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Sales Operations Manager in Danvers, MA at Lucas Group

Date Posted: 12/27/2018

Job Snapshot

Job Description

Position Overview:

Reporting to the Sales Director and based outside of Boston, MA, the selected candidate will be responsible for leading the Sales Operations function and partner with the sales team to develop and maintain processes and data that enables an efficient, effective and successful sales organization in the Americas and EMEA.   Incumbent will work closely with the sales leaders to drive sales strategies and tactical plans focused on growth and operational excellence.  Responsibilities will also include developing and mentoring talent within the division.

Primary Responsibilities:

  • Responsible for developing, implementing, and managing sales automation strategies including tools, technologies and processes to manage and improve sales lifecycle and sales management.
  • Support the sales team throughout the full sales lifecycle, including: maintaining sales process methodologies, managing sales pipeline, managing tactical pricing, generating sales metrics, forecasting, and end of cycle reporting.
  • Govern and continually review and enhance the sales process to ensure consistent adoption of best practices.
  • Reinforce the use of the agreed sales process, reporting and tools and support sales leaders to coach, develop and train the sales teams by providing insights into the behaviors of high performers.
  • Ensure adoption of best practices in sales operational policies and processes. Drive adoption and usage of efficient and effective sales tools.
  • Provide metrics, reports and dashboards and distill key insights and trends to support sales leaders in assessing and improving the effectiveness of our sales efforts.
  • Administration of sales incentive compensation programs that drive results and align with budget and growth plans.
  • Manage Special Pricing agreement processes (these pricing agreements are approved by others) and ensure alignment with growth plans.
  • Gather feedback from the sales and marketing teams on a regular basis to continually improve support programs.
  • Responsible for third-party sales management and enablement tools/vendors/programs (e.g.,
  • Develop and deliver a roadmap for sales operations to improve the on-going efficiency and effectiveness of the sales function.  Identify opportunities to reduce operational cost through use of technology and common processes.
  • Interact with business users and translate business needs into technology and data solutions including creation of training documentation, user manuals and/or job aids.
  • Collaborate effectively with other departments to implement strategies and initiatives.  
  • Recognizes and properly manages the cost implications associated with strategic choices. 
  • Professionally represent company in a number of diverse settings.
  • Must be able to foster, communicate and exemplify the values of company; act with integrity and trust, operate with simplicity, treat everyone with respect, take shared risk.

Core Skills / Experience Requirements:

  • BS/BA in business or technical field with 5 to 7 years of sales operations management experience in a manufacturing environment with end-user and distribution sales strategies.
  • Understanding of end-user and distribution sales business models.
  • Demonstrable track record of improving sales performance through the identification, implementation and management of standardized processes, tools, reporting and insights across regions.
  • Proven reporting and analytics experience working with large quantities of raw and disorganized data across multiple sources; highly proficient with database management. 
  • Strong experience with CRM and other sales tools, best practices and driving CRM adoption.  Strong working understanding of a plus.
  • Exceptional analytical skills, quantitative skills and strategic problem-solving skills. 
  • Creative problem-solver who can manage multiple projects with ease and finesse.
  • Possess an entrepreneurial spirit to drive organizational focus on the key initiatives and opportunities. 
  • Able to effectively work with and through others in a collaborative environment. 
  • Takes ownership and drives positive change; experience successfully affecting and embedding change.
  • Leads and behaves from an enterprise first perspective.
  • Experienced coach with the ability to deliver effective feedback to support culturally diverse teams in optimizing their effectiveness.
  • Excellent communication, interpersonal and presentation skills with ability to manage complex information and translate into clear messages and actions.
  • Strong financial acumen and professional presence.
  • Fluent in the use of Microsoft Office programs (Word, Excel, Power Point), Outlook, and Proficient with current technology.
  • Proficiency in English required; a second European language a plus.
  • Able to travel as needed.