Sales Operations Manager

Sales Operations Manager THE ALBA GROUP | Commercial | Houston, TX Title Sales Operations Manager Company Alba Wheels Up International (the Alba Group) Reports to Alexandra Kleinschmidt, EVP Commercial Location Houston, TX (confirm onsite, hybrid or remote) Type Full-time, exempt Scope Commercial operations across all five Alba Group brands Systems HubSpot, Revenue Vessel, Clarity / Power BI (reporting), advanced Excel, AI tools. CargoWise and netCHB a plus. ABOUT THE ALBA GROUP The Alba Group is a national customs brokerage, freight forwarding and trade compliance platform backed by Southfield Capital. We operate five brands: Alba, Advance Customs Brokers International (ACB), John A. Steer Company, The Perishable Specialist (PSI) and Cobalt Wine Logistics. Our clients are importers in perishables and fresh produce, retail and apparel, wine and spirits, and semiconductors and electronics. We win on expertise and value-add solutions, not on rates. We are building one commercial engine across all five brands, and this role sits at its center. THE ROLE The Sales Operations Manager owns the commercial data, process and coordination behind the Alba Group's sales and account management teams. You make sure our CRM data is right, our sellers walk into client conversations with real importer insight, and our internal meetings happen on time with the right people in the room. You work alongside our sales support coordinator, who handles day-to-day CRM updates. You own the standards, the processes and the analysis. You partner daily with the EVP Commercial, sales, account management, trade advisory, pricing, operations and implementation. WHAT YOU WILL OWN CRM data management Own the integrity of commercial data in HubSpot across all five brands: accounts, contacts, opportunities and activity. Set data standards and guide the sales support coordinator on day-to-day updates so records stay clean and complete. Audit data regularly, fix gaps and duplicates, and keep HubSpot aligned with Revenue Vessel. Run a weekly pipeline hygiene check for stale deals, missing next steps and past-due close dates, and send each seller their list. HubSpot dashboards and reporting Build and maintain HubSpot dashboards and reports for sales, account management and leadership. Pull and interpret revenue reporting from Clarity / Power BI to support commercial reviews. Importer analysis and prospecting Analyze importer activity using trade data and importer intelligence tools: volumes, ports, origins, commodities, current brokers and forwarders. Use advanced Excel and AI tools to work through large importer data sets quickly. Turn that analysis into clear inputs so sales and account management can build targeted client proposals. Build target prospect lists by vertical for the sellers and the LATAM SDR using importer data. Support prospect research and account planning with data on where each client or prospect is growing. Account management reporting Run regular reports for account management to identify downtrending accounts as early as possible. Flag shifts in shipment volume, NR and activity so account managers can act before an account is lost. Pull shipment, spend and trend data for key-account quarterly business reviews (QBRs). Account managers remain responsible for building and presenting their QBR. Track account tiering, assignments and portfolio NR targets in the account management program. Proposal and RFP coordination Own the proposal and RFP calendar so deadlines are visible and nothing is rushed. Gather inputs from pricing, freight forwarding, customs brokerage and trade advisory, and route them to the proposal owner on time. Maintain a library of approved proposal templates, service descriptions and client case studies. Process ownership Help design, document and roll out commercial processes, from lead to quote to onboarding handoff. Keep process documents, playbooks and templates current as the business changes. Partner with pricing and implem…

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