Director, Sales Operations

Job Purpose:

Reporting directly to the Chief Sales Officer, this sales leadership position is the focal point of contact within the Sales organization and oversees the complete operations within the Sales organization. The role will also maintain the day-to-day workflow of sales transactions from Prospect-to-Customer and from Quote-to-Cash. The role will give direction to and work with business constituents to ensure key processes are followed and systems are monitored. In addition, this role is also responsible for new hire onboarding coordination and associated training related to the Sales organization. This role will be a key participant in helping to identify areas of improvement in a continuous effort to achieve sales operational excellence. They should always be prepared and responsive, willing to meet each challenge directly. They must have high level of expertise with Excel, PowerPoint and Power BI. [Salesforce Admin?]

Job Responsibilities:

Essential Functions:

Accountability

• Sales Enablement and Process Optimization:
  • Own the rollout of sales tools and processes as well as leading training to drive adoption of those tools and processes.
  • Own and coordinate the onboarding process for new sales team members.
• System Support:
  • Maintain and update all internal Salesforce CRM, Salesforce CPQ and PowerBI reports and dashboards as well as recurring reports for regular distribution.
  • Ongoing data management process/control to ensure integrity and quality of internal Salesforce CRM, Salesforce CPQ and PowerBI data.
  • Oversee the sales usage of the internal Salesforce CRM, Salesforce CPQ and PowerBI tool to ensure compliance by the sales team:
  • Validate contract terms, pricing and opportunity data for closed won deals.
  • Ensure opportunity Stage; Forecast Category; Close Date are kept accurate and up to date.
  • Report to regional head of sales on stale opportunities or opportunities without MEDDICC information or no/limited activities
  • Contract/NDA storage and attribution capture
• Performance and Market Analysis:
  • Responsible for the complex reporting and analysis involved in sales forecasting and planning for the road ahead. Sales leaders will depend on the guidance of this role in order to reach monthly, quarterly and yearly revenue goals.
  • Develop and monitor key performance metrics to measure the activities that have the most significant impact on sales productivity, pull the necessary reports to track those KPI’s over time and compile dashboards that sales leaders can use to measure their team performance.
  • Work with CSO to measure and drive a quarterly Forecast Accuracy goal from the sales team of +/- 15%.
  • Analyze inputs and trends to accurately prepare revenue forecast.
  • Responsible for creating and maintaining market penetration and white space analysis.

Excellence

• Responsible for compiling in a timely manner professional and comprehensive sales management presentations/reporting on a weekly, monthly and quarterly basis as well as on an ad-hoc basis as required by Sales Leadership/SLT/Board of Directors
• Responsible for performing sales analysis in order to assess how well the company is doing from a sales perspective so decisions can be made regarding staff and sales practices.
• Quota Management - Responsible for measuring and reporting quota attainment v quota target by sales rep/region. Ensure each sales rep receive timely reports showing their quota attainment against their target.

Collaboration

• In conjunction with the Operations department, develop and manage a streamlined sales-to-operations handoff process to ensure a clean transition and quick timeline for closed won deals
• Work with finance/HR to ensure commissions are paid correctly and timely to the sales team.
• Support Marketing with creating campaigns, loading/updating attendee lists for events and tracking campaign and event ROI.
• Work with internal CRM Admin to aid with support requires, general set up and user management as needed.
• Coordinate with the Pricing Committee the feedback from the sales team on any pricing decisions that need to be made
• Support Operations to ensure customer renewal data is captured and the renewal process defined between Sales and Operations is followed.

Innovation

• Continually assess current sales strategies and processes to ensure they remain sufficient for meeting company sales goals. Systemize sales processes to increase sales team’s efficiency and effectiveness. Where appropriate, make the recommendations and then own the implementation of agreed changes.
• Work with CRO, CFO and FP&A team to continuously try and improve the sales compensation plan to drive the right behavior and sales performance.
• Oversee the development of the sales team by coordinating internal and external training for the sales team.

Key Metrics

• Effective support to CSO to ensure Sales runs smoothly and objectives/goals are met.
• Forecast accuracy
• Timeline reporting as required.
• Sales performance analysis.
• Quota management.

Requirements:

Competencies

• Deep expertise on sales automation and CRM systems is key
• 7-10 years of relevant business experience, preferably in software sales
• Team player with a can-do attitude
• Positive, professional and courteous demeanor
• Good eye for attention to detail
• Willingness to “go the extra mile”
• Proactive with the ability to take initiative and assume responsibility
• Strong written and verbal communication skills including the ability to work well with all levels of the firm and outside vendors/customers
• Excellent decision making and problem-solving skills
• Strong organizational skills with ability to prioritize their workload
• Ability to work in a fast-paced environment with a calm demeanor
• Ability to interpret and analyze situations, identify solutions and formulate recommendations for effective management
• Excellent multi-tasking skills
• Engaging, firm ‘culture carrier’
• Proven sales operations experience
• Able to contribute positively as part of a team, helping out with various tasks as required
• High proficiency in Microsoft Office and in particular PowerBI, Excel and PowerPoint..
• College degree

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee is regularly required to talk or hear. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus. This position requires the ability to occasionally lift office products and supplies, up to 20 pounds.

Position Type/Expected Hours of Work:

This is a full-time position. Days of work are Monday through Friday. Hours of work are according to terms and conditions and subject to changes by Manager’s communication and may have to accommodate customer schedules in different international time zones. Occasional evening and weekend work may be required as job duties demand.

Travel:

This position may require the occasional travel to locations outside the local area. Travel may be overnight and outside of regular business hours

EEO Statement

Cendyn provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Cendyn complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Cendyn expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Cendyn’s employees to perform their job duties may result in discipline up to and including discharge.

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.