In this newly created role, we are looking for a highly motivated leader to run the sales operations essential to the overall productivity and effectiveness of the sales organization. The individual will work with the Insides Sales organization regarding territory planning, quota setting and management, sales forecast process optimization, compensation design and administration.
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This role will combine excellent sales and operations skills, as well as good relationship building skills. S/he will have a strong background in operations, project management, and Inside Sales with a track-record of success.
Responsibilities:
Works with Insights & Analytics to identify sales target opportunity
Perform proactive territory analysis to identify issues and provide solid recommendations for improvements, having a direct impact on sales performance
Creates equitable assignment of sales force quotas and ensures quotas are optimally allocated across all sales channels and resources
Coordinates sales forecasting, planning, and budgeting processes
Proactively monitors sales forecasts and strives to maintain high levels of quality, accuracy, and process consistency in the sales organizations planning efforts
Monitors pipeline coverage against sales targets, highlighting risks and gaps
Provides input to senior leadership in the development and administration of sales incentive compensation programs
Collaborates cross-functionally with Accounting, Finance, and Human Resources regarding sales incentives and commission payouts
Collaborates with Regional Directors to create SPIFFs in support of new launches, programs, and priorities for growth
Manages and administers all contracts, including but not limited to: discounts, refunds, cancellation policies, terms & conditions, etc.
Works with accounting, finance, etc. to ensure corporate sales compliance
Requirements:
Bachelor’s degree required
10 years of sales operations/sales experience
Ability to take high level sales strategies, translate to operational requirements, and ensure local execution
Previous experience with Salesforce.com
Technological skills to manage disparate systems
Ability to work in a fast-paced environment with a hands-on approach and demonstrated ability to multi-task and think creatively
Ability to manage multiple priorities and tasks
Strong organizational and project management skills
Willing to travel when needed
In addition, the ideal candidate will demonstrate the following competencies:
Flexible and open to change and new information; adapts behavior and work methods accordingly
Grasps the essence of new information; recognizes own strengths and weaknesses; pursues self-development; seeks feedback
Exhibits integrity though fair and ethical behavior toward others and a demonstrated sense of corporate responsibility and commitment
Treats colleagues and partners with respect: considers and responds appropriately to the needs, feelings, and capabilities of different people.
Works well in a matrix environment
Can be relied upon to ensure that projects within areas of specific responsibility are completed in an appropriate and timely manner and acknowledges mistakes, learns from those events and is able to move forward productively
Identifies and analyzes problems; distinguishes between relevant and irrelevant information
Ability to balance time to market with a solution and make the right trade-offs along the way
Good business judgment when making decisions and always considers the relevance/impact of each decision on the business
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