Sales Operations Manager

Fresh-Squeezed Legacy, Bold New Chapter

Tropicana Brands Group is a $3B startup aiming to revolutionize the beverage category. Formed in 2022 as a joint venture between PAI Partners and PepsiCo, our portfolio includes iconic brands like Tropicana, Naked, KeVita, Izze, Copella, and Punica. With over 76 years of global leadership in the orange juice category, we’re committed to preserving this legacy while driving innovation in other areas. From reimagining orange juice to creating functional smoothies and driving afternoon refreshments, we are striving to become the undisputed global leader in fresh and chilled beverages.

The Commercial team is essential to Tropicana Brand Group’s success by driving revenue growth, acquiring and retaining customers, and providing valuable market insights. Working closely with other departments to align sales strategies with business goals, help shape pricing and product development and keep the company competitive and responsive to market shifts. By building strong customer relationships, maximizing profitability, and identifying new opportunities for growth, the team contributes to both short-term and long-term success.

Your Next Pour: The Opportunity

We are looking to add a Manager to our Sales Operations team. This role will be responsible for overseeing the Sales Operations team, leading cross-functional projects around Customer Relationship Management development, Period Projections, and Customer Hierarchy. The Manager will also be the subject matter expert on PO Creation, Broker Invoice Management, and Annual Operating Plan process. Tropicana is looking for a critical thinker with exceptional communication, influencing and relationship management skills who thrives in a fast-paced environment. Additional responsibilities include:

• Lead development of SPR (Sales Performance Review) content, synthesizing complex data into clear, executive-ready insights and actionable recommendations
• Own customer callbook strategy and hierarchy management, ensuring data integrity, accurate segmentation, and alignment with go-to-market priorities
• Drive purchase order (PO) process enhancements and identify SAP optimization opportunities to improve efficiency, reduce errors, and streamline order-to-cash workflows
• Monitor and analyze SKU Rationalization impacts and innovation performance, providing insights on portfolio productivity, distribution gains, and cannibalization
• Conduct whitespace and flowback analyses to uncover distribution gaps, lost sales opportunities, and opportunities for incremental growth

Additional Responsibilities

• Partner with sales leadership to support annual planning, target setting, and territory alignment to maximize field effectiveness
• Build and maintain dashboards and reporting tools (e.g., Power BI, Excel, SAP BW) to track key KPIs including volume, revenue, distribution, and trade spend
• Serve as a key liaison between Sales, Finance, Category Management, and Supply Chain to ensure alignment on priorities and execution
• Identify and implement process improvements and automation opportunities to increase efficiency and scalability across sales operations
• Support new product launches by coordinating distribution tracking, sales readiness materials, and performance measurement
• Ensure data governance and accuracy across key systems (e.g., SAP, CRM, syndicated data sources such as Nielsen/IRI/Circana)
• Deliver ad hoc analysis to support customer negotiations, business reviews, and strategic initiatives
• Coach and mentor junior team members, fostering a data-driven decision-making culture

Foundational Ingredients: Requirements

• Bachelor’s degree preferably in Business or Finance OR Minimum 4 years of CPG experience
• Must be legally authorized to work in the United States without the need for employer sponsorship now or in the future
• Must be located in Chicago, IL surrounding area or willing to relocate for the duration of employment.
• Willingness to adapt and thrive in a blended work environment with 3-days in office, seamlessly transitioning between remote work and in-office operations
• Travel up to 20%

Perks That Pack a Punch

TBG is pleased to offer you a comprehensive benefits package which includes a 401(k) plan, medical, dental, vision, company provided life, STD and LTD insurance. In addition, you may also elect to participate in voluntary life, accident, hospital, and critical illness coverages.

Salary Range for this position $100,000 - $125,000

Equal Opportunity Employer
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