Deputy Director - Sales Ecommerce

Sales Operations Manager

This role at PepsiCo is a critical leadership position that holds the primary responsibility of orchestrating and overseeing the entirety of our sales operations team to attain exceptional business results. This pivotal role encompasses a comprehensive array of key responsibilities aimed at effectively managing and enhancing sales processes and making substantial contributions to the overall triumph of our sales team and the organization at large. There is a need to harmonize processes across the different customers that we work with and to work with tech teams to automate where possible. This role will oversee a team of ~10 direct reports (L6-L7 sales operations analysts), across several geographies. This role will hard line into the Sales Head of Global dCommerce and work closely with sales senior leadership team in the US and Europe, across all the channels (L11- LG1/LG2)

Responsibilities

Functional Responsibilities

Key responsibilities of the Sales Operations Manager include:

• Lead and mentor a Sales Operations team, overseeing their execution across reports, deep dives and projects to ensure the accuracy and completeness. Confirm that these processes are in alignment with business objectives, optimizing sales efficiency and minimizing operational inefficiencies
• Continuously monitor and assess sales performance metrics, identifying correlations and root causes for any disparities. Develop and maintain relevant performance indicators for the team, facilitating data-driven decision-making and delivering actionable insights
• Collaborate with Business Intelligence (BI) initiatives to enhance the utility of operational and performance data across various departments. Support reporting, analysis, and insights to foster a deeper understanding of sales performance and efficiency, contributing to cross-functional alignment
• Collaborate extensively with various sales teams and departments in the market/ sector to deeply analyze sales data, market trends etc., guiding the organization with data-driven insights to support markets in meeting/ exceeding sales objectives
• Understand and guide on the right technology / transformation needed vs. what currently exists for a certain customer/s basis what is available /possible
• Ensure that the team can work with DTX/ IT to automate repetitive reports/ tasks, so as to shift focus towards more analytical and insight driven support to customer teams and in turn generate more value out of the service
• Be able to share key projects across the customers/ markets with senior stakeholders and also be on the lookout for future opportunities
• Support in shifting to a capability led and geography agnostic sales operations team vs. a sector/ market or customer focused team
• Apply best practices across sectors and look to harmonize and generate productivity by optimizing the team's deliveries
• Support recruitment and allied activities for the incoming roles
• Ensure effective and standard ways of working with various regions and governance discussions to check the pulse regularly

Qualifications

• 10+ years of experience within sales/ sales excellence/ customer insights & analytics. dComm/ FMCG experience preferred
• An in-depth understanding of market dynamics and the analysis of sales-related data. Demonstrated capability to optimize sales processes and activities to achieve standardization and harmonization
• High competence on analytical tools like excel, power BI/ tableau etc. and be well versed with usage of data sources like Nielsen/ IRI and be able to analyze outputs of the same
• A robust track record in the retail/ FMCG sector, accompanied by a comprehension of retail/ FMCG business processes pertaining to sales & analytics. Atleast a basic understanding of dCommerce preferred
• Exceptional analytical skills with the ability to translate complex sales data into actionable solutions and processes and guide team on the same. Proficiency in data analysis software, including Microsoft Excel and Power BI, to facilitate data-driven decision-making in the realm of sales operations
• The ability to effectively lead a team of analysts and collaborate with individuals across the organization. Cross-functional teamwork