The Sub-Regional Sales Operations Manager is part of the Commercial Operations team and will deliver excellent support to the Regional Sales teams at all levels of the organization in EMEA.
This person will be the primary point of contact for reporting and sales operational activities. The Sales Operations Manager will focus on order assessment preparation, target setting, commission review and dispute management, Annual Operating Performance (AOP) preparation, and targeted Sales Training - both process and tools related.
Collaboration and alignment with the Industry / OEM and Channel teams, project / ad-hoc collaboration with Sales Competency and Global Operations Teams also key to success in this role.
He / She will report into the EMEA Commercial operations manager with a dotted line to Regional Sales Directors.
Main responsibilities :
The Sales Operations Manager oversees all the data and processes that enable an effective sales processes and management in the region.
He / she will lead :
Support and Co-ordinate the implementation of RA sales strategies and initiatives, working with sub-regional and country teams to ensure consistency across EMEA.
Ensure the accuracy of data and reports to support the Order Assessment Process, Yearly Target setting and Commission Review activities.
Analyze and monitor sales results providing advice and insights.
Ensure ensure proper utilization and maintenance of the sales and customer relationship management tools (SFA) and related reports.
Provide coaching and support to the sales organization to track the sales funnel and related operational metrics delivering regular insights to the business
Drive adoption of sales reporting and business intelligence tools for the sales organization
Main Competencies :
Data / Reporting / Communication :
Articulate clearly and explain to others (including sales users) system and data differences.
Handle large quantity of data and look for trends and outliers.
Able to escalate effectively to support root cause resolution collaborating both with the regional and global teams.
Review reporting is accurate and timely. Document gaps and escalate for resolution where needed.
Support the Regional Teams in the Order Assessment / Forecast / Frontlog review processes.
Identify opportunities for more relevant information (including predictive analytics) to be included in insights and analytics for the sales organization.
Backup creation of ad hoc reporting if needed.
Provide ad hoc support and backup to Industry / OEM / channels as required.
Maintain up-to-date documentation of all existing reports.
Train in scope users in power BI reporting and SFA Tools.
Onboard new Sales team members for both sales process and tools.
Provide regular updates and ad hoc trainings on processes, tools and reports for SubRegional teams.
Work with Finance, HR, and sales management to to increase sales productivity.
Leading target setting for all sales resources in the (sub)regions
Work with Commission Teams to provide first level check on disputed Incentive calculations.
Coordinate Global Credit Splits resolution and implementation
Ensure appropriate communication to the countries, by establishing an issue to resolution process
Qualifications & Skills & Experience required :
Ability to understand high-level sales strategies, translate them into system and process.
Analytical and demonstrated ability to extract key business insights through data analysis.
Ability to manage multiple priorities and tasks; proven strong organizational and project management skills in a fast-paced environment.
Excellent written and verbal communication skills, including presenting to C-level executives.
Agile, self-starter who can work independently and collaboratively.
Advanced Analytical skills with a strong understanding of MS Dynamics, excel, Power BI and other Sales Tools (e.g. Anaplan, SAP Vistex etc).
5+ experience in sales operations and / or business systems preferably in a technology environment.
Proven experience in establishing or leading sales operations teams.
Software industry experience
Preferred degree in Engineering / Economics or Maths / Statistical