Senior Manager, Sales Planning and Sales Operations

K18 is seeking a Senior Manager, Sales Planning and Sales Operations.

• Own account-level sell-in budgets by distributor, SKU, and program; track performance against targets and recommend actions to close gaps or accelerate upside.
• Maintain a deep understanding of each distributor's operating model, sales structure, contractual terms, margin requirements, reporting cadence, and growth priorities.
• Partner with Sales leadership on joint business planning, QBRs, business reviews, and opportunities to improve sell-in, sell-through, account productivity, and brand adoption.

• Build and refine forecasts by distributor, SKU, category, promotion, launch, and education kit.
• Integrate commercial drivers into the demand forecast, including promotions, new product launches, sampling and testers, education calendars, account plans, and field intelligence.
• Lead Sales inputs for consensus forecasting and S&OP discussions, aligning Finance, Supply Chain, Demand Planning, Education, Marketing, and Operations on assumptions, risks, and priorities.
• Monitor inventory health, open orders, fill rates, service levels, excess inventory risk, out-of-stock exposure, and timing constraints; escalate issues early and partner with Supply Chain, Customer Service, and distributor operations to resolve them.
• Improve forecast accuracy, planning discipline, and visibility to demand risks and opportunities.

• Ensure distributor partners receive timely pricing, order requirements, submission forms, account materials, and follow-up documentation.
• Oversee purchase-order visibility, order-flow coordination, open-order tracking, shipping or fulfillment escalations, and resolution processes with Customer Service, Operations, and the Senior Pro Sales Operations Specialist.
• Review and process program documentation, credit requests, claims, deductions, and related commercial follow-up in accordance with K18 policies.
• Remove operational friction and create scalable templates, trackers, playbooks, and process documentation for repeatable execution.

• Build regular reporting for leadership, distributor partners, and internal commercial teams across weekly, monthly, quarterly, and ad hoc performance views.
• Track and interpret KPIs including sell-in, sell-through, distributor inventory, account productivity, promotional performance, fill rates, deductions, education participation, regional trends, salon account activity, and product velocity.
• Organize and validate incoming distributor reporting, improving consistency, timeliness, data quality, and usefulness for decision-making.
• Develop dashboards, scorecards, decision packs, and executive narratives that clearly summarize results, risks, opportunities, scenarios, and recommended actions.
• Translate insights into prioritized actions for Sales, Education, distributor partners, Supply Chain, Finance, and leadership.

• Manage visibility to trade spend, co-op programs, promotional investments, samples, testers, education support, event costs, and other commercial investments within approved budgets.
• Partner with Finance and Sales leadership to maintain account-level financial plans, distributor P&Ls, turnover less OPEX, margin visibility, accruals, and spend discipline.
• Model the financial impact of promotions, launches, pricing decisions, distributor programs, and inventory actions to ensure strategies are economically sound and operationally executable.
• Evaluate promotion effectiveness and commercial ROI, using results to improve future planning, resource allocation, and investment decisions.

• Serve as the sales planning and operations liaison between distributor partners and K18's Pro Sales, Education, Marketing, Finance, Supply Chain, Customer Service, Operations, and R&I teams.
• Proactively communicate inventory risks, program changes, SKU updates, distributor requirements, and execution needs to the teams responsible for delivery.
• Represent the voice of distributor operations and salon-channel execution in internal planning forums so plans are realistic, timely, and actionable.

• 10+ years of experience in account management or sales operations within the professional beauty industry, with a strong focus on managing sales operations, inventory planning, and building account plans.
• Strong understanding of the professional distribution landscape, including the dynamics of national retailers and independent distributors
• Strong analytical skills with the ability to interpret sales data, trends, and market intelligence to drive decision-making.
• Ability to work independently, manage multiple priorities, and meet deadlines in a fast-paced environment.
• Experience in developing and executing account-specific sales strategies and promotional programs.
• Passion for the beauty industry and a deep understanding of the professional haircare space.
• Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience).

This range represents the low and high end of the anticipated base salary range for this position. The actual base salary will depend on numerous factors such as: experience, knowledge and skills, and if the location of the job changes.

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