Sales Operations Manager

Brain Works is partnering with a leading heavy‑duty industrial equipment distributor to place a Sales Operations Manager
. This high‑impact role is responsible for driving operational excellence, commercial discipline, and deal execution performance across the Machine Sales organization in Georgia. The organization is investing in a strong commercial operations leader who can bring structure, pricing rigor, and performance visibility to a complex, multi‑branch sales environment. This role sits at the center of revenue execution — owning quoting strategy, pricing governance, margin protection, and sales performance analytics.

Reporting to the Machine Sales Commercial Manager, this individual will serve as the operational backbone of Machine Sales, partnering cross‑functionally to improve forecast accuracy, accelerate deal velocity, and ensure profitable growth across the state.

As Sales Operations Manager
, you will operate at the intersection of strategy and execution — ensuring the sales organization has the structure, insights, and support needed to win complex equipment deals profitably.
This role blends commercial judgment with operational leadership. You will guide pricing and deal structure, strengthen sales process discipline, and improve data visibility to drive smarter decision‑making.
Key focus areas include:

• Elevating centralized quoting and pricing accuracy
• Protecting gross margin through disciplined deal structuring
• Improving funnel visibility and forecast reliability
• Driving operational efficiency across multi‑region sales teams
• Leveraging analytics to improve execution, accountability, and profitability

Major Tasks, Responsibilities & Key Accountabilities

• Develop and implement structured quoting and pricing processes aligned with corporate margin objectives
• Support Regional Sales Managers with deal strategy, pricing guidance, and commercial recommendations
• Partner cross‑functionally to ensure alignment across sales, service, parts, and finance
• Improve pipeline transparency, forecasting discipline, and sales velocity
• Support complex customer pursuits, ensuring speed and accuracy without sacrificing profitability

Deal Governance & Margin Management

• Review, structure, and approve equipment deals to protect gross profit
• Deploy OEM programs, incentives, and price protection strategies effectively
• Balance competitive positioning with long‑term margin sustainability
• Provide scenario modeling and financial insight to support key deal decisions
• Translate commercial data into actionable recommendations for leadership
• Lead and develop Sales & Pricing Analysts, Deal Coordination staff, and Sales Administrators
• Strengthen accountability, responsiveness, and service levels within the support organization
• Identify workflow bottlenecks and implement process improvements
• Standardize best practices across branches and regions
• Ensure CRM and internal systems are leveraged consistently and accurately
• Maintain accurate performance tracking, reporting, and dashboard visibility
• Analyze trends in pricing, discounting, win/loss, and gross margin
• Identify execution gaps and implement practical operational improvements
• Develop metrics that drive field accountability and performance discipline
• Support leadership decision‑making through data‑backed insights

Education & Experience

• Bachelor’s degree in Business, Finance, Operations, or related field preferred
• Experience in sales operations, commercial operations, pricing, or industrial equipment sales environments
• Proven experience supporting or leading multi‑region field sales organizations
• Experience in heavy equipment, construction, or industrial distribution environments strongly preferred

Required Qualifications & Skills

• Strong commercial and financial acumen with deep understanding of pricing and margin management
• Proven ability to influence sales execution without direct field authority
• Analytical mindset with the ability to convert data into strategic recommendations
• Strong communication and stakeholder management skills
• Ability to operate decisively in a fast‑paced, performance‑driven environment
• High ownership mentality with urgency and accountability

Preferred…