Sales Operations Manager

The Sales Operations Manager leads a team responsible for the end-to-end Quote-to-Order process, ensuring operational excellence across quoting, order entry, backlog management, and pre-sales support. This role champions accuracy, timeliness, and compliance in all activities, including RFIs, RFPs, pricing coordination, and contract booking, while driving process improvements and resolving escalations. The manager collaborates closely with Sales, Finance, Operations, and Distribution to enhance internal customer satisfaction and achieve business objectives.

The ideal candidate brings deep expertise in order management and sales operations, with proven leadership experience in managing cross-functional teams. Strong technical proficiency in CRM, CPQ, and ERP systems, combined with analytical and problem-solving skills, is essential. The ability to foster team development, optimize workflows, and deliver measurable improvements in accuracy, cycle time, and compliance is highly valuable.

Essential Duties and Responsibilities

• Champion operational performance across the Quote-to-Order cycle, ensuring precision in quoting, efficiency in order processing, and adherence to internal controls and customer commitments.
• Oversee pre-sales support activities, including scoping, qualification, surveys, pricing coordination, and proposal preparation, ensuring alignment with business objectives and compliance standards.
• Ensure timely submission of RFIs, RFPs, quotes, and margin approvals, maintaining accuracy and compliance across the Quote-to-Order process.
• Support account onboarding, customer data updates, and forecasting activities to enable sales growth and retention
• Lead a team responsible for order entry and sales support activities, driving operational excellence and continuous improvement across booking, backlog management, quoting, and pre-sales coordination.
• Own accountability for resolution of order and billing-related escalations, coordinating cross-functional teams to deliver effective and timely outcomes.
• Promote company objectives through collaboration with Sales, Finance, Operations, and Distribution to enhance internal customer satisfaction and operational efficiency.
• Define and implement process improvements, cost-saving initiatives, and risk mitigation strategies based on performance metrics and stakeholder feedback.
• Ensure accurate and timely booking and documentation through coaching, audits, and adherence to internal controls and policies.
• Oversee reporting on order entry and sales support performance, backlog status, and progress against business targets, ensuring data accuracy and transparency.
• Drive team development through training, performance management, and knowledge sharing to support operational excellence.
• Maintain oversight of documentation standards, ensuring proper storage and accessibility for audit and compliance purposes.
• Report regularly to leadership on performance, escalations, and strategic initiatives.
• Perform other duties as assigned to support continuous improvement and customer success objectives

Qualifications, Education, and Experience

• Bachelor’s degree in Business Administration, Supply Chain, Finance, or a related field preferred; equivalent experience in Quote-to-Order operations will be considered.
• 7+ years of experience in order management, sales operations, or Quote-to-Order process roles, with at least 3 years in a leadership capacity managing cross-functional teams.
• Advanced certifications such as Lean Six Sigma, Project Management Professional (PMP), or Salesforce/CPQ administration are highly valued.
• Proven ability to lead regional or multi-country Quote-to-Order operations, delivering measurable improvements in accuracy, cycle time, and customer satisfaction.
• Demonstrated experience in managing complex quoting, booking, and order fulfillment processes, ensuring compliance with internal controls and business objectives.

Technical Skills

• Proficient in CRM and CPQ tools (e.g., Salesforce, SAP CPQ) for quoting, pricing, and margin approval workflows.
• Experienced with ERP systems (e.g., SAP, Oracle) for contract booking, order entry, and backlog management.
• Skilled in Microsoft Office Suite and collaboration platforms (e.g., SharePoint, Teams).
• Familiar with financial tools and techniques.
• Knowledge of workflow automation and reporting tools.

Language Skills

• Proficiency in English (required).
• Desired competency in a second language, Spanish or French.
• Excellent stakeholder management and communication skills, capable of driving collaboration across Sales, Finance, Operations, and Distribution teams

Leadership & Management

• Strategic Process Leadership: Ability to drive end-to-end Quote-to-Order process excellence, aligning team performance with business objectives and compliance standards.
• Cross-Functional Collaboration: Skilled at building strong partnerships across Sales, Finance, Operations, and Distribution to resolve issues and optimize workflows.

Team Development & Accountability: Proven capability to coach, mentor, and empower teams, fostering a culture of ownership, continuous improvement, and customer focus.

HIRING SALARY RANGE: (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.)  This position includes a competitive benefits package. For details, please visit the Employee Benefits tab on our main careers page at https://www.johnsoncontrols.com/careers

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.