About The Company

Orange Business Services manages and integrates the complexity of international communications & the associated data journey of services, freeing our customers to focus on the strategic initiatives that drive their business. Our extensive experience and knowledge in global solutions, together with our understanding of multinational business and local support in 166 countries and territories, ensure that our customers receive a consistent, global solution wherever they do business.

About The Role

Owns and manages end to end Request to Cash processes and Sales Operations related activities for the territory
Sales management support, including budgets, target setting, sales incentive program, pipeline analysis/reporting
Organic growth upselling activities in collaboration with Sales

Key Accountabilitites

Customer engagement and support

Accountable to drive Organic growth upselling activities
Owns customer governance structure for Sales Operations related activities
Responsible for regular reports for in charge customers
Engages with customer face-to-face and/or remotely to support Request to Cash process related requests
Works with billing and accounts receivable teams to resolve invoice enquiries, credit notes and customer non-payment issues
Responsible for resolving and responding to billing/invoice inquiries
Responsible for preparing/supporting customer usage of Service Request Tool (SRT), including customer engagement, training, support and compliance
Owns customer specific instructions and guidelines (price book, process, customer labelling, BAN-usage etc.)

Bid support and non-organic growth activities (if required, supporting major renewal and bid activities)

Supports contract renewal, repricing and project preparation activities to ensure standard quote to bill model is executed
Aligns with account manager, engagement/bid manager manager(s) to decide go/no-go with bid proposal as related to Sales Operations
Act as quality assurance and consultant to Bid teams for Sales Operations related topics adherence to standard quote to bill processes

Request to Cash

Own request/quote to order / order to cash cycle, ensuring performance is in line with customer expectations
Proactively manage performance, including escalation of pending actions (quotes, orders, billing issues etc.)
Support or take part in assigned improvement projects
Manage request to cash issues/escalations
Work with broader territory Customer Business Management team to review, optimise and implement continuous improvement of outcomes

Sales Management and Business Operations Support

Lost Contracts and major disconnects management
Win/Loss ratio, revenue/order backlog, strategic account traffic light analysis
Pipeline reviews, sales reviews, order forecast calls
Data analysis & performance reporting
Drive pipeline metrics, orders, sales efficiency

Others

Bi-annual orders budget/forecast support, sales target setting
Drive Sales Operation processes/requests with sales and non-sales departments within Orange Business Services (e.g. operations, billing, finance, etc.)
Act as champion and leader to progress territory SRT roll out

Knowledge and Abilities

Team player, communicative, organized, flexible and able to work in challenging environment
Strong experience in sales operations, request to cash, budgeting, forecasting, pipeline management
Experienced working in / leading / managing global, cross-functional virtual teams
Commercially-driven behavior with respect for company compliance rules
Ability to identify problems and work to resolution as required
Experienced working towards targets and deadlines
Ability to build a network of people and get things done
Have a good understanding of how invoice or payment issues affect company cash flow
Have a good understanding for what influences customer experience and company objectives
Understand customer (internal and external) challenges and needs, with strong listening skills
Experience in proactive management and escalation of challenges and issues
Strong understanding of ordering, billing and invoicing processes for complex contracts
Ability to initiate and execute projects to develop and improve processes and outcomes
Clear and proactive internal/external communication skills

Education and Qualifications

Academic business diploma, degree or equivalent
Languages: Fluent English required
*Role is open in either of the locations Melbourne, Brisbane or Perth.

Experience

5 to 10 years’ experience in sales operations or related activities
Team management

Additional information:

Orange Business Services is an Equal Opportunity Employer. We are committed to a diverse workforce and do not discriminate on the basis of age, gender, race, ethnic origin, sexual orientation, gender identity or gender expression, religion/belief, national origin, marital status, disability or veteran status.

Orange Business

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Territory Sales Operations Manager