Sales Operations Manager

Sales Operations Manager

THE ALBA GROUP Commercial Houston TX

Sales Operations Manager

Alba Wheels Up International (the Alba Group)

Alexandra Kleinschmidt EVP Commercial

Houston TX (confirm onsite hybrid or remote)

Full-time exempt

Commercial operations across all five Alba Group brands

HubSpot Revenue Vessel Clarity / Power BI (reporting) advanced Excel AI tools. CargoWise and netCHB a plus.

ABOUT THE ALBA GROUP

The Alba Group is a national customs brokerage freight forwarding and trade compliance platform backed by Southfield Capital. We operate five brands: Alba Advance Customs Brokers International (ACB) John A. Steer Company The Perishable Specialist (PSI) and Cobalt Wine Logistics.

Our clients are importers in perishables and fresh produce retail and apparel wine and spirits and semiconductors and electronics. We win on expertise and value-add solutions not on rates. We are building one commercial engine across all five brands and this role sits at its center.

THE ROLE

The Sales Operations Manager owns the commercial data process and coordination behind the Alba Groups sales and account management teams. You make sure our CRM data is right our sellers walk into client conversations with real importer insight and our internal meetings happen on time with the right people in the room.

You work alongside our sales support coordinator who handles day-to-day CRM updates. You own the standards the processes and the analysis. You partner daily with the EVP Commercial sales account management trade advisory pricing operations and implementation.

WHAT YOU WILL OWN

CRM data management

• Own the integrity of commercial data in HubSpot across all five brands: accounts contacts opportunities and activity.
• Set data standards and guide the sales support coordinator on day-to-day updates so records stay clean and complete.
• Audit data regularly fix gaps and duplicates and keep HubSpot aligned with Revenue Vessel.
• Run a weekly pipeline hygiene check for stale deals missing next steps and past-due close dates and send each seller their list.

HubSpot dashboards and reporting

• Build and maintain HubSpot dashboards and reports for sales account management and leadership.
• Pull and interpret revenue reporting from Clarity / Power BI to support commercial reviews.

Importer analysis and prospecting

• Analyze importer activity using trade data and importer intelligence tools: volumes ports origins commodities current brokers and forwarders.
• Use advanced Excel and AI tools to work through large importer data sets quickly.
• Turn that analysis into clear inputs so sales and account management can build targeted client proposals.
• Build target prospect lists by vertical for the sellers and the LATAM SDR using importer data.
• Support prospect research and account planning with data on where each client or prospect is growing.

Account management reporting

• Run regular reports for account management to identify downtrending accounts as early as possible.
• Flag shifts in shipment volume NR and activity so account managers can act before an account is lost.
• Pull shipment spend and trend data for key-account quarterly business reviews (QBRs). Account managers remain responsible for building and presenting their QBR.
• Track account tiering assignments and portfolio NR targets in the account management program.

Proposal and RFP coordination

• Own the proposal and RFP calendar so deadlines are visible and nothing is rushed.
• Gather inputs from pricing freight forwarding customs brokerage and trade advisory and route them to the proposal owner on time.
• Maintain a library of approved proposal templates service descriptions and client case studies.

Process ownership

• Help design document and roll out commercial processes from lead to quote to onboarding handoff.
• Keep process documents playbooks and templates current as the business changes.
• Partner with pricing and implementation so handoffs are clean and nothing falls through the cracks.

Internal meeting coordination

• Serve as the internal connector between sales and the other groups: operations trade advisory pricing and implementation.
• Organize and schedule client prep meetings internal reviews and pipeline calls well in advance so nothing is last minute.
• Set agendas confirm attendees and materials and track follow-ups to completion.

WHAT YOU BRING

• 5 years in sales operations revenue operations or commercial analytics in a B2B environment.
• Hands-on HubSpot experience including building dashboards and reports and managing data quality.
• Experience with Revenue Vessel and with pulling reports from Clarity / Power BI.
• Strong analytical skills with data management and trade data tools.
• Advanced Excel: pivot tables lookups Power Query and building models from raw data.
• Proficient with AI tools such as Copilot ChatGPT or Claude to speed up analysis reporting and documentation.
• Highly organized. Comfortable coordinating meetings and calendars across several teams and senior leaders.
• Clear concise communicator who can turn data into a story sales can use.
• Bachelors degree in business finance analytics or a related field or equivalent experience.

Preferred

• Background in logistics freight forwarding customs brokerage or trade compliance.
• Experience with importer data and trade intelligence platforms.
• CargoWise and netCHB experience.
• Experience running account health or churn reporting.
• Spanish proficiency.

HOW SUCCESS IS MEASURED

• Data quality: share of HubSpot records meeting data standards.
• Early warning: downtrending accounts flagged before NR loss compounds.
• Proposal support: importer analysis and proposal inputs delivered on time with no missed RFP deadlines.
• Pipeline hygiene: fewer stale deals and past-due close dates week over week.
• Meeting discipline: internal and client prep meetings scheduled ahead not last minute.
• Process adoption: documented processes in use across the commercial team.

COMPENSATION AND BENEFITS

Competitive base salary plus annual bonus tied to commercial and operational goals. Full benefits package.

The Alba Group is an equal opportunity employer.

Required Experience:

Manager