Sales Operations Manager

Sales Operations Manager

Job Number: 15382

Waterdown, Ontario

About L3HARRIS WESCAM

As a subsidiary of L3Harris Technologies and within the Integrated Mission Systems Segment, the WESCAM division develops the most advanced optical sensor and targeting systems for global defense and military sectors, National Security, Search & Rescue and Airborne law enforcement agencies. From long-range covert surveillance missions to search and rescue operations, our MX-series systems, and the mission systems solutions they are a part of, produce stabilized high-magnification electro-optical and infrared images from airborne, marine and ground based platforms, enabling our customers to see first and act first.

About the Role

The Sales Operations Manager will have two key focus areas to support the growing Business Development Team. Starting with Demand Management, they will be responsible for recognizing and managing customer demand for both Product & Service. They will forecast anticipated demand for sales and operations planning and master production scheduling. The Demand team will interact with departments responsible for all streams of demand (Marketing, Sales, Program, Service sales, and Operations) to facilitate the planning process for sales and operations planning. This will be accomplished under the supervision of the Director, Demand Management.

The Demo team management is the other focus area for the Sales Operations Manager, which is a dynamic and fast-paced area that focuses on responding to the needs of our customers requesting Product Demonstrations in the field. You will work with multiple cross-functional departments, as well as international stakeholders, to support our growing customer base. As we expand into new international markets, there will also be an increase of regulatory requirements that require additional oversight from the Sales Operations Manager.

The successful candidate will be a self-driven leader with strong planning and exceptional communication skills enabling them to work effectively - internally and with our customers. Success in the role will be defined by the ability to effectively manage project needs, internal and external stakeholder relationships, and the ability to tackle, escalate, and resolve issues creatively while ensuring deadlines are met.

Primary Responsibilities

• Develop and maintain forecasts of aggregate demand in support of both Sales and Operations Planning (S&OP) and local Master Scheduling.
• Provide assistance to the sales organization in the development of Forecast Bookings & Sales Plans, including understanding and communicating the assumptions upon which the plans are based.
• Provide product/service mix forecasts in support of local Master Scheduling Activities.
• Provide forecasts of demand for new products and/or new markets, working with product and marketing managers as appropriate.
• Manage changes to backlog that are beyond the time fences, working with the Program Management Office as appropriate.
• Establish, maintain, and utilize forecasting and communication tools for accomplishing the above.
• Assist in the development of marketing/manufacturing strategies, policies, and objectives including the sales and operations planning policy, customer service objectives, inventory levels, backlog/lead time objective, and planning time fences.
• Assist with planning bill of material and product structures, working with local Managers, Operations Scheduling to ensure a balance between Demand and Supply needs.
• Monitor Bookings & Sales demand performance to plan, providing detailed feedback to all streams of demand for use at the S&OP Meetings.
• Assist in the development of the 5-year forecasting process.
• Consolidation and reporting of Marketing & Sales Operating Budget.
• Provide necessary training to internal personnel in all aspects of demand management, forecasting, order entry, etc.
• Provide communication/awareness sessions plus training to external persons (customers) in demand management concepts and practices.
• Act as the technical expert in matters concerning the use of the computer system for order entry, demand management, forecasting, etc.
• Be the day-to-day point of contact for the local Managers of Operations Scheduling to assist in the resolution of order promising situations, priority conflicts, safety stock, customer delivery difficulties, evaluation of what-if simulations, and similar demand vs. supply conflicts.
• The Demand Manager will work closely with the Manager of Operations Scheduling to achieve the optimal balance of customer responsiveness and production stability.

• Plan, schedule, and monitor activities & tasks necessary to complete WESCAM demo and tradeshow technical activities.
• Lead and control both internal and external resources ensuring the appropriate personnel are assigned to the tasks to effectively execute the demos and tradeshow.
• Interface with all stakeholders on schedules, meetings, and issues. Keeps all parties informed on the program status.
• Advise management on demo status and issues, including scheduling/priority delays and initiate plans for alternative actions on a regular basis.
• Lead a cross-functional team consisting of Customer Service, Logistics, Exports, Sales & Marketing through all phases of demo and tradeshows.
• Coordinate all project activities amongst cross-functional team members to ensure schedule, budget, and quality adherence to agreed-upon project milestones.
• Organize and chair reviews, project stage gate reviews, and weekly project team meetings.
• Develop, maintain, and report on demo budgets.
• Lead the management of the Demo asset pool, including forecasting of new asset requirements and disposition of older assets.
• Participate in sales review meetings.

Required Capabilities

• Knowledge of the company’s products and manufacturing process.
• In-depth knowledge of forecasting methodologies.
• Excellent communication and interpersonal skills.
• Proficient in MS Excel, MS Word, MS Visio, MS Access, and MS PowerPoint (MS Office).
• Ability to develop strong working relationships with Sales Account Manager and staff of various departments.
• Strong Project Management skills and the ability to handle multiple projects and meet deadlines.
• Excellent organizational, analytical, and problem-solving skills.
• Ability to learn L3 Wescam’s business processes.
• Strong initiative and the ability to anticipate potential problems.
• Excellent interpersonal skills with an ability to handle multiple tasks and effectively balance priorities.
• Ability to communicate project-related and technical details clearly.

Desired Education and Experiences

• Bachelor’s Degree and minimum 9 years prior related experience, or Graduate Degree with a minimum of 7 years of prior related experience.