Company & Position Overview
BrainWorks 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.
What You Will Be Doing
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
- Strategy & Commercial Execution
- 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
Sales Enablement & Operational 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
Systems, Analytics & Continuous Improvement
- 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 Qualifications
- Experience leading quoting or pricing governance functions
- Familiarity with OEM pricing programs and competitive equipment markets
- Experience improving forecast accuracy and sales funnel discipline
- Background in multi-branch or high-volume equipment sales operations
Travel
- Minimal travel required; primarily Georgia-based
- Metro Atlanta-based preferred
Who We Are Looking For
This role is ideal for a commercially disciplined operator who thrives behind the scenes driving field performance. You are structured, analytical, and comfortable influencing experienced sales leaders. You bring financial rigor, process discipline, and a strong bias toward action — ensuring revenue growth is profitable, predictable, and scalable.
What We Offer
- Competitive compensation with bonus potential
- 401(k) with strong company match and profit sharing
- Full medical, dental, and vision coverage
- Paid holidays and personal time off
- Wellness and financial wellness programs
- Ongoing training and career development
- Long-term advancement opportunity within a growing organization
BraiWorks offers several distinct practice areas, each directed by a Partner with extensive experience, and knowledge of current trends and industry challenges in their specific discipline. BrainWorks practice areas include the following: Accounting & Finance; Accounting & Finance Interim; Analytics, Data Science & Data Governance; Commodities Technology & Trading; Consumer Products; CRM & Direct Marketing; Cybersecurity; Ecommerce & Digital Marketing; Human Resources; IT & Data Engineering; Market Research & Consumer Insights; Operations & Supply Chain; Private Equity & Portfolio Company Leadership; and Sales.
BrainWorks prides itself on quality, speed and GUARANTEED RESULTS, delivered through our unique QUASAR approach. When you partner with BrainWorks, your company will receive intelligence and industry expertise from consultants who are trustworthy, caring and passionate about your business needs. https://brainworksinc.com
BrainWorks specializes in connecting industrial organizations with top-tier talent to drive operational excellence and business performance. Our Industrial Practice partners with organizations ranging from start-ups to Fortune 100 companies to deliver exceptional professionals who align with your business goals and industry demands.
With extensive knowledge of the challenges and opportunities in the industrial sector, our consultants leverage deep expertise and a vast candidate network to provide tailored solutions. Through our proven process BrainWorks delivers quality, speed, and results. Learn more at brainworksinc.com.
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Industry 1: Building Materials
Industry 2: Construction
Industry 3: Logistics and Supply Chain
Job ID: 57443181411
Category: Industrial
Location: Sandy Springs, GA