AVP - Sales Operations

Job Summary

AVP - Sales Operations

Location

Jaipur

Experience

15+ years

Employment Type

Full-time

Role Overview

Fabriclores sales function has grown organically across strategic, field and inside sales, spread across geographies, with regional team leads already in place or in the hiring pipeline. Whats missing is a single leader who owns the sales number end-to-end - someone who translates company targets into granular, trackable accountability at the regional-manager and individual-rep level, to review performance data closely and stay close to the regional managers day-to-day.

This is a leadership role, not an individual-contributor sales role. The person will not carry a personal sales quota - they are accountable for the collective number, the structure that delivers it, and the discipline of the data behind it.

Key Responsibilities

• Target Ownership & Cascading
• Own the companys total sales target; break it down into region-, level-, and rep-level targets with clear individual accountability
• Continuously reforecast and reset targets as market/regional conditions shift
• Team Leadership & Structure
• Directly manage the regional sales managers/team leads; be the day-to-day point of contact the CEO currently doesnt have bandwidth to be
• Shape and evolve the org structure as the team scales past 25 - additional layers, territory splits, level definitions (junior/senior rep, team lead, regional manager)
• Own hiring, onboarding, coaching, and performance management across the sales org
• Performance Management & Accountability
• Institute a regular review rhythm (weekly/monthly) with regional managers on pipeline, conversion, and target attainment
• Build individual-level accountability so underperformance is visible early, not just at quarter-end
• Design and own the incentive/commission structure tied to targets
• Data & Analytics-Driven Direction
• Bring granular visibility into sales performance - by region, level, rep, product line.
• Partner with Fabriclores BI & Analytics function to build the dashboards and reports this role will run on, rather than building analytics in isolation
• Use data to identify where to add headcount, where to reallocate territory, and where the funnel is leaking
• Systems & Process Discipline
• Drive CRM/ERP (ERPNext) adoption and data hygiene across the sales team - no more WhatsApp-group-driven sales coordination
• Be the primary internal stakeholder for the sales teams CRM operations, ensuring the CRM flow is designed to capture the data and build reactive and proactive measures to address the gaps
• Cross-functional Collaboration
• Work closely with Production/Product Management on capacity, item availability, and new-item requests surfaced from the field
• Work with Sourcing on turnaround and pricing constraints that affect quoting
• Report sales performance and structural recommendations directly to the CEO

Success Metrics (KPIs)

• Overall revenue target attainment (company-wide and by region)
• Quota attainment rate by rep/team lead level
• Pipeline coverage ratio and forecast accuracy (forecast vs. actuals)
• CRM/ERP data hygiene and adoption rate across the team
• Regional manager and rep retention
• Ramp time for new hires to full productivity
• Frequency/quality of granular sales reporting delivered to leadership (replacing the current gap)

Preferred Qualifications

• Graduate/Postgraduate in Business, Marketing, or a related field.
• Proven experience in leading and scaling sales teams.
• Strong analytical, leadership, and people-management skills.