EMEA Sales Operations Manager (m/f/d)

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The Sales Operations Manager is responsible for establishing the commercial operating system that enables execution excellence across the region. The role provides governance, performance visibility, forecasting discipline, distributor management frameworks, CRM excellence, and business analytics that support profitable growth.

Acting as a strategic business partner to the EMEA Commercial Leader and Sales Leader, the Sales Operations Manager ensures standardized processes, fact-based decision making, and consistent performance management across the region while driving continuous improvement in commercial effectiveness.

Main Responsibilities

Commercial Operations & Governance

• Establish and continuously improve Regional commercial operating model.
• Lead sales governance processes, management routines, performance reviews, and operating cadence.
• Coordinate annual planning, target-setting, and commercial review processes.
• Drive process standardization across countries and channels.
• Identify and implement sales productivity improvements and automation opportunities

Commercial Analytics & Performance Management

• Develop and maintain commercial dashboards, KPIs, scorecards, and management reports.
• Provide insights on sales performance, profitability, channel performance, and market opportunities.
• Analyze trends, risks, and growth opportunities and recommend corrective actions.
• Deliver monthly and quarterly business performance reviews for the Regional leadership team.

Forecasting & Pipeline Governance

• Own the forecasting process, methodology, calendar, and consolidation.
• Coordinate forecast submissions and challenge assumptions with sales teams.
• Maintain pipeline governance standards and review discipline.
• Monitor pipeline coverage, conversion, velocity, opportunity aging, and forecast accuracy.
• Escalate forecast risks and business gaps to regional leadership.

CRM & Commercial Data Excellence

• Serve as the business owner of CRM governance and commercial reporting requirements.
• Drive CRM adoption, utilization, and data quality standards.
• Define reporting requirements and coordinate enhancements with Commercial Excellence teams.
• Monitor data integrity, opportunity management compliance, and reporting accuracy.

Distributor Network Governance & Performance Management

• Develop and manage the Regional distributor governance framework.
• Define standards for distributor selection, onboarding, segmentation, development, performance review, and exit.
• Establish distributor scorecards and performance measurement methodologies.
• Coordinate annual distributor reviews and partner assessments.
• Track distributor, capability development plans and improvement actions.
• Support distributor succession planning and channel coverage assessments.

Cross-Functional Business Partnership

• Act as the commercial interface with Supply Chain, Demand, Digital, Customer Service, Marketing, Product Management, and Commercial Excellence.
• Support business case development, scenario modelling, and investment decisions.
• Ensure alignment on forecasts, KPIs, commercial priorities, and performance actions.
• Coordinate execution of key commercial initiatives across functions.

Main requirements:

• Bachelor's degree in Business Administration, Sales, Marketing, Economics, Finance, Engineering, or a related field.
• MBA or advanced business qualification preferred.
• Relevant experience in Sales Operations, Commercial Excellence, Business Analytics, Commercial Planning, or related commercial management roles.
• Experience supporting regional or multi-country commercial organizations.
• Proven experience in sales performance management, forecasting, pipeline management, and CRM governance.
• Experience developing commercial dashboards, KPIs, reporting frameworks, and business insights.
• Experience working with distributor networks, channel management, partner performance management, or Joint Business Planning is highly preferred.
• Experience partnering with Sales, Marketing, Supply Chain, Customer Service, and Finance functions.
• Experience in B2B manufacturing, building materials, industrial, specialty materials, or distribution-driven businesses preferred.
• Advanced Excel skills and experience with Power BI, Tableau, or similar reporting tools.
• Strong CRM expertise (Salesforce preferred).
• Strong project management and process improvement capabilities.
• Strong business acumen with an understanding of commercial levers, profitability, and growth drivers.
• Experience driving standardization, governance, and continuous improvement initiatives.

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