As the Head of Sales Operations you will play a pivotal role in developing and implementing strategies to optimize the efficiency and effectiveness of the overall sales processes and systems. This is a strategic role that supports the sales organization, drives continuous improvement and guides investments in identifying operational gaps and improving salesforce productivity
The head of sales operations manages the existing business processes through an on-going dialogue across supporting functions to align and optimize processes.
It is incumbent upon the head of sales operations to establish quality, accuracy and consistency of the Sales KPIs reporting and monitoring.
Strategic planning and implementation
- Partner with the sales leadership to develop and implement sales strategies and processes to increase sales efficiency – identify opportunities for sales process improvement.
- Streamline sales processes to align and find synergies with other functions.
- Work closely with corresponding sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success.
- Identify and prioritise key areas for improvement within the sales process, ensuring a customer-centric approach all along the Customer Buying Journey.
Sales Technology and Analytics:
- Responsible for CRM/D365 CE, sales automation tools, and other technology, ensuring smooth integration and adoption of sales systems and tools.
- Monitor & analyse sales data to provide insights on sales KPI’s and identifying areas for improvement.
- Coordinate with sales leadership and other stakeholders to lead efficient and accurate sales analytics initiatives.
- Conduct on-going audit of existing tools to identify gaps.
- Oversee the design/selection/adoption of improved tools.
- Work closely with Sales Director, Head of Sales Enablement and IT to drive the associated sales technology strategy.
Sales training and onboarding:
- Collaborating with the Head of Sales Enablement, HR and other functions to develop training programs for sales reps and ensuring smooth onboarding of new hires and continuous improvement to enhance Sales systems and processes knowledge and selling skills.
- Work closely with Head of Sales to design and establish a sales force training plan focused on developing and reinforcing critical sales competencies and professional development.
Leadership Responsibilities
- Develop and lead a high-performing sales operations team.
- Provide strategic advice to the sales leader regarding overall targeted growth, operational efficiency and capital strategy initiatives.
- Foster an organizational culture of continuous process improvement.
- Bachelor’s degree in business management, finance or equivalent or Master of Business Administration is highly desirable.
- Experience in leading sales operations in a high-growth environment (or equivalent functions, such as revenue operations, commercial operations, marketing operations).
- Demonstrated success in the analysis, design and improvement of sales processes.
- Strong ability to logically analyse problems and develop solutions.
- Strong leadership skills and people management experience.
- Ability to manage multiple concurrent projects and summarise status to senior executive level.
- Creativity and strategic thinking — and the agility necessary to master both the daily hands-on analysis and the big picture strategy.
- Self-starter who sets aggressive goals and is driven to succeed both personally and professionally; focused on productivity; deeply committed to quality and integrity.
- Sophisticated understanding of sales performance metrics and KPIs and experience in sales quota and compensation plan design, sales forecasting or sales analytics would be a welcomed addition.
- Proficient use of productivity tools, spreadsheets and presentation software.
- Good knowledge of IT systems and experience in defining business requirements.
- Proficiency in CRM/D365 and other sales automation and reporting tools i.e PowerBI.
- A challenging and interesting position in a globally operating company.
- Flat hierarchies and a cooperative environment characterised by trust and openness.
- An attractive and competitive salar