Sales Operations Manager

Enotria; Acton; On-site; GBP 60,000 - 90,000; Full time

Benefits offered by this job

Staff Discount up to 20%

Life Assurance

Contributory Company Pension Plan

Access to Retail Trust

Job summary

Enotria is seeking a Sales Operations Manager to lead a team responsible for sales operations and customer commercial support. The role focuses on pricing, catalogue management, and data integrity across all sales channels, with direct report to the Commercial Operations Director.

You will drive Salesforce-based workflows, lead regional operations, and ensure efficient onboarding of new business while supporting strategic planning and margin management.

Qualifications

• Proven track record leading commercial/sales ops teams.
• Experience with Salesforce and MS Excel in a sales ops context.
• Strong analytical skills for insightful reporting and decision support.
• Excellent written and verbal communication with stakeholders and customers.
• Degree educated; WSET qualification or industry background preferred.

Responsibilities

• Lead a team of Sales Operations Executives and Customer Commercial Executives.
• Oversee pricing, catalogues, and annual price changes.
• Manage pipeline, lead allocation, and CRM data integrity in Salesforce.
• Coordinate regional sales support and tender activity to meet SLAs.
• Drive adoption of sales tools and cross-functional collaboration.
• Support commercial proposals and financial modelling.

Skills

Leadership & Management

Salesforce experience

Analytical reporting

Communication & Stakeholder management

Account management background

Education

Bachelor's degree or higher

WSET qualification

Tools

Salesforce

Navision ERP

MS Office (Excel)

Job description

Are you an experienced operational leader with a passion for driving commercial growth, optimising sales processes, and empowering high-performing teams?

At Enotria, we are the UK’s leading premium wine and spirits supplier. We are looking for a dynamic Sales Operations Manager to join our leadership team!

About the Role

Reporting directly to the Commercial Operations Director, the Sales Operations Manager (SOM) plays a pivotal role in driving strategic business planning, optimising account operations, and elevating customer experience across all sales channels (National, Off Trade, Prestige, and Regional).

You will lead and inspire a team of 6x Sales Operations Executives and 2x Customer Commercial Executives, ensuring scalable operational support, accurate pricing/margin management, and seamless onboarding of new business.

Key Responsibilities

Sales Enablement & Process Optimisation

• Team Leadership: Direct, mentor, and empower a team of Sales Operations and Customer Commercial Executives to deliver high-quality operational support.
• Process & Tool Adoption: Drive the implementation and adoption of sales productivity tools and CRM systems (Salesforce), driving automation and workflow efficiency across all sales channels.
• Scale & Regional Operations: Oversee operational support for scale customers, coordinate tenders, and manage regional sales support to consistently meet SLAs.
• Pipeline & Lead Management: Oversee lead allocation and maintain an accurate, robust new business pipeline in Salesforce.
• Cross-Functional Collaboration: Direct dedicated channel operations (including Majestic Wine) and foster open communication across internal departments and key stakeholders.
• Pricing & Catalogue Management: Oversee customer pricing loads, management of ordering platforms, catalogues, and annual price changes (CPI).
• Financial & Margin Accuracy: Review and challenge margins, and assist with commercial proposals, financial modeling, and ex-cellar shipment coordination.
• Data Integrity & Compliance: Ensure all customer-specific data, portals, and reporting systems are accurately maintained.
• Continuous Improvement: Identify and implement optimised, scalable ways of working that drive sustainable commercial performance and an enhanced customer experience.

Essential Experience & Skills:

• Leadership & Management: Proven track record of line-managing teams in a commercial, financial, or sales operational environment (1+ years management experience).
• CRM & Tech Savvy: Strong experience utilising Salesforce and proficiency in MS Office (intermediate to advanced Excel).
• Commercial & Analytical Acumen: Excellent analytical skills with the ability to build insightful reporting that informs strategic decision-making.
• Communication & Stakeholder Management: Outstanding written and verbal communication skills; adept at managing relationships with customers, internal teams, and senior leadership.
• Attributes: High-energy self-starter with a problem-solving mindset, strong attention to detail, and excellent organizational abilities.
• Degree educated.
• WSET qualification (or background in the wine & spirits industry / FMCG).
• Experience with Navision ERP software.
• Account management or customer service background.

What's in it for you:

• A competitive salary & performance related bonus
• Up to 20% Staff Discount across Group
• Access to Retail Trust
• Life Assurance
• A contributory Company Pension Plan

Why Join Enotria?

Join a passionate, energetic team working with some of the world’s most prestigious wine producers and drinks brands. We offer a collaborative environment where your operational leadership will directly impact business strategy and commercial growth.