Sales Operations Manager

Company Description YES MADAM is India’s most trusted and transparent home salon and tech-enabled platform for beauty and wellness, delivering salon and spa services directly to customers’ homes. Since 2017, the company has grown to serve over 12 million customers, working with more than 10,000 beauty professionals across 55+ cities, supported by a profitable franchise model even in tier-three locations. The organization aims to scale to over 300 cities and serve 100 million customers daily, while preparing to launch YES MADAM 2.0 with AI-driven personalized beauty and wellness experiences. The team includes IIT graduates, MBAs, and professionals from diverse backgrounds, combining operations, technology, education, and marketing to build customer trust and transform the beauty and salon landscape.
Job Description – Sales Operations Manager
Job Title: Sales Operations Manager
Department: Sales / Business Operations
Location: Noida
Reporting To: Head of Sales / Business Head
Role Type: Full-Time
Job Summary
We are looking for a highly analytical and execution-focused **Sales Operations Manager** to drive sales planning, performance management, process governance and operational efficiency across the sales organisation.
The role will be responsible for building strong sales operating mechanisms, ensuring accurate reporting and forecasting, improving sales productivity, managing sales processes and enabling the sales team to achieve its business targets.
The Sales Operations Manager will work closely with Sales Leadership, Finance, Marketing, Product and Business Operations to provide actionable insights and create a scalable, data-driven sales organisation.
Key Responsibilities
1. Sales Planning & Target Management
* Support the development of monthly, quarterly and annual sales plans.
* Assist in setting sales targets at individual, team, territory and city levels.
* Ensure appropriate target allocation based on business potential, historical performance and capacity.
* Track target achievement on a daily, weekly and monthly basis.
* Identify performance gaps and highlight areas requiring leadership intervention.
* Develop recovery plans for underperforming teams, territories or sales channels.
* Support leadership with annual operating plans and sales capacity planning.
2. Sales Performance Management
* Build a robust sales performance management framework.
* Monitor individual and team-level sales productivity.
* Track key sales metrics and identify performance trends.
* Analyse performance gaps and provide actionable recommendations.
* Conduct regular sales performance reviews with stakeholders.
* Prepare daily, weekly and monthly sales performance reports.
Key Metrics to Track:
* Revenue achievement
* Target achievement %
* Number of conversions
* Lead conversion %
* Sales productivity
* Revenue per salesperson
* Average order value
* Pipeline value
* Win rate
* Sales cycle time
* Lead response time
* Follow-up adherence
3. Sales Pipeline & Funnel Management
* Monitor the complete sales funnel from lead generation to conversion.
* Track lead allocation and lead ageing.
* Ensure timely follow-ups by the sales team.
* Identify leakages across the sales funnel.
* Analyse conversion rates at every stage.
* Monitor pipeline coverage against sales targets.
* Ensure adequate pipeline availability for the sales team.
* Work with Sales Leadership and Marketing to address lead-quality and volume gaps.
Funnel Governance:
**Leads → Contacted → Qualified → Interested → Proposal/Consultation → Converted**
Track:
* Stage-wise conversion %
* Lead ageing
* Pipeline value
* Pipeline coverage
* Drop-off reasons
* Lost opportunities
* Follow-up compliance
4. CRM & Sales Process Governance
* Ensure complete adoption of CRM systems across the sales organisation.
* Maintain high CRM hygiene and data accuracy.
* Define and monitor mandatory sales activities.
* Ensure leads and opportunities are updated accurately.
* Monitor follow-up compliance.
* Track overdue tasks and inactive leads.
* Develop sales process controls and governance mechanisms.
* Identify process gaps and recommend improvements.
Key CRM Metrics:
* CRM adoption %
* Data accuracy %
* Lead update compliance
* Follow-up compliance
* Overdue follow-ups
* Lead ageing
* Opportunity ageing
5. Sales Forecasting
* Develop and maintain sales forecasting mechanisms.
* Analyse historical performance and current pipeline.
* Prepare weekly and monthly sales forecasts.
* Track forecast accuracy.
* Identify risks to revenue achievement.
* Provide early-warning indicators to Sales Leadership.
* Support teams in creating recovery plans where forecasts indicate a shortfall.
6. Sales MIS & Analytics
* Develop automated dashboards and reports for Sales Leadership.
* Ensure availability of accurate and timely sales data.
* Build daily, weekly and monthly MIS.
* Analyse sales performance and generate actionable insights.
* Identify trends, opportunities and performance risks.
* Prepare leadership presentations and business review decks.
Key Reports:
* Daily Sales Dashboard
* Target vs Achievement Report
* Salesperson Productivity Report
* Pipeline Report
* Funnel Conversion Report
* Lead Ageing Report
* Forecast Report
* City/Territory Performance Report
* Weekly Business Review
* Monthly Business Review
7. Sales Productivity & Efficiency
* Analyse salesperson productivity and utilisation.
* Identify barriers affecting sales performance.
* Develop productivity improvement initiatives.
* Standardise best practices across teams.
* Monitor activity-to-output ratios.
* Identify high-performing behaviours and replicate them across the organisation.
* Improve sales capacity and efficiency.
8. Incentive & Commission Management
* Support the design and implementation of sales incentive programs.
* Ensure accurate calculation of sales incentives and commissions.
* Validate performance data used for incentive calculations.
* Coordinate with Finance and HR for timely incentive payouts.
* Analyse the effectiveness of incentive programs.
* Identify loopholes or unintended behaviours created by incentive structures.
* Recommend improvements to incentive plans.
9. Cross-Functional Coordination with Marketing, Finance, Operation & Business
10. Sales Process Improvement & Automation
* Identify inefficiencies in the sales process.
* Simplify and standardise sales workflows.
* Identify opportunities for automation.
* Improve CRM workflows and reporting.
* Reduce manual reporting requirements.
* Implement scalable sales operating mechanisms.
* Drive continuous process improvement.
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Key Result Areas (KRAs)
| KRA | Responsibility |
| ---------------------- | ------------------------------------------------------ |
| Sales Performance | Drive visibility and improvement in target achievement |
| Sales Planning | Support effective target and capacity planning |
| Pipeline Management | Maintain healthy pipeline coverage and conversion |
| CRM Governance | Ensure strong CRM adoption and data hygiene |
| Forecasting | Improve sales forecast accuracy |
| Sales Productivity | Improve salesperson efficiency and output |
| MIS & Analytics | Deliver accurate and actionable business insights |
| Incentive Management | Ensure accurate and effective incentive governance |
| Process Excellence | Improve sales processes and automation |
| Stakeholder Management | Ensure effective cross-functional collaboration |
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Key Performance Indicators (KPIs)
1. Sales Target Achievement – 20%
* Team revenue achievement vs target
* Target achievement %
* Recovery of performance gaps
* City/territory achievement
2. Sales Productivity – 15%
* Revenue per salesperson
* Conversions per salesperson
* Productivity improvement %
* Activity-to-conversion ratio
3. Pipeline & Conversion – 15%
* Pipeline coverage
* Lead-to-conversion

Work arrangement
No