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Sales Operations Manager at R3CEV
London, GB
The Sales Operations Manager functions as the primary operational support to the Director, Global Sales Operations, Sales Managers and sales teams across the globe but primarily EMEA. The Sales Operations Manager manages the tactical elements of sales reporting including sales forecasting, analytics, quota planning, compensation planning support and territory design, channel/partner processes, KPI - dashboards, customer contracts and proposals, SalesForce.com enablement, sales onboarding, major departmental initiatives, and commission processing support.
 
The Sales Operations Manager partners with sales executive management team to support & drive the sales strategy, growth and continuous process improvement. Overarching goal is to drive increased capacity for sales. A successful candidate is professional, detail oriented, a multi-tasker and has a “jack of all trades” approach.

Responsibilities

    • Sales Process:  Creating, implementing, and monitoring infrastructure to enhance and support the operation of our sales force, including sales reporting, sales analysis, and sales force alignment.  Proactively identifies opportunities for sales process improvement and works closely with sales management to inspect sales process quality and prioritize opportunities for improvement.
    • Reporting & Forecasting: Improve and communicate forecast accuracy by developing dashboards and metrics to monitor productivity and revenue performance. Own the quality, accuracy, and timeliness of standard reporting, developing efficiencies where possible.
    • Systems: Primary team lead in gathering and defining business requirements associated with operational/business processes in SFDC and other relevant systems managed by Sales Ops; Partner with internal teams to surface Salesforce and other technical needs to support the sales organization as ongoing business needs evolve.
    • Respond to support requests from Sales and document requirements for escalation for smaller Salesforce changes that may include: picklist updates, additional fields, additional functionality and manage testing and roll-out lead change management process to ensure a smooth transition, develop communication and training for major Salesforce changes
    • Serve as subject matter expert on new and existing Salesforce functionality that rolls out as result of key projects
    • Coordinating sales activities, including, but not limited to:
    • Customer Contracts and Proposal review, template development and maintenance
    • Support the onboarding efforts for new Sales and Partner team members. Coordinates new sales hire orientation
    • Manage Information Systems (SFDC, Sales Resource Wiki, RFP Machine)
    • Yearly updates in CRM system based on new sales territory alignments and sales targets
    • Update and maintain Sales Resource Wiki with reports, pricing, and internal documents
    • Support Pre-sales with the management of RFP’s and Vendor Due Diligence Processes
    • Sales Compensation: Provide input to sales management in the development and administration of sales incentive compensation programs. Provide Quarterly commission processing support.
    • Provide guidance to other departments on territory, account and opportunity ownership
    • Works with Sales managers and internal organizations to deliver content to regularly scheduled staff meetings and company meetings
    • Manages team training activities. Works with Sales Managers and other company experts to set agendas, schedule presenters, and execute departmental training.
    • Assists with coordinating continuing product training and other professional development activities of sales reps 

Experience & Qualifications

    • Bachelor's degree or equivalent in business desirable, or other relevant field
    • 5+ years of experience in sales operations, position(s) in a corporate (Tech company) setting
    • Excellent Salesforce.com best practices and experience
    • Excellent analytical skills with strong attention to detail
    • Expert knowledge and frequent use of excel spreadsheets
    • Solid experience with broad product and service offerings across multiple sales disciplines – direct and indirect (channel) coverage models
    • Strong understanding of sales processes and methodologies, territory design, quota assignment, and sales compensation structures and programs
    • Advanced problem-solving, process, and creative thinking skills
    • Experience optimizing the sales process
    • Strong relationship, consultation, and interpersonal skills
    • Experience in high-tech software and services environments
    • General knowledge of operational practices and procedures
    • Detail oriented and ability to work independently and on multiple projects simultaneously
    • Good analytical, planning, time management, decision making and organizational skills
    • Expert knowledge of Microsoft Office applications including Word, Excel, PowerPoint and Outlook
    • Good knowledge of financial documents/budgets, ability to create and analyze forecast reports
    • Excellent verbal and written communication and interpersonal skills
    • Ability to handle confidential information
    • Knowledge of financial services industry and enterprise B2B software sales experience is preferred