Sales Operations Manager

The Sales Operations Manager owns the systems, processes, data, and reporting that let Korpack's sales team sell more and faster. The role runs the quote-to-order process, CRM and ERP sales data, pricing and margin controls, sales reporting and forecasting, and commission administration, and manages the Sales Support team. The goal is a clean pipeline, accurate quotes and orders the first time, reliable forecasts, and reps who spend their time with customers rather than on administration.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

1. Own the quote-to-cash process: quoting standards, quote follow-up cadence, sales order entry, and daily sales order approvals, including vendor selection based on lead time and margin.
2. Administer and maintain the CRM (HubSpot) and the sales side of Acumatica: pipeline stages, required fields, customer and item data integrity, and rep adoption.
3. Own the New Customer Onboarding process end to end: lead and customer validation, credit and attribute setup, task assignment to reps, and monitoring completion.
4. Conduct price validation for both sales and vendor pricing; maintain price lists, margin floors, and approval thresholds; flag below-margin quotes and orders before they ship.
5. Build and maintain sales dashboards and exception reports in Power BI and Excel: pipeline, bookings, margin, quote conversion, rep activity, slow-moving inventory, and open orders; publish weekly and monthly sales performance reviews.
6. Run the monthly forecast and pipeline review with the VP of Sales and reps; reconcile forecast to actuals and improve accuracy over time.
7. Administer commission and bonus plans: calculate monthly commissions, resolve disputes, and model plan changes for leadership.
8. Manage slow-moving inventory review with Sales: assign items to reps, track item notes and disposition, and report progress.
9. Design and document sales processes and SOPs to ISO 9001 standards; train reps and Sales Support on them; drive continuous improvement in cycle time and error rates.
10. Act as the liaison between Sales and Customer Service, Purchasing, Warehouse, Finance, and Engineering on order issues, new products, and customer requirements.
11. Manage territory and account assignments, sales targets, and rep scorecards; support sales meetings, kickoffs, and training.
12. Evaluate and roll out sales tools and integrations (CRM, quoting, e-commerce, marketing automation) and own vendor relationships for them.
13. Assist with special projects as requested.

Competencies

1. Strong analytical skills; turns ERP and CRM data into clear recommendations
2. Process-oriented and highly organized; builds systems that scale
3. Understands sales, customer service, pricing, and negotiation principles
4. Excellent communication skills, verbal and written, with reps, leadership, and customers
5. Thoroughness and attention to detail
6. Problem-solver who excels in a fast-paced, constantly changing environment
7. Ethical conduct and sound judgment on pricing and commission matters
8. Coaches and develops a support team; teamwork and collaboration
9. Technologically savvy: advanced Excel, Power BI, CRM and ERP administration

Supervisory Responsibility

Directly supervises the Sales Support Specialists: hiring, training, scheduling, performance reviews, and day-to-day work direction. Reports to the Vice President of Sales.

Work Environment

This job operates in a professional office environment and routinely uses standard office equipment such as computers, phones, and printers. Occasional time in the warehouse and at customer sites with the sales team.

Physical Demands

This is a largely sedentary role; some filing and light lifting of files or samples (up to 25 lbs) may be required.

Position Type and Expected Hours of Work

This is a full-time position. Days and hours of work are typically Monday through Friday, 8:00 a.m. to 5:30 p.m. Some flexibility in hours is allowed; month-end close, commission runs, and customer needs may require hours outside this schedule. Occasional travel (under 10%) to customer sites, trade shows, or the second Korpack facility.

Required Education and Experience

• Bachelor's degree in Business, Marketing, Finance, or a related field
• 5+ years in sales operations, sales support, or revenue operations, including 2+ years leading a team
• Hands-on CRM administration (HubSpot or similar) and ERP order-to-cash experience (Acumatica preferred)
• Advanced Excel and working knowledge of Power BI or another BI tool
• Experience building forecasts, dashboards, and commission calculations
• Ability to read and write English, follow verbal instructions, and use math to solve problems

Preferred Education and Experience

• 3+ years in packaging distribution, industrial distribution, or contract packaging
• Acumatica and HubSpot administration experience
• Experience with pricing strategy, margin management, and vendor cost analysis
• Lean, Six Sigma, or ISO 9001 process documentation experience
• MBA or equivalent