Our client is seeking a dynamic and experienced Sales Operations Manager to join our team at an IT Managed Service Provider. As the Sales Operations Manager, you will play a crucial role in driving sales effectiveness and operational excellence within our organization. Your primary responsibility will be to optimize and streamline our sales processes, systems, and strategies, ensuring seamless collaboration between sales, marketing, and other departments.
Sales Process Optimization: Develop and refine the sales process to ensure efficiency and effectiveness. Identify bottlenecks and implement solutions to streamline the sales cycle, from lead generation to deal closure. Collaborate with cross-functional teams, including sales, marketing, and operations, to optimize workflows and maximize revenue generation.
Sales Analytics and Reporting (BI): Analyze sales data and provide actionable insights to sales leadership. Generate regular reports on key performance indicators (KPIs), such as revenue, sales conversion rates, win/loss analysis, and sales pipeline metrics. Develop and maintain sales dashboards and visualizations to enable data-driven decision-making.
Sales Forecasting and Planning: Collaborate with the sales team to develop accurate sales forecasts and set achievable sales targets. Utilize historical data, market trends, and industry analysis to support sales planning and resource allocation. Monitor sales performance against targets and recommend corrective actions as needed.
CRM Management: Oversee the administration and maintenance of the Customer Relationship Management (CRM) system. Ensure accurate and up-to-date data entry by the sales team. Provide training and support to sales representatives on CRM usage and best practices. Continuously improve CRM processes to enhance sales efficiency and data integrity.
Service contract management: Manage the lifecycle of service contracts, including contract creation, renewals, and amendments. Collaborate with legal and finance departments to ensure compliance with contractual obligations, pricing, and terms. Monitor contract performance and address any issues or escalations.
Sales Enablement: Work closely with the sales team to develop and deliver sales training programs, materials, and resources. Collaborate with marketing to create sales collateral, presentations, and case studies that support the sales process. Develop and maintain a centralized repository of sales enablement assets.
Sales Process Compliance: Ensure adherence to sales policies, procedures, and guidelines. Conduct regular audits to identify any non-compliance issues and recommend corrective actions. Collaborate with legal and finance teams to ensure sales contracts and agreements are properly executed and documented.
Customer success analysis: Conduct analysis of customer success metrics, including customer satisfaction, retention, and upsell opportunities. Identify trends, patterns, and areas for improvement to enhance customer experience and drive long-term customer relationships.
Relationship Management: Collaborate with key stakeholders, including sales, marketing, finance, and operations, to foster strong working relationships and cross-functional alignment. Act as a liaison between sales and other departments to facilitate smooth communication and coordination.
Partnership level management: Manage relationships with our partners, including rebate programs, price changes, and vendor selection. Collaborate with vendors to negotiate favorable terms, track rebate programs, and manage price changes. Stay informed about market trends and competitor activities to drive competitive positioning.
Hiring and managing sales roles: Collaborate with HR to develop hiring strategies, job descriptions, and candidate profiles for sales roles. Conduct interviews, evaluate candidates, and make hiring recommendations. Provide guidance, mentorship, and performance management for the sales team.
Cross-functional collaboration: Foster strong working relationships and collaboration with various internal teams, including marketing, finance, operations, and customer support. Act as a liaison between sales and other departments to ensure smooth communication and alignment of objectives.
Continuous Improvement: Stay updated on industry best practices and trends related to sales operations. Identify opportunities for process improvement and automation. Proactively propose and implement initiatives to enhance sales operations effectiveness and efficiency.
Bachelor's degree in business administration or a related field.
3+ years experience as a Sales Operations Manager or in a similar role within the IT managed service industry.
In-depth understanding of sales processes and methodologies.
Proficiency in using CRM systems (Salesforce) and sales analytics tools.
Strong analytical skills with the ability to interpret complex data and generate actionable insights.
Excellent communication and interpersonal skills to collaborate effectively with cross-functional teams.
Experience in partnership level management, including rebates, price changes, and vendor management, is preferred.
Demonstrated ability to manage multiple projects and priorities in a fast-paced environment.
Results-oriented mindset with a focus on driving sales performance and revenue growth.