Description

The Lead – Sales Administration & Operations is responsible for leading sales administrative functions and operational execution for an assigned FMCG category. The role supports revenue delivery by ensuring strong back-office operations, accurate documentation, system integrity, and effective cross-functional coordination. The position plays a critical role in enabling sales teams, maintaining customer and distributor satisfaction, and ensuring operational excellence across the sales value chain.

Categories:

• Beverages
• Snacks & Cereals (Food Industry)
• Oils & Fats
• Home & Personal Care (HPC)

Reports To: Head of Sales / Commercial Manager

Location: As Assigned

Key Responsibilities

1. Sales Administration & Back-Office Operations

• Lead and manage the sales administration team to support category revenue targets and sales execution.
• Oversee all sales administrative activities, including order processing, documentation, invoicing coordination, and customer account management.
• Ensure sales documentation is accurate, complete, and processed within agreed timelines in line with company policies and internal controls.
• Maintain high standards of data accuracy and compliance across all sales operations processes.

2. Systems, Reporting & Controls

• Ensure effective utilization of SAP or other ERP systems for order management, invoicing, reporting, and customer master data management.
• Prepare, analyse, and present sales performance reports, dashboards, and operational metrics using ERP systems and advanced Excel tools.
• Maintain strong operational controls to support internal audits, compliance, and governance requirements.
• Identify system or process gaps and recommend improvements to enhance efficiency and accuracy.

3. Cross-Functional Coordination

• Work closely with production, dispatch, logistics, and supply chain teams to ensure timely order release, fulfillment, and delivery.
• Coordinate with the finance team on invoicing accuracy, credit controls, collections follow-up, and customer account reconciliation.
• Act as the primary operational interface between sales, operations, and finance functions.

4. Customer & Distributor Management

• Build and maintain strong working relationships with key customers, distributors, and business partners.
• Support high levels of customer satisfaction through efficient service delivery and timely resolution of operational issues.
• Monitor service performance and proactively escalate operational risks that may impact revenue or customer relationships.

5. Planning, Analysis & Continuous Improvement

• Analyse sales performance, market trends, and competitor activity to identify growth, efficiency, and service improvement opportunities.
• Develop, implement, and continuously improve sales operations procedures, reporting frameworks, and planning coordination processes.
• Drive continuous improvement initiatives aimed at enhancing operational efficiency, accuracy, and service quality across sales operations.

Requirements

Qualifications & Experience

Academic Qualifications

• Bachelor’s degree in Business Administration, Commerce, Supply Chain Management, or a related field.

Professional Experience

• 5–8 years’ experience in FMCG sales operations or sales administration, with demonstrated leadership responsibility.
• Strong back-office and administrative experience within a high-volume FMCG environment.
• Proven experience coordinating with production, dispatch, logistics, and supply chain teams.

Systems & Technical Skills

• Hands-on experience with SAP or a similar ERP system (mandatory).
• Advanced proficiency in Microsoft Excel and sales reporting tools.
• Strong understanding of sales operations processes, controls, and documentation management.

Key Competencies

• Sales operations and administrative leadership
• Process management and documentation control
• Cross-functional coordination and stakeholder management
• Analytical and data-driven decision-making
• Customer and distributor relationship management
• Strong communication, planning, and problem-solving skills

Preferred Background

• Experience in FMCG categories such as Beverages, Snacks & Cereals, Oils & Fats, or Home & Personal Care (HPC).
• Experience working in structured, high-volume FMCG organizations with established systems and controls.

Skills

• Multi-Skilled

• Lead and manage the sales administration team to support category revenue targets and sales execution.
• Oversee all sales administrative activities, including order processing, documentation, invoicing coordination, and customer account management.
• Ensure sales documentation is accurate, complete, and processed within agreed timelines in line with company policies and internal controls.
• Maintain high standards of data accuracy and compliance across all sales operations processes.
• Ensure effective utilization of SAP or other ERP systems for order management, invoicing, reporting, and customer master data management.
• Prepare, analyse, and present sales performance reports, dashboards, and operational metrics using ERP systems and advanced Excel tools.
• Maintain strong operational controls to support internal audits, compliance, and governance requirements.
• Identify system or process gaps and recommend improvements to enhance efficiency and accuracy.
• Work closely with production, dispatch, logistics, and supply chain teams to ensure timely order release, fulfillment, and delivery.
• Coordinate with the finance team on invoicing accuracy, credit controls, collections follow-up, and customer account reconciliation.
• Act as the primary operational interface between sales, operations, and finance functions.
• Build and maintain strong working relationships with key customers, distributors, and business partners.
• Support high levels of customer satisfaction through efficient service delivery and timely resolution of operational issues.
• Monitor service performance and proactively escalate operational risks that may impact revenue or customer relationships.
• Analyse sales performance, market trends, and competitor activity to identify growth, efficiency, and service improvement opportunities.
• Develop, implement, and continuously improve sales operations procedures, reporting frameworks, and planning coordination processes.
• Drive continuous improvement initiatives aimed at enhancing operational efficiency, accuracy, and service quality across sales operations.

• SAP or similar ERP system
• Microsoft Excel
• Sales reporting tools
• Sales operations processes
• Controls and documentation management
• Communication
• Planning
• Problem-solving

• Bachelor’s degree in Business Administration, Commerce, Supply Chain Management, or a related field.
• 5–8 years’ experience in FMCG sales operations or sales administration, with demonstrated leadership responsibility.
• Strong back-office and administrative experience within a high-volume FMCG environment.
• Proven experience coordinating with production, dispatch, logistics, and supply chain teams.
• Hands-on experience with SAP or a similar ERP system (mandatory).
• Advanced proficiency in Microsoft Excel and sales reporting tools.
• Strong understanding of sales operations processes, controls, and documentation management.
• Sales operations and administrative leadership
• Process management and documentation control
• Cross-functional coordination and stakeholder management
• Analytical and data-driven decision-making
• Customer and distributor relationship management
• Strong communication, planning, and problem-solving skills