Summary
The Regional Sales Operations Manager will work with local and regional Sales Leadership in your line of business to analyze data and trends, enhance processes, and develop documentation for our regional sales efforts. This role will collaborate with Sales Leadership, Marketing and Communications, producer Development, Finance and Operations to identify, develop and execute key strategies that will drive growth and create efficiency in our sales processes and for producers.
Essential Duties & Responsibilities
- Focus on Strategic Initiatives
- Responsible for developing and executing broad reaching strategies focused on growth (i.e. annual budgeting process, producer hiring, producer engagement and communication, cross-sell, etc.)
- Engage with producer Development leaders to support individual producer goals
- Directly engage with Regional Leadership to make decisions and spearhead initiatives and support the sales team in achieving performance
- Work with Regional Sales Leadership to spear-head cross-selling opportunities as well as execution in the region
- Support producer onboarding process in collaboration with sales leaders
- Support coordination, scheduling and content development for ongoing sales meetings
- Reporting & Analytics
- Regularly track new business against goals, velocity, and cross sell
- Generate and analyze reports for sales leaders including pipeline and producer activities
- Analyze competitive intel reports to inform business decisions and opportunities for growth, and proactively provide insight to sales team
- Evaluate data to create actionable strategies that will advance our sales efforts
- Use data and reports to make decisions about bottlenecks in the sales process
- Analyze data to determine the effectiveness of a sales process or campaign
- Pipeline analysis and management with sales leaders
- Marketing & Sales Technology
- Identify, implement and support sales technology platforms (ZoomInfo, LI Sales Navigator Seismic, Engage, MiEdge, etc.) including best practices, training opportunities, and allocation process with COOs
- Identify and prioritize opportunities to integrate marketing and technology into CRM
- Engage in the lead management process including lead routing, monitoring and producer support
- Collaborate with Marcomm to build and deploy campaigns to drive growth
- Explore the latest technology tools to streamline sales productivity while improving business results
- Sales CRM Engagement
- Reinforce CRM Rules of Engagement (ROE); make recommendations for improvement
- Drive system adoption and engagement amongst producers and Sales Leaders
- Identify and prioritize opportunities for CRM improvement and expansion for producers and Sales Leaders
- Identify appropriate data, reports and dashboards to arm producers, Sales Leaders and Sales Operations to make informed decisions
- Additional Responsibilities
- Participate in national sales operations workgroup and adopt national best practices regionally
- Gather routine sales team feedback and identify key themes and recommendations to improve programs and effectiveness of meetings.
Education and/or Experience
This position requires an individual who is comfortable working at a varying pace, managing multiple tasks and deadlines simultaneously, adjusting priorities often, and managing frequent interruptions. Successful candidate will be a service oriented individual with high personal standards and a hands-on work style.
This position interacts with and provides service to a large group of internal leaders and colleague. The Regional Sales Operations Manager must be positive and approachable, and work effectively with diverse personalities. In addition, the following is required:
- Successful work history to include a minimum of 2-4 years of experience in project management, operations, sales or sales coordination
- Bachelor’s degree
- Intermediate knowledge of software applications commonly used on personal computers, such as Microsoft Office applications
- Strong analytical skills
- Demonstrated ability to work under pressure to meet deadlines and adapt to changing needs in a high production environment
- Proven ability to follow through on and successfully execute tasks while adhering to specified quality standards
- Excellent written, verbal and presentation skills are required
- Ability to operate standard office equipment
Work Environment & Physical Demands
- Ability to use computer keyboard and sit in a stationary position for extended periods.
- Work is performed in a typical interior/office work environment.
- 15-20% travel is required. Travel consists of driving to nearby offices and client sites approximately monthly as well as 2-3 overnight trips per month.
The applicable base salary range for this role is $97,400 to $181,300.
The base pay offered will be determined on factors such as experience, skills, training, location, certifications, education, and any applicable minimum wage requirements. Decisions will be determined on a case-by-case basis. In addition to the base salary, this position may be eligible for performance-based incentives.
We are excited to offer a competitive total rewards package which includes health and welfare benefits, tuition assistance, 401K savings and other retirement programs as well as employee assistance programs.
