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Sales Operations Manager

Posted by Warsteiner USA on 24 Mar 2017   Share

Job basics

  • Brand Name:Warsteiner
  • Location: Cincinnati, Ohio 45202
  • Country: US
  • Industry Types: Manufacturer
  • Categories: Sales
  • Beverages: Beer
  • Employment Type: Full-Time
  • Reports to: Vice President - Sales
  • # of Direct Reports: 0
  • Benefits: Health Insurance, Retirement Plan
Job Description

The Sales Operations Manager („SOM“) is based in Warsteiner‘s Cincinnati, Ohio (West Chester) office and supports the VP Sales in the administration of the daily operations of the sales function, and serves as the key point of support, communication,  and contact for the Warsteiner Sales Team.  This position is responsible for handling various daily requests from the field and to provide information, analyses and recommendations on a regular basis.  The SOM also serves as a backup for sales managers‘administrative and operations duties when they are out of the office.



Main Tasks & Responsibilities


Inventory Planning

·       Monthly review of distributor inventory levels with recommendations to the sales team to avoid out of stock situations and close-dated product occurrences

·       Track and monitor product allocations by region for new and seasonal items

·       Identify opportunities for core package for distributors to carry


Sales Analyses

·       Conduct regular sales utilizing available tools to uncover opportunities by region and potential issues in each market

·       Evaluate sales by region, channel, class of trade, brand and package on a regular basis and alert VP Sales and sales team of trend patterns

·       Run ad-hoc reports as directed by Sales VP for special programs/projects

·       Utilize Nielsen reporting to assist National Account Team with insight and presentations


Performance Tracking

·       Track KPI performance of each sales employee vs targets as well as company performance overall

·       Review P & L reports and Travel& Entertainment spending and communicate significant variances to VP Sales and sales employees

·       Monitor and communicate performance against special program targets (i.e. Perfect Pour, Find My Past, National Incentive)

·       Conduct ad-hoc performance tracking as directed by VP Sales


Plan Progress Reporting

·       Run reports, conduct analyses and communicate progress and results against established company plan targets

·       Make recommendations/suggestions about opportunities to improve plan performance



·       Lead company pricing strategy and develop recommendations to maximize volume and product mix profitability.

·       Continual knowledge of competitive pricing dynamics and gaps.

·       Review and approve price promotion recommendations (with approval of VP Finance)

·       Conduct analyses on price promotion effectiveness

·       Review expected vs actual price to retailer (PTR) by distributor to ensure consistency and to maximize profit

Tactical Budgeting/Expense Approval

·       Develop tactical funds budget for the sales team (counsel with VP Sales)

·       Monitor expenses and communicate variances to sales team and VP Sales

·       Review, manage and approve Marketing Funds Requests from Sales Managers per corporate guidelines (counsel with VP Sales)

·       Approve expense reports (per company guidelines) on weekly basis


Sales Administration/Support

·       Point of contact for sales team to handle daily inquiries and requests (effectively filter information to VP Sales)

·       Communicate status of sales programs/activities to the sales team

·       Work cross-functionally with internal team to resolve issues and take advantage of opportunities in a time sensitive manner


Presentation Preparation/ Meeting Set-Up

·       Prepare company presentation by combining information from various departments and utilizing standardized presentation templates

·       Contact meeting sites and make all necessary arrangements for division and company meetings


Job Requirements


  • Bachelor’s degree (advanced degree preferred)
  • Knowledge of the three-tier system and basics of the beer business strongly recommended
  • A minimum of five years sales administration/sales operations experience
  • Advanced analytical skills
  • Demonstrated ability to work independently with minimal supervision
  • Proven track record in relationship building
  • Excellent oral, written and interpersonal communication skills
  • Strong planning and analytical skills
  • Excellent computer skills in a Microsoft Windows environment, including Excel and       PowerPoint
  • Sales budget management skills


  • Ability to travel on an as-needed basis (4-6 times per year) and possess a valid driver’s license

about Warsteiner USA

Warsteiner USA is the United States subsidiary of Warsteiner Brewery, based in Warstein, Germany.   

Warsteiner Brewery, founded in 1753, is one of the largest private breweries in Germany. Its flagship is the Warsteiner Premium Verum brand, one of the most popular beer brands in all of Germany. The USA product portfolio also includes the Warsteiner Premium Dunkel, Warsteiner Oktoberfest, and Konig Ludwig Weissbier. The Warsteiner Group now sells its products in more than 60 countries worldwide and on six continents.