Job Description

Position and Scope

Tide Rock is seeking an experienced Revenue Operations Manager. This individual will play a critical role in optimizing revenue operations and processes across Tide Rock’s portfolio companies. This position requires deep Salesforce expertise, proficiency in creating actionable insights through operational dashboards, strong analytical skills, and experience aligning revenue operations to improve sales effectiveness and business outcomes.

Primary responsibilities include Salesforce implementation, dashboard configuration, data accuracy assurance, comprehensive sales team training, territory design and deployment, budgeting and forecasting improvements, reporting enhancements, and issue troubleshooting. This role is instrumental in ensuring portfolio companies efficiently achieve their revenue growth objectives.

Responsibilities:

Salesforce Management:

• Lead the customization of Salesforce CRM tailored specifically for B2B manufacturing and industrial sales processes, including dashboard creation, report generation, ongoing data management, sales team training, and effective issue troubleshooting.

Territory Design & Deployment:

• Develop and deploy territory structures to optimize market coverage, maximize sales efficiency, and support strategic growth objectives.

Sales Planning & Reporting:

• Improve portfolio companies’ budgeting to sales planning process to enhance understanding how each business will achieve its revenue targets.

Revenue Forecasting & Analytics:

• Develop robust, data-driven forecasting and analytics systems to enhance visibility, accuracy, and decision-making tailored to manufacturing and industrial contexts.

KPIs & Performance Metrics:

• Establish operational performance dashboards with relevant metrics, analyze data to uncover trends, and communicate insights clearly to improve business decisions.

Cross-Functional Alignment & Enablement:

• Create and implement operational frameworks that foster collaboration and accountability across sales, operations, and customer service teams, particularly in a manufacturing setting.

Customer Lifecycle & Relationship Management:

• Develop and maintain metrics and processes aimed at effectively managing customer retention, improving customer satisfaction, and identifying expansion opportunities within industrial and manufacturing customer segments.

Pricing & Margin Management:

• Regularly evaluate and adjust pricing strategies and margin management tactics, leveraging competitive market insights to optimize profitability in manufacturing contexts.

Pipeline & Sales Process Management:

• Improve pipeline visibility and accuracy, manage funnel metrics proactively, and ensure manufacturing sales processes are streamlined and efficient.

Incentive & Compensation Management:

• Design and implement clear, effective, and measurable incentive and compensation programs aligned with strategic revenue and operational objectives.

Sales Technology Stack Optimization:

• Oversee the adoption and optimization of appropriate technology solutions and CRM capabilities suitable for the manufacturing and industrial sub-component sectors, with an emphasis on modern AI sales technologies.

Qualifications:

• A minimum of 3 years in a B2B revenue operations role.
• Extensive Salesforce CRM experience, specifically tailored to manufacturing and industrial sales environments.
• Proven track record of successfully managing Salesforce, training sales teams, resolving operational issues, and driving adoption and compliance
• Strong analytical skills with the ability to interpret operational data and drive actionable outcomes.
• Exceptional collaboration and communication skills to influence cross-functional teams effectively.
• Familiarity with B2B manufacturing sales cycles, pricing strategies, customer relationship management, territory design, pipeline management, budgeting, and forecasting.
• Proven capability in selecting, implementing, and optimizing sales technology solutions.

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