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Head of Sales Operations

Purpose and contribution to company strategy  

The Sales Operations Manager is critical to the continued healthy growth of the companies’ commercial organisation and the execution of the purpose of the business which is to enrich the world of work. On the back of a major redesign of the Salesforce platform, this management role now includes the following disciplines: territory management, sales quotas analysis and management, contract management, compensation scheme review and management and the generation of commercial insights through insightful reporting. The team is made up of a Salesforce Analyst, Sales Enablement Lead and Legal Adviser. The role also forms part of the Commercial Leadership Team and reports to the CCO. 

Key result areas and main activities

1.    Ownership and management of sales processes

§  Take ownership of end-to-end processes and drive decision making

§  Develop and drive the design and implementation of territory management and quota management processes and tools to enable effective sales planning and ongoing operational functions, such as forecasting, in a fast-growing business

§  Formulate, govern, and handle policy and process surrounding sales hierarchy and quota setting

§  Partner with colleagues, such as SFDC technical developers for implementation

2.    Continuous business and process improvement

§  Develop and execute new ideas to fast track value-add to Top Employers clients and company Sales’ performance

§  Spearhead strategy and vision of intelligent goal setting and territory creation through the adoption of tools for market segmentation, quota setting, and account planning. NB tools to be compatible with the SFDC platform.

§  Leverage business knowledge and expertise to drive business process improvements

3.    Leadership

§  Manage the team that supports the commercial teams around the world

§  Act as a key strategic contributor to the commercial Leadership team

§  Provide leadership and direction to the team and in the organization

§  Foster a performance & development climate that brings out the best in our people,
by managing performance, development, and engagement of the team members

Competencies

Company competencies

(for everyone)

§  Collaboration

§  Customer focus

§  Global perspective

Leadership competencies

(for managers)

§  Courage

§  Empowerment

§  Focus & finishing

Key success competencies

(in addition to company competencies)

§  Business insight

§  Manages complexity

§  Decision quality

§  Directs work

§  Plans and aligns

§  Ensures accountability

§  Communicates effectively

Requirements:

  • Experienced practitioner (2-4 years relevant experience in driving territory management design and implementation)
  • Experience of general supervision of team members
  • Preference for work-related interdependence, group decision making, and pursuing shared goals
  • Motivated by high achievement also in face of obstacles
  • Strong stakeholder management skills
  • Analytical, process-oriented, and structured action planning and organizing skills
  • Decisive and persuasive
  • Strong communication skills
  • A University degree (e.g. in Business, Marketing, Economics, Econometrics)
  • Advanced English
  • SFDC knowledge (or of a similar system) is highly desirable

Please send your cv and letter of motivation to HR@top-employers.com.