Sales Operations Manager

About Fellers, Llc

Since 1986, Fellers has been a reliable source of sign and graphics films, color change vinyls, and supplies for printers, sign makers, and installers across the U.S.  In 2021 Fellers was purchased by APG, a San Francisco based Private Equity firm.   Since this time, Fellers has invested heavily in their business and has expanded into new growth segments including automotive window tint, paint protection film, printing and finishing equipment, tools, and film-cutting software. Fellers is the trusted leader in delivering speed, service, and selection to our customers.  This is backed by a national network of warehouses, stocked with industry leading brands and a competitive proprietary branded product offering.  Additionally, Fellers has a dedicated sales team which is supported by best-in-class customer service and technical support professionals to deliver superior service. 

About The Role

We’re seeking a driven, disciplined Sales Operations Manager to help accelerate growth by improving the sales function and its related processes, tools, and reporting requirements. This role requires a highly analytical and organized individual that can partner with our National Sales Director to drive sales growth and discipline amongst Fellers’ BDMs (Field reps) and Inside Sales reps. Additionally this individual will provide crucial analytics such as KPI reporting, pipeline analysis, and rep performance analysis to help the Executive Leadership Team make key decisions regarding the performance of the Sales Organization. This individual will also have responsibility for managing the compensation plan metrics for each of the reps and work with the Inside Sales Team Director as well as the National Sales Director to help ensure reps are meeting their expectations.

This role is ideal for a self-motivated operations professional who thrives in a fast-moving B2B environment, understands how a sales organization functions, and knows how to empower Sales Leadership with the right information to make key decisions quickly.

What You'Ll Do

• Sales Strategy: Support the National Sales Director + Inside Sales Director in the overall strategy to grow the business (Revenue + Margin). This includes Territory and Account Analysis with continued updates
• Forecasting:  Identify ways to improve the Sales Forecasts and better prediction of sales revenue with Finance, Sales Leadership, and the Senior Management Team
• Sales KPIs and Metrics Management: Help develop and manage the KPIs and metrics by which Sales will operate and generate hyper growth in both revenue and margin over the next 12 to 18 months. Additionally, document, analyze, and provide detailed information regarding those KPIs to Sales Leadership on an ongoing basis as required.
• Sales Performance Management Support: Help the National Sales Director and Inside Sales Director manage the performance of their reps through accurate reporting and recommendations for changes in the incentive structure for their individuals.
• Sales Training Support: Ensure our reps are fully trained on the Fellers playbook, sales processes, CRM system (SFDC), and other sales requirements, dashboards, and reports.
• Cross-functional Collaboration: Collaborate on Sales initiatives with Marketing and other functions as necessary to ensure alignment on goals and strategy across the organization
• CRM Management: Manage and optimize Salesforce.com (CRM System) to ensure accurate data and efficient workflow. Data hygiene will be a critical component of this individual’s daily task list
• Process Improvement: Identify and implement process improvements to streamline the sales cycle and enhance efficiency as well as increase our overall sales growth (Revenue + Margin)
• Data Analysis & Reporting: Analyze sales data, create reports and dashboards, and provide insights to track performance and identify areas for improvement.

Qualifications

• 3+ years of sales operations experience, preferably in a B2B environment
• Strong analytical skills – ability to analyze data, identify trends, and make data-driven recommendations
• Proficiency with Microsoft Office – especially with Microsoft Excel, but additionally with MS PowerPoint, Word, and other tools necessary for data analysis and reporting
• Experience working with sales commission plans, compensation calculators, and sales OTE calculations
• Excellent Communication skills and the ability to articulate ideas to ELT team as well as the Sales Org
• Excellent organization, follow-up, and CRM hygiene (Salesforce.com)
• A growth mindset—you’re always looking for the next opportunity, and you take ownership of results
• Proficient in Salesforce.com (CRM) including the ability to create reports, manage data hygiene, etc
• Proven ability in working with Sales Team
• Oganization in a remote environment
• Familiarity with Sales Operations KPIs and experience in managing or developing a Sales Ops organization previously for a B2B company

What We Offer

• Competitive base salary + bonus based on performance
• Comprehensive benefits package (health, dental, PTO, etc.)
• A fast-paced, collaborative environment where high-performers thrive
• Leadership that supports your development