Job Summary

The mission for the Sales Effectiveness Manager, Ops. is to support field sales leadership with operational processes, optimize sales team performance, and drive revenue and profit growth by implementing data-driven strategies, managing sales operational procedures and analytics, and fostering collaboration between relevant departments.

Position Performance Measures

• NAPA Combined Sales
• NAPA Combined EBITA
• NAPA Cash Conversion Cycle

Responsibilities

Channel Readiness (Communications, leadership review, executive support, planning alignment)

• Lead field sales readiness efforts by ensuring effective communication, leadership alignment, and operational preparedness for key initiatives.
• Serve as a trusted business partner to field sales leadership, providing support through reporting, content development, strategic planning, and executive communications.
• Own and optimize account planning processes, including goal setting, account plan consolidation, evaluation, and execution.
• Partner with Sales Effectiveness leadership to standardize and scale sales planning methodologies across the organization.
• Develop and execute communication strategies that translate business priorities, operational changes, and strategic initiatives into clear, actionable guidance for field teams.
• Manage and maintain a centralized sales initiative calendar to ensure appropriate prioritization, sequencing, and field readiness.

Performance and Reporting (Analytics, KPIs, metrics, data accuracy, evaluation)

• Ensure the accuracy and integrity of sales data to support effective reporting, analysis, and decision-making.
• Leverage Salesforce, BI tools, and operational reporting to identify sales opportunities, performance gaps, and areas for improvement.
• Serve as a strategic resource for sales leadership by analyzing seller, team, and territory performance metrics.
• Define, track, and communicate key performance indicators (KPIs) to measure the effectiveness of sales programs and initiatives.
• Support quota planning, performance evaluation, and sales operations activities that drive accountability and business results.
• Deliver actionable insights and recommendations that improve sales productivity and inform leadership decisions.

Sales Enablement (Systems, CRM, process adoption, seller support tools)

• Serve as the primary subject matter expert for Salesforce and other sales technologies supporting field sellers and managers.
• Drive adoption and optimization of sales processes, tools, and reporting capabilities across the organization.
• Partner with Sales Enablement to support the end-to-end lifecycle of sales campaigns, including targeting, deployment, measurement, and retrospective analysis.
• Collaborate with field teams to test, refine, and improve sales tools, workflows, and user experiences.
• Own key operational processes and provide ongoing support to ensure effective utilization of sales systems.

Cross Functional / Systems / Process Governance

• Partner with business, IT, marketing, product, and sales leaders to ensure successful execution of sales programs and initiatives.
• Lead cross-functional projects from planning through implementation, ensuring stakeholder alignment, timeline adherence, risk mitigation, and measurable outcomes.
• Continuously evaluate and improve sales processes to enhance efficiency, scalability, and field effectiveness.
• Ensure data consistency and operational alignment across systems, processes, and business functions.
• Identify recurring operational challenges and develop structured solutions that improve communication, execution, and field productivity.

Independent Store Owner (ISO) Partnership & Support (Role May Also Involve)

• Serve as a key liaison between corporate sales operations and Independent Store Owners (ISOs), ensuring alignment across sales programs, reporting, and processes.
• Leverage knowledge of independent business models to tailor sales initiatives while maintaining enterprise standards and governance.
• Anticipate operational impacts to ISOs and proactively address adoption, communication, and execution challenges.
• Support the successful deployment of sales tools, reporting, and performance initiatives across independently operated locations.

Qualifications

• Bachelor’s degree or equivalent experience required
• 3+ Years of sales management experience required
• 2+ Years of sales operations experience
• Proficiency with Microsoft Office Products (Word, Excel, PowerPoint)
• Experienced and proficient with CRM tools
• Experience with Peoplesoft, RAM, Qlik, & PowerBI preferred
• Strong written and verbal communication skills
• Strong organizational skills
• Strong presentation skills, preferably with experience in training settings
• Ability to manage congruent and diverging projects

Physical Demands / Working Environment

• Remote Work Environment
• Travel required up to 20%

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