This role of the Senior Manager Sales Operations supports the alignment, strategy, planning, development, and implementation of the day-to-day operation of the sales operation department. The Senior Sales Operations Manager is responsible for the development and delivery of sales enablement tools, programs, and processes. The Senior Manager Sales Operations reports directly to the Head of Sales Operations.
Objectives and Responsibilities of the Senior Manager Sales Operations
Management: The Senior Manager Sales Operations is tasked with overseeing and managing all activities of the junior sales operations department. In this position, the Senior Manager Sales Operations ensures accuracy and consistency in key sales systems and approaches, for example, published price listings and discount validations.
He is responsible for increasing the sales department’s productivity through improved sales processes and approaches and adoption of effective business tools. The Senior Manager Sales Operations is also tasked with providing the vision and guidance to junior sales operations in an effort to avail an inclusive and motivating work environment that enables the achievement of the sales targets and objectives.
The Senior Manager Sales Operations also assists in the formulation, definition, and maintenance of sales policies across the department in order to promote behavior and alignment with the business’s overall values and objectives. He is also responsible for project leadership and innovation with a focus on improving revenue growth and sales productivity.
Strategy: The Senior Manager Sales Operations also plays a major analytical role where he continuously improves, develops, and documents sales policies, processes, procedures, and tools that maintain the accuracy and integrity of sales data. In this position, the Senior Manager Sales Operations ensures consistency and accuracy of key sales systems and the execution of pipeline management processes and sales forecasting.
The Senior Manager Sales Operations supports sales processes and strategies inclusive of modeling, incentive programs, and geographic sales planning. The Senior Manager Sales Operations additionally drives improvement in sales reporting, which enables the development of fact-based insights that in turn bring about enhancement in sales efforts, hence, enabling the achievement of sales department targets and objectives as well the overall objectives and targets of the business.
Collaboration: The role of the Senior Sales Operations Manager is also highly collaborative and, as such, the Senior Manager Sales Operations partners with senior sales operations management in developing and defining departmental priorities in order to continually improve sales processes through automation and analytics.
In this capacity, the Senior Manager Sales Operations also works closely with the IT department in order to evaluate system solutions and guarantee that the implementation of sales strategies and approaches is optimized and meets the needs of online consumer community.
Analytics: The Senior Manager Sales Operations also plays a major analytical role where he proactively analyzes sales trends and metrics for the purpose of providing deeper insights to the sales operations department. He develops analytical and reporting frameworks that are in line with the business’s overall objectives.
The Senior Manager Sales Operations also formulates sales operations analytical reporting processes that lead to prompt fact-based decision making and strategy formulation. In this position, the Senior Manager Sales Operations ensures the accuracy and timeliness of reports that are presented to the senior sales operations management.
Other Duties: The Senior Manager Sales Operations also performs other duties as he deems necessary in the execution of his duties or duties as assigned by the Head of Sales Operations, the Director of Sales, the Chief Sales Officer, or the Employer.
Required Qualifications of the Senior Manager Sales Operations
Education: The Senior Manger Sales Operations must have a bachelor’s degree (master’s preferred) in Sales, Marketing, Finance, or any other business related field. The equivalent in working experience is also acceptable.
Experience: A candidate for this position will have had working experience of at least 5 years in Sales Operations within a fast-paced and highly competitive environment, preferably working as a Sales Operations Manager. The candidate will demonstrate an ability to operate strategically and tactically in a fast-paced environment.
The candidate will also have a proven and successful experience implementing change in processes that lead to improvement of the sales performance of a business. A suitable candidate will additionally have experience working with CRM systems leading to increased customer acquisition and retention and consequently leading to enhancement of sales volumes for a business.
A suitable candidate will demonstrate a sound business judgment and have a proven successful experience positively influencing others, leading them to the achievement of sales targets and objectives and even surpassing them. The candidate will also demonstrate an ability to define, refine, and effect functional sales strategies, processes, and policies.
Communication Skills: Communication skills are a paramount requirement for this position, both in written and in verbal form. A candidate for this position must have outstanding communication skills with an ability to tailor messages for any audience at hand. The clarity of communications and instructions from the Senior Manager Sales Operations is a great determinant of the effectiveness and performance of the junior sales operations team.
In addition, the Senior Manager Sales Operations will be required to prepare reports and presentations for senior sales operations management, junior sales operations personnel, and collaborating personnel. These reports have to be clear, simple, convincing, and easy-to-digest, which will require great communication skills.
Ms Office: The Senior Manager Sales Operations must also demonstrate familiarity in the use of Ms Word, Ms Excel, PowerPoint, which will be necessary in the creation of visually and verbally engaging reports and presentations for the senior sales operations management, junior sales operations management, and collaborating personnel.
Analytical Skills: Analytical skills are also a necessity for the position. The candidate will, therefore, be required to demonstrate an ability to analyze complex data and information, translating the findings into actionable messages, deliverables, and presentations. The candidate must demonstrate a passion and genuine desire to draw insights that will lead to the development of effective sales strategies.
He also needs excellent analytical skills in building forecasts and maintaining an accurate and comprehensive consumer and prospective consumer database that will enable the formulation of regularly updated acquisition and retention strategies.
Interpersonal Skills: The Senior Manager Sales Operations must possess certain personal skills that will enable him to effectively perform his duties. For this reason, a candidate for the position must be consumer-oriented, must be a patient individual, must be result-driven always striving to achieve set goals and targets, able to deal with difficult clients, must be self-motivated, must have an ability to handle multiple simultaneous tasks and meet tight deadlines, must have a positive can-do attitude, must have an ability to mentor and develop a team, and must demonstrate calmness and composure in times of uncertainty and stress inspiring the same in his team.
People Skills: As a representative of the business, the Senior Manager Sales Operations must possess exceptional people skills. He must be a likeable and approachable individual who will attract prospective consumers to the business and establish strong and long-lasting relationships with existent clients, hence, retaining their business and constantly meeting sales goals and objectives.
People skills will also earn him the trust of senior sales operations management who will give more credit to his insights and judgments, hence facilitating the smooth performance of his duties.