Sales and Operations Manager (HVAC)

The Sales Manager (Operations) is responsible for driving operational excellence in sales management by overseeing sales forecasting, KPI monitoring, CRM administration, and structured reporting. This role ensures that sales performance is accurately measured, analyzed, and communicated to management, enabling data-driven decision-making and sustainable growth.

Key Responsibilities

Ø Sales Forecasting & Planning

Ø Develop accurate short-term and long-term sales forecasts.

Ø Formulate and implement market‑driven pricing strategies designed to enhance competitiveness in the marketplace while safeguarding margin targets.

Ø Collaborate with sales teams to align forecasts with market trends and company objectives.

KPI Management

Ø Implement, monitor, and evaluate sales KPIs across teams.

Ø Ensure that each team consistently meets its monthly KPIs and achieves the assigned targets.

Ø Provide actionable insights and data-driven recommendations to optimize team performance, strengthen sales execution, and support achievement of Sales target.

CRM Oversight

Ø Manage and optimize CRM systems for data accuracy and usability.

Ø Ensure timely updates of customer interactions, pipeline status, and deal progress.

Reporting & Analysis

Ø Prepare weekly, monthly and YTD sales reports for management review.

Ø Present performance dashboards, variance analysis, and recommendations.

Ø Ensure compliance with reporting standards and deadlines.

Cross-Functional Coordination

Ø Work closely with production, operations and finance to align sales and marketing strategies.

Ø Support leadership in decision-making with clear, data-backed reports.

Qualifications

• Bachelor's degree in Business Administration, Marketing, Sales Management, Finance, Economics, or a related field. An MBA is an advantage.
• At least 5 years of progressive experience in sales operations, sales management, business analytics, or a related field.
• Proven experience in sales forecasting, sales planning, KPI management, and performance analysis.
• Strong knowledge of CRM systems (e.g., Salesforce, HubSpot, Microsoft Dynamics, Zoho CRM, or similar platforms) and CRM best practices.
• Advanced proficiency in Microsoft Excel (PivotTables, Power Query, charts, formulas) and Microsoft PowerPoint; experience with Power BI, Tableau, or other business intelligence tools is highly preferred.
• Strong analytical and problem-solving skills with the ability to interpret complex sales data and translate insights into actionable recommendations.
• Experience in developing and presenting executive-level reports, dashboards, and performance metrics.
• Knowledge of sales performance management, pipeline management, forecasting methodologies, and pricing strategies.
• Excellent project management, planning, and organizational skills with the ability to manage multiple priorities and meet tight deadlines.
• Strong communication and presentation skills with the ability to effectively interact with senior management and cross-functional teams.
• Demonstrated leadership ability with experience coaching, mentoring, and driving accountability among sales teams.
• High level of accuracy, attention to detail, and commitment to data integrity and reporting compliance.
• Ability to collaborate effectively with Sales, Marketing, Operations, Production, and Finance to support business objectives.
• Results-oriented with strong business acumen and a continuous improvement mindset.
• Experience in the HVAC field is an advantage.