: At least 5 Years of Experience

Benefits:

• Complete insurance package on Day-1 that includes a plethora of health and wellness programs

• Health, Dental and Vision insurance

• Health savings account

• Flexible spending account

• Life and accident insurance

• Employee assistance program

• Telehealth services

• Fertility benefits

• Transgender benefits

• 1:1 health coaching and more

• 401(k) with up to 6% Company matching; additional potential discretionary match at year-end

• Short-Term Incentive/Performance bonuses

• Flexible scheduling options

• Vacation pay, up to three weeks of time (pro-rated for your first year of employment)

• Holiday pay for 12 holidays

• Career development and growth opportunities

• Tuition/Education assistance programs

• Access to LinkedIn Learning

• Scholarship programs for children of employees

• Parental leave

• Bright Horizons Family Solutions

• Back-up care, tutoring, etc.

• Adoption assistance

• Bereavement leave

• Up to $300 fitness reimbursement

• Up to $300 massage reimbursement

• Employee appreciation events

• Employee discounts

• Charitable giving

Who We Are:

You might have our iconic cranberry juice in your fridge or have gotten into heated holiday debate about what's better - canned or fresh cranberry sauce. But did you know that the hardworking people growing the superfruit in our products are 700 family farmers that own our cooperative? They entrust us with what is most precious to them to create new and innovative products that will delight consumers and grow this beloved brand today and into the future.

Team members, farmers, consumers and communities alike--we value what makes us unique and strive to connect our farms to families for a better life by living our values:

• Grower Mindset

• We embrace our grower-owners innovative spirit and heritage through confidence, learning and focus on the future.

• Sustainable Results

• Guided by purpose, we are focused on delivering results for our grower-owners.

• Integrity Above All

• We are ethical, doing the right thing for our grower-owners, customers, consumers and each other

• Inclusive Teamwork

• We build diverse and inclusive teams that strengthen our cooperative.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.