Job Description
Sales Operations Manager
Role PurposeThe business is entering a new phase of structured growth. To support this, we are creating a Sales Operations Manager role to build the commercial engine room of the organisation. This role exists to transform sales from individual effort into a scalable, predictable and margin-protected system.
The Sales Operations Manager will sit at the intersection of Sales, Finance, Production and Supply Chain, ensuring that revenue growth aligns with operational capacity, pricing discipline and cash flow control.
As the business increases its focus on tender opportunities and framework agreements, this role will also play a key part in strengthening tender strategy and execution.
This is a strategic commercial role, not an administrative function.
Key Responsibilities 1. Forecasting and Demand Planning- Develop and own a structured sales forecasting process
- Provide forward visibility to support purchasing and production planning
- Improve forecast accuracy and reduce revenue volatility
- Align sales projections with operational capacity
Objective: Deliver predictable revenue and reduce operational surprises.
2. CRM Ownership and Commercial Insight- Own and optimise the CRM system
- Ensure data hygiene and process compliance across the sales team
- Translate sales data into actionable insight
- Analyse conversion rates, sales cycle length and sector performance
- Identify margin opportunities and revenue leakage
Objective: Turn data into commercial intelligence.
3. Pricing and Margin Governance- Establish pricing frameworks and approval thresholds
- Monitor discounting behaviour
- Model pricing scenarios
- Protect contribution margin
- Work with Finance to improve visibility of profitability by customer and product line
Objective: Protect profitability while enabling controlled growth.
4. Tender Strategy and Execution- Support and coordinate the end-to-end tender process
- Develop structured tender response workflows
- Work cross-functionally to gather technical, financial and compliance information
- Model pricing scenarios specific to framework agreements
- Ensure margin discipline within competitive tender submissionsMaintain a central library of standard responses and supporting documentation
- Analyse win/loss data to refine tender strategy
Objective: Increase tender win rates while protecting long-term profitability.
5. Process Design and Order Flow- Map and optimise the journey from enquiry to invoice
- Ensure alignment between sales commitments and operational capacity
- Introduce systems that prevent over-promising
- Reduce friction between Sales and Operations
Objective: Remove internal bottlenecks and reduce reactive operational issues.
6. Sales Performance and Structure- Support the design of commission and incentive structures
- Develop KPI dashboards for leadership
- Assist with territory planning and account segmentation
- Provide structured reporting to senior leadership
Objective: Drive the right behaviours and performance transparency.
Experience Required- 5-10+ years in Sales Operations, Commercial Operations or Revenue Operations
- Experience within manufacturing, distribution or operationally complex environments preferred
- Demonstrable experience supporting or leading tender processes or structured bid submissions
- Strong commercial acumen with understanding of pricing and margin structures
- Experience working cross-functionally with Finance and operational teams
- CRM implementation or optimisation experience
- Comfortable operating with senior leadership stakeholders
The organisation operates in markets where framework agreements and structured procurement processes represent significant growth opportunities.
This role will ensure that:
- Tender submissions are commercially disciplined
- Pricing reflects true cost and operational capacity
- Documentation is structured and repeatable
- Win rates improve without eroding margin
This role is designed to be:
- Commercially strategic
- Growth-enabling
- Margin-protecting
- Operationally integrated
