Experis IT

Sales Operations and Business Intelligence Manager

£50000 - £70000 per annum
21 Feb 2017
21 Mar 2017
Chris Hume
Clearance Level
None / Undisclosed
Job Type

One of the world's leading news and media organisations are looking for a Sales Operations and Business Intelligence Manager to take control of a relatively new global team within the business and create success in your own image.

Role Summary:

This position partners with the sales organization define and execute on sales effectiveness initiatives, process improvements and analyze sales performance metrics to support Leadership decision making.

Major Responsibilities / Accountabilities:

Sales Process
· Identify and Operationalize Sales Process best practices and operating rhythm - such as Customer Relationship Management (CRM) adoption, account planning, forecasting etc.
· Manage the maintenance of Salesforce.com and identify enhancements needed to support sales processes, customer insights and feedback capture, forecasting and pipeline management needs
· Improve data quality in Salesforce - Coordinate, manage, lead data cleansing initiative. Collaborate with Customer Data Management team and develop reports and processes to continuously monitor data quality
· Subject matter expert on sales processes and capability tools - collaborating and supporting global sales team
· Responsible for the development and implementation of new processes and procedures - partnering with Sales team, Order Management and Global Customer Operations team to improve Sales workflow, simplify administrative processes and improve customer insights
· Assists in the execution and administration of the sales compensation plans and special incentives (such as sales campaigns)
· Identifies industry best practices and technologies for field sales force management and coordinating implementation these practices as appropriate
· Representing Media business within wider Company Operations meetings/steering committees to understand changes and impact to Media and advice
· Provide support to other functional areas such as Marketing, Commercial Policy, Service, Product, Global Customer Operations etc,

Sales Performance Analysis
· Identify and analyze sales performance metrics for Agency Global Sales team
· Provide business intelligence and analytics to senior sales management and global sales teams to bring insight into performance metrics, such as:
o Target achievement
o Forecast accuracy
o Pipeline creation / coverage
o Win / Loss trends
o Product Performance
o TRUST usage
· Utilize advanced MS Excel features to assist in analysis of data and presentation of results (vLookup, Pivot Tables, complex formulas, charting, data visualization)
· Develop reports to capture customer insights, feedback and trends using TRUST
· Define operating rhythm for KPIs reviews
Leads, motivates, coaches and develops Sales Support team
Key Relationships:

Global Agency Sales Team, Sales Leadership Team, Global Customer Operations, Customer Admin, Customer Data Management team, Cross-SBUs Sales Enablement and Sales Process Specialists

Technical /Professional Skills & Competencies:

Essential Skills:
· Exceptional Excel including V-Look Up and Pivot Tables, with the ability to analyze data
· Salesforce.com knowledge, including user admin, custom objects.
· Sales Process Management, Sales Enablement Tools
· Project Management - coordinate between teams, build timelines, prioritize and be methodical
· Self-starter and problem solver
· Motivating and managing in a fast paced environment
· People Management - with previous experience managing small team - directly or indirectly
· Prior experience in business operations, sales or related experience, primarily in the area of project management and implementing process improvement.
· Experience of working in a matrix environment and multiple stakeholder groups from different functions within a business.
· Managing senior stakeholder relationships and diverse virtual teams across a variety of locations.
Desired Skills:
· Data visualization tools knowledge preferred - such as Tableau

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