Job description

Sales Operations Manager

Main Purpose of Job

The responsibilities of the Sales Operations Manager include ownership of the sales process: it’s implementation, compliance governance and execution in SalesForce.com. In addition, the Sales Ops Manager owns sales reporting and analysis of all aspects of the Sales operation including pipeline, performance metrics, trends, forecasting and opportunities at team, regional and global levels. This includes sales, renewals and Professional Services to provide management with a complete picture of business performance for the whole Sales division.

The scope of the Sales Operations Manager role includes:

SFDC – responsible for the maintenance and management of SalesForce.com data, preparation and management of management and sales reports ensuring sales people comply with their responsibilities

Analysis – defining, tracking and reporting sales performance metrics and trends

Forecasting – managing and maintaining divisional forecasting process and tools for Sales division

Reporting – creation, validation and distribution of all regional and divisional sales reports

Pipeline reviews – providing reports and data required to support regional and global pipeline reviews

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Rant & Rave Careers • Sales Operations Manager

www.rantandrave.com • +44 (0) 2476 011 911

Position in Organisation

Reports To: Phil Evans, Sales VP

Regional Scope: Global (EMEA)

Directly Supervises: None

Indirectly Supervises: None

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Rant & Rave Careers • Sales Operations Manager

www.rantandrave.com • +44 (0) 2476 011 911

Process – create and maintain documentation for core sales process

Tools – ongoing development of analysis and reporting tools in SFDC, Excel and other platforms

Contract Renewals – supporting the Account Manager to execute on the Renewals Process and maintain global tracking of renewals, churn and licence reductions

Bid Management – owner of the process and responsible to ensure we deliver tender responses on time

Planning – provide specific analysis and input into the global business planning process

The functional groups that the Sales Operations Manager is required to work closely with include:

Sales – Sales Reps, Sales Directors, Sales VPs, regional General Managers and Sales VP

Finance – actuals, quota, budget and information required for Sales reports

Business Development – lead tracking and reporting

Other Divisions – Professional Services and other functions that support Sales

The Manager role lies at the core of the Sales team and is a key resource in delivering the disciplines and information required to help drive sales performance, predictability and efficiency. These depend on the consistent execution of our sales methodology, processes, tools and procedures coupled with continuous improvement in reporting, analytics, forecasting and performance metrics. This role is therefore central to developing world-class Sales performance and building a scalable global operation that enables our growth.

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Individual Profile

This role requires a combination of operational experience and business acumen to manage all aspects of a Sales organisation’s operations that underwrite the performance achievement and predictability that the business requires to hit its targets. The Manager must strike the balance between influencing the desired behaviours across the sales team whilst enforcing governance and good disciplines when required. This requires the influencing, people and analysis skills combined with sound commercial judgement and personal motivation to thrive in this demanding and fast-changing environment. The Manager must understand the dynamics of sales environment and culture of sales people.

In summary, the characteristics required include:

Able to work at all levels within the Sales organisation to support, coach and enforce where necessary the knowl-edge and disciplines required to achieve target

Able to conduct sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages and reports.

A strong background in Finance - understanding of order mgmt, booking, invoicing, etc

A pragmatic but detailed operational outlook - for executing in a real time day to day business performance environment

Excellent sales facing skills – as the daily interface for multiple operational activities

As part of an operational team, the person needs to be an outgoing and experienced operational professional, able to operate under pressure of time to deliver ‘right first time’ information whilst contributing as part of a closely-knit team.

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Rant & Rave Careers • Sales Operations Manager

www.rantandrave.com • +44 (0) 2476 011 911

Motivation

Part of working in a fast-moving environment requires the ability to take the initiative and execute well without the need for close management.

Therefore, the Sales Operations Manager will:

Be a key player influencing the business contribution of a global Sales Operations team

Be a driver in providing Sales with the information they require grow and develop successfully in a fast-changing marketplace

Want to progress their career in one of the world’s fastest growing and exciting SaaS companies

Candidate Skills and Background

A team player with relevant experience in the sales process, forecasting and reporting arena as well as Finance, preferably for a software vendor or systems integrator. Good interpersonal skills and comfortable with working with sales people and senior management teams up to VP level in a global organisation. Able to work under short-term deadlines whilst maintaining detail accuracy and has substantial experience in process implementation and supporting tools.

The candidate will be a SalesForce.com expert and have experience of automating and scaling Excel spreadsheet-based reports into a set of global management reports. Examples include Sales Compensation Plans, Sales Reports (Pipeline Analysis) and Weekly Sales Forecasting Reports.

This role would suit someone with a background in small to medium organisations who particularly enjoys the real-time nature of operations coupled with the process and tool development side of the business and thrives in a challenging role.

