Greif

Sales Operations Manager

• Responsible to develop processes and execute on initiatives that improve the effectiveness of Greif’s selling organization.
• This includes managing the CRM platform (adoption, training, enhancements) and partnering with commercial and marketing functions to provide tools to accelerate the impact of our commercial team.
• Own end-to-end performance and strategic evolution of Greif’s CRM platform to drive commercial excellence.
• Increase CRM adoption, data integrity, and pipeline visibility to enable disciplined opportunity management.
• Lead CRM expansion into new product segments and geographies to support growth initiatives.
• Partner with IT to continuously enhance CRM functionality aligned with sales strategy, pricing discipline, and customer segmentation priorities.
• Ensure accurate account ownership, customer setup governance, and reporting integrity.
• Define, track, and continuously improve core commercial KPIs aligned to Good to Great objectives.
• Maintain & report on management dashboards and insights to inform commercial leadership decision-making.
• Identify performance gaps and lead action planning to improve results across regions and segments.
• Lead cross-functional initiatives to streamline and standardize sales processes across regions.
• Implement scalable best practices in opportunity management, account planning, and value-based selling.
• Facilitate the enterprise Account Planning process to strengthen strategic customer penetration and retention.
• Build capabilities in: Value-based selling, Strategic account management, Product knowledge & solution positioning.
• Ensure field readiness for new product launches and innovations (training, value messaging, competitive positioning, sell sheets).
• Monitor and analyze funnel health by stage, region, product, and customer segment.
• Identify risks and opportunities to improve pipeline velocity and forecast reliability.
• Provide regular commercial performance insights to executive and regional leadership.
• Partner with Marketing and regional commercial leaders to design and operationalize a structured New Logo acquisition strategy aligned to priority industries, segments, and geographies.
• Establish and govern standardized lead management processes (capture, qualification, routing, response time SLAs, follow-up cadence).

Sales Enablement Manager