Distributors Sales Operations Specialist
Establishment Labs
full-time
Posted on:
Location Type: Hybrid
Location: Zagreb • Croatia
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About the role
- Drive a consistent and optimized customer journey process across the regions (onboarding → order → fulfilment → invoicing → collections).
- Establish scalable SOPs, trackers, and governance tools to improve operational consistency.
- Operational consistency in areas such as profitability, discount policy, cash collections and commercial support of DSO reduction.
- Track and interpret data from Customer Care, Finance, and Fulfilment teams to uncover trends, inefficiencies, and risks, allowing GM to better understand their market trends.
- Produce monthly regional Sales Operations reports covering revenue blockers, expiry risk, fulfilment issues, and margin leakage.
- Lead quarterly initiatives to reduce expired stock, improve PO/invoice visibility between Operations and Commercial teams, and lower OPEX tied to delivery, logistics, or discounting.
- Own discount governance processes to ensure adherence to flash and permanent consignment limits, and pricing integrity.
- Act as a direct operational partner to the GMx, providing insight and hands-on support to improve country-level performance.
- Liaise cross-functionally with Customer Care, Finance, Sales, and Supply Chain to implement regional best practices.
- Collaborate with Commercial and Demand Planning to manage stock visibility and reduce waste.
- Lead SKU rationalisation to reduce working capital in the region.
- Create and maintain a regional Commercial playbook. Harmonise processes across countries while accommodating local regulations and constraints.
Requirements
- Fluent in English written and oral communication
- 5+ years’ experience in Sales Operations, Commercial Operations, or similar roles
- Strong analytical and Excel/Google Sheets capabilities; experience with data dashboards (e.g., Power BI, Tableau)
- Excellent cross-functional collaboration skills, especially with Customer Care, Finance, and Commercial teams
- Understanding of ERP systems and order/invoicing workflows
- Experience implementing or scaling standard operating procedures (SOPs)
- Proven ability to influence stakeholders without direct authority
- Travel availability 15%
Benefits
- Interesting & competitive compensation plan
- Hybrid work - full time permanent employment contract
- Birthday day off
- A lot of autonomy & freedom
- Working for a thriving multinational that is financially very healthy & growing fast
- Working in an international environment with different cultures
- Dynamic Culture: Work with passionate, creative colleagues who value collaboration and results
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
Sales OperationsCommercial Operationsdata analysisExcelGoogle Sheetsdata dashboardsPower BITableauERP systemsstandard operating procedures
Soft skills
analytical skillscross-functional collaborationcommunicationinfluencing stakeholdersoperational supportproblem-solvingorganizational skillsleadershipcustomer journey optimizationtrend interpretation