Head of Sales Operations
• Designs, implements, and manages sales forecasting processes. Establishes high levels of quality, accuracy, and process consistency in forecasting approaches used by the sales organization. Ensures forecasting and planning efforts are appropriately integrated with other planning processes employed within the firm. Accountable for the timely assignment of all sales organization objectives. Partners with senior sales leadership to identify opportunities for sales process improvement. Facilitates successful implementation of new programs through the sales organization by ensuring a welldefined, efficient sales process is in place for launch. Fosters an organization of continuous process improvement. Prioritizes investments in enabling technologies in support of sales organization productivity. Works closely with the LOB sales teams and CIO to understand firm sales and technology strategy. Drives changes and enhancements to the CRM technology platform. Makes recommendations for changing sales roles, coverage models, or team configurations in order to maximize sales productivity. Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models. Works closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns reporting, training, and incentive programs with these performance management priorities. Ensures sales reports and other internal intelligence is provided to the sales organization. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives. Working with Human Resources and senior sales leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives. Oversees sales compensation plan administration. Establish sales compensation program rules, policies, and procedures. Ensures sufficient resources are assigned to adequately administer sales compensation programs. Works closely with Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation.
ACCOUNTABILITIES AND PERFORMANCE MEASURES
Accountable for the on-time implementation of sales organization quotas and performance objectives. Accountable for the thorough implementation of sales organization-impacting initiatives. Responsible for the efficient allocation of technology, support, and training resources impacting the sales organization. Accountable for accurate and on-time reporting essential for sales organization effectiveness. Achievement of strategic objectives defined by company management.
Reports to the VP Corporate Management. Works with three vertical sales organizations in firm’s lines of business. Directly manages team of three to five analysts (defining organization scope and structure). Directs the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed, coordinating with the appropriate management resources. Fosters close, cooperative relationships with peer leaders and other senior executives.
- Five year college degree from an accredited institution.
- Minimum five years in a sales operations, business planning, or sales support management role.
Project Description and Conditions:
The Head of Sales Operations (HSO) directs the firm’s support investments in sales force effectiveness and manages functions essential to sales force productivity. These include planning, reporting, quota setting and management, sales process optimization, sales compensation design and administration.