Summary

Sales Reporting:
Utilizes CRM (SalesForce.com) for managing reports and dashboards to be used both internally and externally

Prepares and presents periodic sales reports to company management to provide information useful in making key business decisions

Creates monthly content for executive presentations and board reporting

Data Reporting & CRM Use:
Works cross-functionally with Sales Management and IT to ensure sales force utilization and support, and recommend necessary updates to the CRM system

Sales Analytics/Intelligence:
Tracks and analyzes key metrics including customer pipeline growth, win/loss rates, and salesperson quota attainment

Provides management and sales team key insights into proper customer mix to maximize profitability

Informs sales team on the right products and customers to focus their sales activities to meet company financial targets

Sales Forecasting/Pipeline Management:
Responsible for the organizing regular weekly/monthly revenue forecast in partnership with Sales leadership

Owns the end-to-end process of tracking the sales funnel and operational metrics and delivers weekly insights to management

Supports the weekly Sales Inventory Operations Process (SIOP) strategy

Sales Process:
Develops and tracks key sales stages to aid in forecasting run-rate and new business

Maintains regular check-ins with Sales Directors and others who contribute to opportunity development to determine how sales opportunities are tracking against plan and identify any problems for internal review and problem solving

Sales Incentive Plan/Performance Tracking:
Manages sales incentive program to ensure sales achievements are recognized through career progression or monetary accolade

Develops quarterly content (quota vs. actuals) and tracks performance by salesperson

Sales Territory Alignment/Annual Quota Setting:
Refines customer segmentation, assists with territory management, and creates a plan to load quotas for field team including partners

Sales Force Development and Training:
Assists HR and with on-boarding and training of new sales talent, sharing standard operating procedures for the Sales department

Develops training content and leads training of sales team for customer facing presentations using PowerPoint and other presentations tools

Sales Enablement/Tools

Provide salespersons with tools, scripts, and other relevant content guide their interaction with a prospective customer

Carry out assessments to identify and eliminate efficiency limiting and time-consuming factors that prevent sales reps from maximizing selling activities and enhance sales productivity by enabling the team to work smarter by simplifying processes

Works collaboratively across departments with Sales, Production, Marketing, Finance, Human Resources, Corporate, etc., to resolve problems and capitalize on opportunities

Pricing/Proposals:
Responsible for the Pricing Desk functions by managing pricing requests and works with management to develop minimum margin thresholds by product

Assists sales team in answering annual RFP’s and sets customer terms and conditions for customer contracts

What you will need:
Bachelor's degree in business administration, finance, marketing, or in a related discipline; technical of business-related field preferred

5 years of experience in sales operations as a subject matter expert with proficiency creating reports, optimizing processes, training new hires, and managing dashboards

Ability to understand high-level sales strategies, translate them into system, process requirements, and ensure local execution with positive business impact

Advanced Excel skills (or equivalent) with a strong understanding of data modeling

Experience implementing and designing CRM systems (e.g., SalesForce.com) with associated applications

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