MBR Partners
Location
Brighton, East Sussex | United Kingdom
Job description
Our client is a 250 person cloud software business that sells complex solutions to Telecommunications Service Providers globally.
The Sales Operations Manager works closely with the commercial team globally (sales and presales) in support of developing and operating processes, systems and tools that will serve to create a commercial center of excellence.
The candidate must have prior experience with Salesforce and be able to coach senior staff in its use.
This is a hands-on Sales Operations role working with 3 regional sales heads so the person must be comfortable being in a sole contributor role and not requiring a team to deliver results. The salary level is depending on experience and the position could be either permanent or contract.
RESPONSIBILITIES
- Reporting and Analysis
Create, maintain and enhance a suite of standardised reports to support the sales team and senior management.
Take a lead role in the management of complex bids which require coordination across multiple functions across the organization by producing and managing the Bid responsibility matrix and associated governance in collaboration with the appointed sales and Pre-sales
prime and transition to Delivery after contract award
Conduct analysis to understand the health of the sales pipeline drawing insight to support the formulation of appropriate action plans.
Provision of required reporting analytics and business intelligence.
Produce accurate reports and dashboards for planning and
performance management purposes e.g. forecasting, tracking key business metrics, performance metrics, churn rates.
Building out a Centre of Excellence: data analysis, forecasting and
reporting of key sales metrics to empower data driven decision making.
Drive productivity, efficiency, and effectiveness across the commercial organisation.
Coordinate diaries to ensure efficient presence to client meetings, with accurate notes and actions circulated thereafter.
- Sales Enablement
Support Sales Management with information and insights to coach reps to maximise performance.
Management of the Sales training plan. Identify training / skills gaps within the team and arrange courses and act as subject matter expert on various company systems related to sales management.
Orchestrate regular training on key processes like lead and opportunity management.
Define and ensure consistent application of sales KPIs and dashboards
Manage the on-boarding of new Sales team members
Coordinate and drive the sales review meetings
Develops and delivers training on new processes, systems or company-wide initiatives
Sales Process Compliance
Govern and continually review and enhance the sales process to ensure adoption of best practice
Support sales leadership on common methodologies of sales process.
Provide insights into the behaviour of high performers
Develop and deliver a roadmap for sales operations to improve efficiency and effectiveness of the sales function.
Identify opportunities to reduce operational cost through use of technology.
Ensure availability of and provision of relevant bookings, pipeline, and forecast reports and dashboards to Sales Management.
Guide the roll out of new processes, ensure adoption, monitoring and ongoing management
Deal desk governance process.
Ensure compliance with the delegated authority matrix.
Ensure the application of policies and practices that ensure the protection of the commercial, financial and legal risks of the company.
- Performance
CRM management and re-design / optimisation to provide robust measurement of activity and performance. CRM training for the sales
team.
Define and then implement a strategic CRM approach
Work with the CRM to identify process improvements, automate where possible and integrate workflows within current process.
Display a strong focus on achieving agreed outcomes and ensuring key objectives are met.
Ensure the delivery of the key objectives of the team.
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