Experience

Educated to degree level or equivalent with at least 3 years’ experience working with sales teams driving pipeline management and reporting preferably with a Finance background. A subject matter expert on sales process and pipeline management principles and administration combined with sound knowledge of sales force automation / CRM tools, superior data analysis and modelling skills. A strong understanding of sales and internal business processes and market trends preferably with experience of working with sales organisations on a global basis. Presently working for an application software supplier, consultancy or systems integrator.

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Rant & Rave Careers • Sales Operations Manager

www.rantandrave.com • +44 (0) 2476 011 911

Responsibilities

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Performance Analysis

• Sales performance – define, track and report actual performance against

targets and metrics. Develop and deliver key performance metrics, dashboards and reports that enable the Sales leadership team to track, measure and drive performance improvement including sales force productivity.

• Pipeline analysis – tracking pipeline creation, velocity and closure at individual Sales rep, team and regional levels.

• Forecast analysis – tracking and building insights into the predictability and consistency of our forecast across all regions

• Opportunity analysis – tracking key deals against closure plans, providing trends and insight into where we are succeeding and needing to improve

• Account analysis – track performance of individual accounts including partners against plan.

• Training analysis – track training and certification of sales people.

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Forecasting

• Regional forecast reports produced weekly and validated with each region

ready for global Forecast Calls. • Attend weekly regional forecast calls. • Creation of weekly global consolidated forecast roll-up for the NA & EMEA /

APAC GMs for submission to Finance. • Maintenance of file structures, templates and on-line repository.

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Forecast Reviews

• Attend weekly sales forecast calls with all regions • Update Forecast Report and supporting files as required following meetings • Create and distribute minutes & actions for regional forecast calls • Work with all Sales reps, management and VPs globally to resolve forecast

issues and to chase updates • Coordinate regional resources to obtain, validate and consolidate pipeline

data to ensure accurate for forecast reviews and reports.

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Reporting

• Create and distribute weekly regional reporting packs including Forecast,

Key Deals, Pipeline and Analysis to regional General Managers. • Prepare drafts for each region to support quarterly business reviews

(QBRs). • Track forecasting, RFx receipt & responses and win/loss reports amongst

others. • Create ad hoc reports as requested, including Channel Partner Reports,

Competitor Analysis, etc • Continually enhance reports and process to provide better management

visibility of pipeline data and regional performance.

Domain Responsibility

Rant & Rave Careers • Sales Operations Manager

www.rantandrave.com • +44 (0) 2476 011 911

Competencies

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Process & Tools

• Be an expert on core sales tools including SFDC, Tableau (or other BI tool

equivalents) and build expertise on Rant & Rave. • Be an expert on core sales processes and underlying methodology and the

‘go to’ person for queries from sales people and management both for process and resolving issues.

• Create and maintain documentation for core sales process including analysis, forecasting, key deals and pipeline management.

• Maintain timetable for sales management / processes and distribution lists • Develop on and off-line analysis and reporting tools in SFDC, Excel, Tableau

and other platforms as required.

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Contract Renewals

• Global tracking and analysis of renewals, churn and licence reductions. • Support for the Account Managers on the renewals process and value

propositions.

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Business Planning

• Provide specific analysis and input into the global and regional business

planning processes including quarterly, half-year and annual business reviews.

• Provide similar information as required to support regional management teams.

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Bid Management

• Owns the Bid Management process and leads Bid Responses for tenders • Ensures all resources are identified and committed to respond to a bid • Delivers bids on time that comply with the tender requirements to the

quality standard required.

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Relationships

High Able to build good relationships with sales reps, managers and leaders.

2. High Able to work across geographic boundaries.

3. High Demonstrates excellence and professionalism.

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Functional

Low Project Management

2. High Analytical thinking and problem solving

3. Low Promotes operational excellence

4. Medium Process excellent

5. Medium Financial knowledge

Domain Level Proficiency

Could you be the one for us?

Whether you're ready to join us or would just like a little more information, our team are always on hand to help.

Email us at ravecareers@rantandrave.com

www.rantandrave.com

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Leadership

Low Build high-performance organisations

2. Low Inspires and engages others

3. Low Demonstrates visionary and strategic thinking

4. Low Owns and leads change

5. Low Promotes collaborative environments

1. Problem Solving

& Decision Making

High Able to constructively resolve competing priorities with colleagues

2. High Makes realistic commitments to deliver outputs on time.

3. Medium Able to negotiate with colleagues to agree mutually beneficial outcomes.

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Technical

Demonstrable knowledge of software CRM tools, specifically SFDC.

2. Demonstrable knowledge of BI tools including Tableau

3. Ability to use scripting languages to build on-line reports

4. Advanced Excel skills

Interfaces

1. Management • Works and supports Sales leadership at all levels and their respective

organisations. 2. Functions • Works across all regional functions at all levels.

Contact Expectation

Additional Specifications / Comments

This job description is not intended to be an exhaustive list of duties to be performed by the employee. This job description may be altered to reflect the business needs of the Company.