Sales Operations Manager

About the Company

Roles & Responsibilities: Key ResponsibilitiesWork closely with Zone Director to help and achieve Strat Plan Growth Initiatives on Dynamic mode. Execute and deliver Sales Ops key initiatives across the spectrum of the Organization covering Sales Organization, Key Account Organization, Technical Organization, S&S Organization and non-BU’s viz., Finance, HR and SCMAnnual AOP development and delivery/executionResponsible for developing the AOP with Zone Director at Pan-India level and thereafter distribute at territory level within Districts by working closely with District Directors. Execute and achieve the AOP on monthly/quarterly basis, such that the forecast accuracy is well within the assigned targets each month.

About the Role

Business Development & Growth Initiatives Understand competitive landscape and market trends. Work with Zone Director and develop growth strategies for different Technologies and Verticals, develop Business Development Plans and execute these in collaboration with District Directors.

Responsibilities

• Forecast process management and Pipeline management.
• Measure forecast (Revenue & SOIP) accuracy of operations and drive corrective actions.
• Management of budget process and quarterly forecast update from a commercial perspective, Sales coverage and productivity analysis.
• Analyze pipeline and lead data, deliver periodic reporting to the District Directors and Zone Director.
• Provide key business insights: typical reporting relates to Demand Generation, Pipeline Forecast and Trends, Conversion Rates, Target Account, Market Segmentation, Win/Loss, Ageing of Prospects, Sales Productivity etc.
• Planning & reporting (BI Tool).
• Manage set of reports & analytics for region management, business reviews; Deploy BI tool in the region and ensure good usage of the tool.
• Proactively analyze the effectiveness and efficiency of sales team and work together each country to setup the improvement plan.
• Regional lead for CRM toolset (Salesforce, AMBIT, PowerBI) and process management.
• Sales Compensation & Incentive program.
• Partner with HR to execute on global comp plan (incl regional difference) and deploy incentive programs to motivate sales team in collaboration with the District Directors.
• Sales initiatives development & execution.
• Work with global team to push for the execution of global initiatives; work with operations to develop local sales initiatives and monitor the progress with the District Directors.
• Maintain sales volumes, product mix and ASP’s inline with changing trends, and be ahead of economic indicators and competitive situation.
• Pricing and Discounting management.
• Continue to work on list price increase and discounting level control to improve company EBIT.
• Recovery Plan development if there is gap to sales target at BU or Operational level.
• Sales Team Capability development.
• Work with HR & District Directors to design sales training program and ensure deployment effectiveness in each operation, monitor the deployment in each operation.
• Maintain sales staff by selecting, recruiting, training and ramp-up & maintain discipline.
• Drive Commercial excellence by continuously review sales process and recommend the areas for improvement.
• Ensure all processes are well documented and drive the deployment of new sales process, for example, CPQ project.
• Marketing & Leads Generation.
• Based on a clear understanding of customer& vertical needs, develop and drive marketing strategy for the verticals/product segment in the assigned territory: messaging, preferred advertising medium, appropriate sales channels, etc.
• Execute these strategies, program and activities effectively and efficiently.
• Collaboration with other BU Functions.
• Work in close collaboration with Technical and S&S Organization to understand the end to end solution offering and customer lifecycle.
• Develop programs and initiatives which help and support the Tech Org and S&S Org strategies and initiatives for enhanced customer experience and safeguard company business interests.

Qualifications

• Bachelor's Degree in Business, Marketing, or related disciplines in the Engineering industry.
• A minimum of 10 years of working experience in related field with experience working with cross regional teams.
• Experience of operating at in international (ASPAC) level with senior decision makers and internal stakeholders.

Required Skills

• Performance motivation (Spontaneously improving own performance continuously. Exceeding standards and achieving exceptional results, striving to be the best).
• Accepts difficult tasks and does not allow self to be discouraged in their execution.
• Achieves the agreed targets within the agreed time, even when this requires extra efforts.
• Continues to search for better ideas even when there is already a solution.
• Demonstrates personal commitment.

Preferred Skills

• Stress resistance (Continuing to perform efficiently during and after difficult situations characterised by great pressure, setbacks or criticism).
• Continues to act calmly, makes a relaxed impression, even when the other person makes things difficult.
• Remains calm and relaxed when facing negative feedback or resistance.
• Remains controlled in situations in which the pressure is higher for a limited amount of time.
• Remains optimistic, constructive and result-oriented in difficult circumstances.