Position Overview:

Reporting to the Commercial Leader the Global Sales Ops and Performance leader will lead our capability in the Sales Ops discipline with the specific objective of increasing the performance and efficiency of the existing Sales Process and organization.

Improving process, technology, and methodology in a complex organization.

The Speedcast Global sales team (excluding Ultisat) comprises circa 80 persons trading directly in circa 40 countries and cross border selling into a further ~70. The teams are aligned to four principle vertical markets: Cruise, Maritime, Energy & Enterprise with salespersons in over 20 countries and a wide portfolio of products and services. In an average year the team signs ~4000 contracts.

As Speedcast continues to transform its business to both create value and to keep in line with significant industry change this role will contribute to and help navigate the organization over time to a simplified end to end digital platform.

Responsibilities:

Partner with Sales Leadership, finance, and other functional stakeholders to lead a function that maximizes the ROI of the sales force:

Drive a more consistent and automated approach across a variety of different business lines and regional teams. Evolve / introduce data analytics practices, processes, reporting and modelling that drive greater productivity, efficiency, transparency, and predictability. Goal is to have a lean and effective salesforce.
Define consistent and ideally automated order handoff process from all sales, verticals, and regions for set-up and processing. Define how sales-initiated changes are managed.
Analyse data and situations to identify trends, root causes and promote solutions to improve processes and reporting.
Partner with sales leadership to define sales capabilities. Encourage best practice, consistency and discipline in sales performance measurement, incl. quotas if applicable.
Continuously improve all aspects of CRM day to day and long-term health. Define and reenforce CRM policy adoption to improve automated reporting quality and consistency. Partner with Sales leadership and Commercial Finance (current owner) to support cultural shift to better.
Work cross-functionally to enable more sales and higher deal velocity.
Implement salesforce effectiveness KPI’s (e.g. Sales/FTE, Gross Profit/FTE, Sales/saleforce Opex, deal compliance/error rate %, Renewal rate %, new logo % etc)
Improve visibility into the key Sales business processes such as order backlog, activations v deactivations and avoid inaccurate billing, missed billing, credits etc.
Strengthen proactive renewal tracking and create processes to avoid renewal misses.
Manage and improve weekly large deal “Deal Desk” process
Evolve systems to arm sales and the business with better quality data to ensure efficient use of time around forecasting, pipeline management, revenue generation planning Support FP&A team and Sales leadership with monthly performance packs for board review and business reviews.
Introduce more robust tracking in CRM e.g., conversion cycles from lead generation, to opportunity, to contract.
Define the criteria for the Sales Incentive Plan (administration/controls to remain with Finance)
Responsible for sales effectiveness training (e.g. value added selling, sales compliance, etc.)

Requirements:

Previous experience working in finance or sales ops in complex/ matrix organizations in telecom or similar service-based industries
Experience deploying, integrating, and administering operation support systems and back-office support systems (OSS/BSS)
Critical thinking and process improvement skills and mindset
Best practice in sales and business intelligence tools, processes, and data analytics. Knowledge of CRM workflows and using relevant technological toolsets to continuously improve (MS Dynamics, MS PBI, MS NAVision, Planful etc).
People management, coaching and development, communication and influencing
Working in a global, disbursed environment
A hands-on approach
Expert proficiency in Microsoft Excel and MS PBI

Working at Speedcast:

At Speedcast, we want people that like adventure. Who are motivated by work that takes uncommon ingenuity and thinking outside the box. Who relish the idea of working in an industry undergoing massive transformation. If you want to be part of a global team responsible for connecting the world, then you’re in the right place.

We're always pushing forward, never standing still. When people rely on you and your team to stay connected, it brings everyone closer together. We’re united by the adrenaline of high-stakes projects and our love of getting the job done right. You will experiment, learn and grow here, right alongside us, every single day.

Find great opportunities to make an impact. We have a "one team, one dream" mentality. We work together to make great things happen. Working at Speedcast isn't just a job, it's a career that you can take to new levels.

Top reasons why people love working at Speedcast:

Our global presence – you get to work with clients and colleagues all over the world, in every continent
Talented teammates – your co-workers are the best and brightest in the industry
Industry leadership – be part of the latest advancements shaping the future of communications
Ability to develop skills – work across departments to gain new skills and valuable experience
Choose your environment – we have an environment to fit your temperament. Choose between a traditional desk job or work in the field.
Grow your career - Guide your career in the direction you want. Gain new titles and responsibilities through our internal promotion system.
Work on diverse projects – every day is different with our customers from a range of industries around the world

Speedcast is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, veteran status, and other protected characteristics. The US EEO is the Law poster is available by visiting the below link:

https://www.eeoc.gov/employers/upload/poster_screen_reader_optimized.pdf

Speedcast does not accept or retain unsolicited résumés or phone calls and/or respond to them or to any third party representing job seekers.

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