Job Description

The Role:

• Sales Operations handles the non-selling processes and tasks inherent in the sales process.
• Focusing internally on supporting the front lines of the sales team giving them more time to focus on what they do best closing sales.
• Sales Operations focus is sales process optimization. Partnering with Sales Leadership you will be responsible for developing and implementing a smooth, effective sales process that enables members of the Sales force to excel.
• This role is a high value add business partner to the sales organization, enabling customer centric growth strategy, maximizing sales productivity, and customer experience by providing effective methodologies, efficient processes, value added information and sales tools.
• By owning the end-to-end sales processes and having visibility of all key metrics throughout the sales pipeline, you are well positioned to timeously advise Sales Leaders what needs to be adjusted to improve win rates, faster sales cycle, and customer experience.
• Sales Operations should ultimately do one thing: help salespeople close more deals faster.

You will require:

• Leadership abilities to delegate tasks and support sales teams and sales operations specialists.
• A deep knowledge of sales processes and methods and sales pipeline management.
• As most of the operational work is done in CRM and Lead management platforms, you need to be well versed in the functionality and features of these platforms and experienced in managing and implementing such platforms.
• To dive into complex datasets and gleaning insights to provide strategic recommendations.
• To have strong written and verbal communication skills to effectively collaborate with teams, other departments, and upper management.
• To collaborate with other departments, is key in this role. You need the ability to initiate and build relationships with people in an open friendly and accepting manner.

Your responsibilities:

• Optimizing the sales process

You will work in close partnership with the Head of Sales and Provincial Sales managers to drive the development and implementation of the sales operations strategy.

Proactively identify bottlenecks in the sales process finding ways to reduce them to make the sales machine go faster.

• Oversee the sales pipeline.

Own the end-to-end process of tracking the sales pipeline and operational metrics.

You will be responsible for prospecting & researching Key Accounts (Best fit Customers) and ensuring Marketing qualified leads yield a high win rate.

• Manage & optimize CRM.

Ownership of the Sales organizations view of CRM.

Driving user adoption, value, and ROI. Work with various stakeholders on all administrative requirements and controls associated with CRM.

Optimize and customize the CRM platform to ensure there is clear and effective communication between the sales team and clients.

• Performance management reporting and analysis

Primary output will be a clear and powerful Sales operation report, supported by daily, weekly, and monthly reporting of KPIs including key improvement actions and trend reporting.

Surfacing and delivering regular insights to the Sales teams with sound recommendations, allowing our Sales leaders to make informed strategic decisions.

• Facilitate product, sales, and CRM training.

Due to your end-to-end visibility of the sales process, you are best placed to identify where the sales team is weak and recommend to sales leaders the best course for correcting that weakness.

Experience required:

• 4 to 5 years as a Sales Operations manager in a highly sales driven environment.
• Excellent understanding of the Sales Operations and the underlying sales processes that drive revenue.
• Process design and optimization of system enablement - engaging regarding the implementation of processes and systems and appropriate change management.
• Bachelor''s degree in business or other relevant fields (management, finance, statistics).

Skills/Abilities required:

• Ability to work well within a fast-paced environment.
• Must be a self-starter, with demonstrated leadership and problem-solving skills with a team-oriented approach.
• Strong problem-solving abilities and data analysis skills, able to solve business problems using original and creative methods.
• A proactive approach, wanting to make a real difference.
• Self-sufficient, able to work on own initiative, prioritizing and managing multiple tasks and owning issues through to full resolution.
• Strong relationship building skills, able to inspire, engage and impart passion for new ideas and improvements.
• Strong leadership skills to evaluate ongoing sales team performance and provide training and coaching when necessary.
• Excellent communication skills, written and verbal able to articulate and convert complex data analysis into tangible business value.
• Ability to communicate effectively at different levels of an organisation, seek and receive buy-in and support from resources where no line management responsibility is held.
• Advanced analytical and problem-solving skills to identify opportunities for sales process improvements and develop and implement new strategies.
• Financial skills and business acumen to understand sales profitability and opportunities.
• Technology skills to utilize CRM and database software tools in daily tasks.
• Research and reporting skills to analyse sales data and consumer trends to create sales forecasts.
• Need strong Excel skills including understanding of pivot tables and vlookup functions.

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