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Sales Operations Manager

Role Description

POSITION OVERVIEW

The Sales Operations Manager (SOM) manages sales operations activity for the sales area of responsibility. Working within the Sales Operations team the SOM also provides input and support within the sales operations function across the business. Working primarily within the CRM environment the SOM ensures all operational administrative function to the corresponding sales area are managed. Reporting to the Manager, Sales Operations, the SOM also works closely with sales managers and internal stakeholders to ensure the appropriate objectives and priorities are enabled within the sales area supported.

Job Responsibilities

Works directly with and supports the sales teams to ensure high level of CRM data quality and drive overall CRM governance
Ensures reporting and support CRM dashboards and views are as needed to support the sales organisation supported and provided as required
Supports the weekly forecast process in CRM
Supports implementation and roll-out of new CRM features and modules
Uses Einstein Analytics to support area of responsibility
Supports tactical implementation of sales initiatives and programs across the sales theatre including new tools, internal Spiff and programs
Support and drive the pro-active implementation and adoption of operational activities, with a particular focus on CRM, to support overall growth within the Sales area supported, as well as direct input into process improvement
Responsibility and ownership of CRM within the sales area allocated, championing usage of the system through regular promotion
Undertaking training with CRM users within the sales area, including working with the business tools solutions team in creating support tools, guides and documentation
Coaching the sales area and interested parties to implement appropriate behaviours and processes that ensure sales pipelines are fully populated to enable accurate forecasting
Supporting the ongoing development of CRM to meet the needs of the sales strategy and defined sale process
Assessing the reliability and integrity of the data in the sales pipeline to allow an automated pipeline forecasting process
Ensuring the integrity of the data held on CRM and business databases and ERPs
Undertaking quality control, data migration and cleansing for the sales area
Providing support to the sales area in all areas of CRM implementation and use
Work with the sales area manager in developing sales strategy and process specific to the area of responsibility whilst ensuring that operational requirements meet the corporate direction
Working with sales area to improve the regional forecasting processes to ensure on time accurate forecasting of revenues
Developing and implementing effective risk mitigation processes to track and reduce "at risk" revenues, communicating regularly with regions to ensure that follow up activity is taking place
Working in conjunction with the Sales Development Team, the Regional Managers and Sales Operations Analyst on Key Account Planning to maximise revenues from key accounts and develop further the key account strategy and processes
Coordinating centralised sales, account and sales-activity reporting
Coordinating the ongoing communication with the sales area of responsibility to ensure the global teams are fully joined up and that communication is two way
Undertakes training in business processes and CRM for new sales team employees

Accountabilities And Performance Measures

Achievement of sales, profit, and strategic objectives for the business unit supported
Accountable for the thorough implementation of sales organisation-impacting initiatives
Responsible for the efficient allocation of technology, support, and training on the aforementioned resources impacting the sales organisation
Accountable for accurate and on-time reporting essential for sales organisation effectiveness
Achievement of strategic objectives defined by company management

ORGANISATIONAL ALIGNMENT

Reports to the Manager, Sales Operations
Acts as Sales Operations Business Partner for appointed Regional Vice President of Sales
Fosters close, cooperative relationships with peer leaders, sales management, and sales and support personnel

Qualifications

Excellent French and English, fluency in a third language an advantage
Experience working within a B2B sales operations role
Excellent written and verbal communication skills
Ability to work autonomously and effectively manage time
Advanced organisational skills
Proficient in the use Microsoft Office programmes
Problem solving skills
Highly skilled with use of CRM systems, preferably Salesforce
Experience of working with CRM systems
Understanding of internal business systems and processes

Remote

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Mitel is committed to achieving workforce diversity and creating an inclusive working environment. Diversity makes sense for us, for our customers and for our future. We value different perspectives, skills and experiences, and welcome applications from all sections of the community.

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Sales Operations Manager