Commercial Operations Manager – Brussels, Belgium

This role is responsible for driving sales force effectiveness initiatives in the region and for providing accurate and timely commercial reporting. The Commercial Operations Manager works closely with local country and sales managers in the region to share best practices across the teams, and with the various functional leaders in Finance, Operations, Product Management, Marketing, Legal and IT to represent the sales organisation and establish effective communication between functions.

Commercial Planning & Analysis

The Commercial Operations Manager is responsible for providing accurate and timely commercial reporting to the Sales Director, to the various regional and country managers, and to the EMEA Leadership team.

More specifically, the Commercial Operations Manager will:

• provide periodic, detailed reporting on sales performance, with comparisons, trends and various break-downs (e.g. by region, customer, product, salesperson, etc.)
• drive the sales forecasting process through trend analysis, flow predictions, pipeline / opportunity management and opportunity & risk collection
• prepare weekly & monthly sales performance reviews (QMI’s), create & provide templates and consolidate inputs into single, regional reports
• provide miscellaneous commercial reporting to support the sales operation; suggest relevant metrics and drive consistency across the regions (e.g. major wins, pro-express reports, won/lost ratios, customer service metrics, etc)
• work together with the finance teams to provide relevant metrics like margin and c-ebit to the commercial organisation; work together with the operations teams to
• define and provide supply chain and customer service metrics on e.g. backlog, quality, complaints & returns
• consolidate commercial, financial and other functional reporting into single, monthly reporting packages by region, and ensure consistency in reported information
• assist the Sales Director and regional leaders in the preparation of periodic & ad-hoc commercial reviews and presentations; ensure data and format consistency

Sales Force Effectiveness

The Commercial Operations Manager drives Sales Force Effectiveness (SFE) through Operational Excellence. Commercial Operations supports the commercial strategy for the region and designs, optimises and supports the commercial processes, tools and deployment plans that drive commercial excellence in the region.

More specifically, the Commercial Operations Analyst will:

• drive commercial process standardisation & knowledge sharing across sub-regions
• play a leading & coordinating role in the deployment and maintenance of CRM tools in the region, to achieve world class customer & pipeline management
• identify, design, develop, deploy and maintain sales tools together with the local commercial teams and the IT and other functional teams; ensure adequate training on these tools
• identify opportunities to improve sales force effectiveness and drive SFE initiatives in the region
• ensure successful NPD Commercialisation, together with product management, supply chain and the marketing teams
• manage the full contract & on-boarding process for strategic partners and resellers in the region