Head of Commercial Operations & Reconciliations at BURN

About the Role:

• The Head of Commercial Operations & Reconciliations is a senior strategic role responsible for leading BURN’s sales operations function across all markets and business units. This team oversees critical commercial infrastructure—including financial reconciliation of sales payments, agent commission structures for over 2,000 agents in 7+ markets, and traceability of more than 600,000 serialized units annually.
• The role ensures alignment of sales operations with the company’s growth goals and carbon asset generation strategy. It drives operational excellence through robust governance, data integrity, and seamless cross-functional collaboration. This leader will spearhead process optimization and deliver insights to senior leadership that unlock sales performance and improve profitability.

Duties and Responsibilities:

• Financial Reconciliation Coordination
  • Lead coordination of financial reconciliations for sales across all geographies in collaboration with Finance, Commercial, and Data teams.
  • Ensure accurate system closure and proper ERP handling for both fully and partially reconciled sales transactions.
• Commission Administration & Payments
  • Ensure clear, approved, and market-specific commission structures are documented, communicated, and updated in a timely manner.
  • Collaborate with the Business Intelligence team to automate and validate commission calculations within internal systems.
  • Coordinate cross-functional teams (Sales, Finance, HR, and external partners) to ensure commissions are confirmed and paid on time (by the 5th of each month).
  • Oversee the disbursement of monthly SMS pay slips to all agents across all markets.
• In-Field Stock Oversight
  • Maintain end-to-end visibility of all serialized stoves issued to agents but not yet reconciled as sold.
  • Provide daily, accurate stock position reports to relevant stakeholders, including the C-Suite.
  • Ensure full compliance with stock management SOPs for 100% of units disbursed, escalating discrepancies promptly.
  • Advise the leadership team on best practices for stock handling in complex, high-velocity markets.
• Strategic Leadership & Governance
  • Define and execute the global sales operations strategy in alignment with the company’s commercial objectives.
  • Oversee the design, implementation, and governance of Standard Operating Procedures (SOPs) across all markets to ensure compliance and consistency.
  • Drive continuous improvement initiatives to enhance data accuracy, reporting efficiency, and process automation.
• Cross-Functional Coordination
  • Partner with Commercial managers, Finance, Logistics, HR, and Country Management teams to ensure seamless integration of sales operations with other business functions.
  • Present monthly performance reviews (QBRs) to stakeholders to address performance gaps, budget adherence, and strategic priorities.
• Performance Oversight & Reporting
  • Monitor global sales performance metrics (e.g., agent productivity, PJP adherence, trade spend efficiency) through consolidated dashboards and reports.
  • Present high-level insights and recommendations to the company leadership on sales trends, risks, and opportunities.
  • Ensure timely delivery of critical reports, including budget vs. actuals, EBITDA tracking, and contribution margin analysis.
• Risk Management & Compliance
  • Identify operational risks (e.g., data discrepancies, compliance breaches, financial leakage) and implement mitigation strategies.
  • Oversee audits of sales data, commission calculations, and trade spend reconciliation to ensure accountability.
• Team Leadership & Development
  • Manage and mentor Sales Operations Managers and their teams, fostering a culture of accountability, innovation, and collaboration.
  • Conduct annual training needs assessments and align development programs with organizational goals.
• Budget & Profitability Stewardship
  • Approve budgets and control spend for sales operations activities, ensuring alignment with financial targets.
  • Track unit economics, profitability metrics, and cost optimization initiatives across markets.

Skills and Experience:

• Education: Bachelor’s degree in Business, Finance, or Data Analytics; MBA preferred.

Experience:

• 10+ years in sales operations, audit, management consultancy or equivalent with at least 5 years in a senior leadership role overseeing multi-country teams.
• Proven expertise in data analytics, ERP systems, and dashboard design (e.g., Power BI, Tableau).
• Strong background in governance, risk management, and process optimization.

Skills:

• Strategic thinker with exceptional problem-solving and decision-making abilities.
• Advanced communication and stakeholder management skills.
• Proficiency in driving automation and digital transformation in sales operations.