Director, Sales Operations

Job description

OVERVIEW The Director, Sales Operations is a strategic commercial leader responsible for building and leading Salomon's Sales Operations function across North America. This role serves as a key business partner to Sales Leadership and cross-functional teams, driving operational excellence, commercial planning, forecasting, digital tool development, business analytics, systems optimization, and process improvement. The Director will establish the infrastructure, tools, and operating rhythms needed to support Salomon's growth ambitions while ensuring the commercial organization can make data-driven decisions and execute efficiently. This role manages a developing Sales Operations team and serves as the primary liaison between Sales, Planning, Finance, Supply Chain, Customer Service, Marketing, and Digital Innovation teams. WHAT MAKES THIS A GREAT PLACE TO WORK & PLAY: Hybrid work schedule A generous PTO policy, plus 15 paid annual holidays and 3 floating holidays Half-day Fridays for 5 months of the year An exceptional employee discount on all our products and sister brands (Arc’teryx, Armada, Atomic, Wilson) Complimentary gym membership and resort season pass to local locations & mountains Opportunities to engage in the community and with industry partners ESSENTIAL DUTIES & RESPONSIBILITIES To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily: Commercial Strategy & Business Enablement Partner with sales leadership to develop annual business plans, growth strategies, and commercial priorities. Translate business objectives into scalable operational processes and reporting frameworks. Lead strategic initiatives that improve organizational effectiveness and support long-term growth objectives. Identify opportunities to improve sales productivity and customer experience through process optimization and technology. Forecasting & Business Planning Own consolidated sales forecasting processes across channels, accounts, and product categories. Drive forecast accuracy through disciplined review processes and performance reporting. Partner closely with Planning to align marketplace demand forecasts with inventory and supply strategies. Support seasonal planning, budget development, and target setting. Manage order flow in alignment with Sales targets + Objectives Business Analytics & Insights Establish and lead a best-in-class commercial analytics capability. Deliver actionable insights regarding account performance, sell-through trends, market opportunities, and business risks. Develop executive dashboards and KPI frameworks that improve decision-making. Ensure data integrity and consistency across reporting systems. Order Book Management & Revenue Execution Own and manage the wholesale order book across all accounts and channels, ensuring accuracy and alignment with seasonal revenue targets. Coordinate monthly shipment schedules in partnership with DC, Customer Service, Logistics, Planning, and Sales to ensure timely and accurate order fulfillment. Monitor and manage order book health, including at-once orders, future orders, cancellations, and open commitments. Lead dilution tracking processes, including discounts, markdowns, chargebacks, and allowances, ensuring visibility and accountability across commercial teams. Partner with Finance and Sales leadership to execute against revenue targets, identifying risks and opportunities within the order book on a rolling basis. Drive cross-functional alignment, coordination and execution to deliver monthly and quarterly sales plan. Systems, Tools & Data Management Oversee CRM, B2B ordering platforms, sales reporting tools, digital sell in tools, and related commercial technologies. Develop a long-term roadmap for digital sales enablement capabilities. Manage sales data governance and reporting standards. Own all sell in and sell thru dashboards and data feeds. Build and maintain Wholesale door tracking across NAM Drive adoption and optimization of commercial systems and tools. Commercial Operations Leadership Oversee account administration, agency administration, commission programs, and commercial policies. Manage, track and memorialize sales terms and account related agreements Establish standardized processes that improve consistency, transparency, and execution. Ensure balanced operational support across all sales channels and customer segments. Lead continuous improvement initiatives across commercial operations. Team Leadership Build and develop a high-performing Sales Operations organization. Coach and develop direct reports while fostering a culture of accountability and collaboration. Manage priorities and resource allocation across multiple business initiatives. QUALIFICATIONS, SKILLS, ABILITIES & COMPETENCIES The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 10+ years of progressively responsible experience in sales operations, commercial operations, business planning, or related functions. 5+ years leading teams and cross-functional initiatives. Strong experience in forecasting, analytics, commercial planning, and business process design. Advanced proficiency with reporting and business intelligence tools. Experience in consumer goods, sporting goods, footwear, apparel, or outdoor industries preferred. Exceptional leadership, communication, and stakeholder management skills. PHYSICAL DEMANDS & WORKING ENVIRONMENT The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk and hear. The employee is frequently required to sit, stand, and walk. The employee must occasionally kneel, stoop, crouch, twist and lift to 30 pounds, with or without accommodation. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate but can involve exposure to varying noise levels as well as flashes of light. Amer Sports is a sporting goods company with internationally recognized brands including Salomon, Arc’teryx, Peak Performance, Atomic and Wilson. “The Mountain Sport Company”, Salomon was born in 1947 in the heart of the French Alps and the birthplace of modern alpinism. Salomon’s commitment to innovative design and passion for mountain sports created a vast range of revolutionary new concepts in bindings, boots, skis and apparel for both Alpine and Nordic skiing and brought innovative solutions to footwear, apparel and equipment for snowboarding, adventure racing, mountaineering, hiking, trail running, and many other sports. Through performance driven design, Salomon delivers innovation and progression to mountain sports; converting new ideas into action and expanding the limits of possibility. Salomon’s heritage, culture, and commitment are tied together by one simple concept: the world’s leading mountain people creating the world’s leading mountain products. Salomon is responsibly committed towards the outdoor through its sustainability program. Diversity is one of Salomon’s five values, therefore we are committed to creating an inclusive environment for all. Salomon is headquartered in Annecy, France.