Sales Operations Specialist

Sales Operations Specialist

The Sales Operations Specialist supports the commercial organization by optimizing sales processes, analyzing performance data, managing forecasting activities, and ensuring accurate execution of customer and sales programs. This role partners closely with Sales, Finance, Supply Chain, Marketing, and Customer Service to drive operational efficiency and support profitable growth within a Consumer-Packaged Goods (CPG) manufacturing environment.

Key Responsibilities:

• Maintain sales reporting, dashboard, and KPI tracking
• Support sales planning, territory management, and account performance analysis
• Manage sales data integrity across CRM, ERP, and reporting systems
• Coordinate customer pricing, promotions, trade spending, and sales program execution.
• Build and maintain customer-facing analytics for key accounts (i.e., Walmart, Kroger, Albertsons), including category reviews, line reviews, joint business planning (JBP) inputs, and new-item sell-in support.
• Track distribution gaps, voids, and assortment opportunities by account and banner.
• Develop and maintain sales forecasts in collaboration with Sales, Demand Planning, and Supply Chain teams.
• Own ongoing performance reporting across sales, share, distribution, and category dynamics using Circana/IRI, Nielsen, and retailer POS data.
• Conduct ad hoc analysis on demand drivers, share shifts, competitive activity, and category trends in fresh cheese, crema, and chorizo.
• Support price-pack architecture and assortment analysis, sizing opportunities, pressure-testing assumptions, and surfacing risks.
• Build and maintain dashboards and tools that make insight repeatable and self-serve for the commercial team.
• Contribute to monthly and quarterly business reviews, R&O (risks & opportunities) tracking, and forecasting inputs.
• Analyze promotional performance and trade ROI, measuring lift, efficiency, and profitability by event, account, and SKU.
• Support trade investment governance: pre-event evaluation, post-event analysis, and recommendations to reallocate spend toward higher-return activity.
• Run price elasticity and price-pack sensitivity analyses to inform pricing and promotion strategy.
• Help build the fact base for revenue growth management (RGM) initiatives across pricing, mix, promotion, and trade.
• Document and improve sales processes, workflows, and reporting methodologies.
• Drive continuous improvement initiatives to enhance efficiency and accuracy.
• Support implementation of sales technology, CRM enhancements, and automation projects.
• Partner with Finance on budgeting, trade promotion analysis, and sales performance reporting.
• Coordinate with Supply Chain and Operations to align customer demand and inventory availability.
• Work with Marketing to monitor promotional effectiveness and product launches.

Qualifications & Education:

• Bachelor's degree in Business, Finance, or related field.
• 35 years of experience in a CPG sales, category management, commercial finance, trade, or analytics role (manufacturer or retailer side).
• Advanced Excel (pivot tables, complex formulas, model-building); comfort working with large, imperfect datasets.
• Strong analytical, organizational, reporting, and problem-solving skills and business acumen with high attention to detail.
• Demonstrated ability to turn data into a clear recommendation: you can build the analysis and tell the story.
• Strong commercial intuition: you understand how pricing, promotion, distribution, and trade connect to the P&L.
• Excellent communication skills, including building clean, persuasive slides for internal and customer audiences.
• Direct experience with retailer data portals (Walmart Scintilla, Kroger/84.51 Stratum, Albertsons).
• Exposure to trade promotion management (TPM) systems and trade ROI measurement.
• Familiarity with RGM, price-pack architecture, or elasticity analysis.
• BI/visualization tools (Power BI, Tableau) and/or SQL.
• Understanding trade promotions, category management, and retail sales processes.
• Experience supporting national accounts, distributors, or retail customers.