Position Title: Sales Operations Manager
Reporting Line: Direct: Commercial Operations Manager |
Indirect: VP Sales ANZ
Position Purpose
Supporting the Australia/New Zealand sales organisation to achieve greater sales performance and results through the development and execution of Sales Enablement Programs.
Key Responsibilities
- Work closely with sales leadership and provide data and analytics to drive the ANZ sales strategy.
- Coordinate sales forecasting and planning used within the sales organisation and provide analytical insight on sales trends and performance metrics to assist management focus on growth opportunities.
- Manage fiscal year planning and go-to-market activities in collaboration with Sales: own territory planning, quota management, and sales compensation planning and execution.
- Own and manage ANZ Sales Policy and serve as the subject matter expert on all policy escalations; prepare recommendations in policy disputes.
- Partner with peer ESI Sales Operations Managers to identify opportunities for global consistency and process improvement in ESI sales planning and execution matters, propose solutions, and ensure success of improvement initiatives in own sub-region.
- Proactively monitor and strive to maintain high levels of quality, accuracy, and process consistency in the sales organisation planning efforts.
- Proactively identify opportunities for sales process improvement by assessing the sales process quality and work closely with sales management.
- Project manage sales operations projects as agreed with the APAC Sales Operations Director and VP Sales ANZ to drive execution through the sales organisation.
- Coach the APAC Sales Operations COE team to support with country deliverables.
- Assist sales management in understanding process bottlenecks and inconsistencies. Facilitate an organisation of continuous process improvement.
- Monitor the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommend revisions to existing reports or assist in the development of new reporting tools as needed.
- Coordinate training delivery to sales, sales management, and sales support associates.
- Build peer support and strong internal company relationships with other key management associates.
- Work with the sales leadership team to create and maintain a world class sales culture, focused on delivering results by providing ongoing coaching and development of sales associates
- Develop and manage monthly reports as specified.
- Represent the Australia Sales BU on initiatives as specified.
Experience
- Minimum of 5 years of business experience in a Sales, Go-to-Market or Sales Enablement role (ideally within a finance or technology orientated organisation).
- Minimum of 2-3 years of Salesforce.com reporting experience
- Experience directly and indirectly managing people across various business units that impact on the sales function.
- Solid experience developing, utilising and implementing business intelligence tools.
- Demonstrated ability to execute projects and new/changing initiatives.
- Demonstrated ability to work concurrently on multiple initiatives, taking direction or recreating direction as required.
- Experience working with budgets, strategic and/or operating plans.
- Demonstrated experience in business analytics and automation tools to drive and generate future business.
- Experience in developing and/or approving internal policies and processes.
Certifications / Qualifications
- Tertiary qualification in Commerce or related discipline.
- Strong Microsoft Office skills to include PowerPoint & advanced Excel (must be able to create pivot tables, formulas etc).
- Project Management skills; experience of project management tools and methodologies.
A little about ADP: We are a comprehensive global provider of cloud-based human capital management (HCM) solutions that unite HR, payroll, talent, time, tax and benefits administration and a leader in business outsourcing services, analytics, and compliance expertise. We believe our people make all the difference in cultivating a down-to-earth culture that embraces our core values, welcomes ideas, encourages innovation, and values belonging. We've received recognition for our work by many esteemed organizations, learn more at ADP Awards and Recognition.
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