Sr. Specialist Sales Operations

Purpose:

- End to end (E2E) Account operations form the foundation for a successful wholesale business, enabling the Sales Organization to achieve its strategic objectives. Under the umbrella of account operations, the Sales Ops team develops and implements cutting-edge, forward-looking tools, processes, policies, and guidance to foster operational excellence and drive commercial success.
- This role plays a pivotal part in supporting the channel and sales teams in achieving strategic sales and market objectives through comprehensive reporting. The primary objective for this role is overseeing and analyzing the fulfillment of commercial milestones during the Go-To-Market process, providing insights and solutions to maximize sales opportunities. Additionally, the role includes leading the sales operations organization, developing and implementing strategies for the company's profitable growth, and ensuring the execution of the customer segmentation framework in line with global wholesale policies.
- The position is also responsible for the implementation and optimization of Digital Sales Solutions (DSS), such as CLICK and other sales tools. The role serves as the single point of contact for consolidating, documenting, and prioritizing demands for system improvements or new capabilities. It involves coordinating with global and market teams, providing technical support and training to sales teams and customers, and ensuring that platform content is up-to-date and relevant.
- Key Responsibilities:

- Sales Operations:_
- Ensure the fulfillment of commercial milestones during the Go-To-Market (GTM) process and coordinate their execution with Marketing Operations (Forecast, Pre Sell In).
- Ensure local reporting (Dashboards) to keep track on Sales and KPIs (Average Single Price, Standard Margin, Net Quantity, Net Sales), sharing insights with relevant stakeholders, and identifying deviations from targets to drive necessary changes.
- Conduct thorough orderbook analysis making cross checks with other reports (Sell In, Sell Out, AMP, Brand Guideline, Forecast) providing solutions to support the commercial team in maximizing opportunities to reach WHS targets.
- Ensure, together with the Digital team, that the pre-purchase of cyber articles is correctly segmented by customer and that we are reaching the minimum quantities.
- Ensure that articles not exclusive to the Regional Accounts and Fashion Accounts are not loaded into the Click catalogs.
- Support area functional events and WHS Operating Rhythms to ensure timely deliverables from all involved parties.
- Support the E2E manager in ensuring that the Customer Segmentation framework is executed and respected ensuring a correct product distribution according to the Global Wholesales Policies principles
- Digital Tools:_
- Manage the roll-outs of Digital Wholesale solutions (such as CLICK (e-comm for customers), Sales Rep tool, Showroom tool, activation tools) in the country, collaborating with the global and market roll-out teams and supporting process change management.
- Serve as the country Single Point of Contact (SPOC) to consolidate, document, and prioritize demand for necessary system/process enhancements and/or new capabilities.
- Onboard customers to CLICK technically and assist sales teams in training customers on the platform.
- Promote digital tools within the market sales community and ensure continuous communication flow on project and initiative statuses to key stakeholders, the Sales Leadership team.
- Provide training and regular updates on local Digital Wholesale solutions to internal functions such as customer service and sales.
- Coordinate cross-functionally with internal interfaces (e.g., Marketing, Sales, Finance, Customer Service, IT) to ensure the CLICK platform offers relevant, timely, and engaging content.
- Support Customer Service in resolving technical issues on CLICK reported by customers, creating IT tickets for escalation to Global IT operations.
- Ensure timely readiness of sell-in tools in the zone, collaborating closely with marketing, IT, and sales functions (content, master data, sales calendar, assortments, packages).
- Create local market packages and assortments on CLICK, showcasing key products/concepts across all channels.
- Key Relationships:

- Sales, Marketing, CTC, local & global IT, Market Sales Development & Digital Wholesale Solutions, Sales Coordination, Customer Service, Finance, MOPs.
- Knowledge, Skills, and Abilities:

- Communication skills: written, oral, and presentation.
- Ability to build relationships, both internal and external.
- Customer focus.
- Project management skills.
- Deep understanding of sales and customer service processes.
- Affinity for digital tools and e-processes.
- IT skills, including proficiency in Microsoft, SAP, newsletter/activation tools, Salesforce; HTML skills are appreciated.
- Strong organizational and analytical skills.
- Independent, proactive thinker.
- Commercially drive