Group Sales operations Manager
Our Group, well known in IT field as Solutions Provider and Distributor of IT products is currently recuiting a "Sales Operations Manager"
Purpose
The Commercial Group Sales Operation function has the mandate of :
• Ensuring the alignment of the sales resources deployment, quota deployment across geographies, with related compensation schemes
• Building the sales forecasting processes and big deal management process as key assets for the sales business units ensuring business predictability and short term planning.
• Preserving customer data as a key asset of the group for sustainable customer/partner management
Roles description
Planning
1. Sales engagement modeling for optimal resource usage ( Biz dev.- pre-sales- sales- deployment- maintain)
2. Target setting models for entity workforce force ( aligned with affordability and entity model)
3. Compensation model development for Commercial Group sales teams across all functions-
4. Channel program deployment models
5. Channel optimization projects/ channel re-engineering
6. Establish models/processes/platform for safeguarding/maintaining customer-channel information assets.
Execution- Managing operations and reporting-
1. Resources deployment &tracking and follow-up ( entity org models)
2. Compensation deployment & tracking at entity level
3. Compensation mgt. and inputs to HR & payroll
4. Forecasts management - S&OP inputs and changes capture following S&OP
5. Win-Loss reviews and synthesis for key deals (learning organization)
Processes under responsibility
1. Alignment/adjustment of entity sales engagement resources ( GTM committee)
2. Target setting/deployment process. ( yearly planning process linked to affordability)
3. Compensation modeling & setting process (Compensation committee) )
4. Compensation management processes.( yearly & half yearly performance assessment & payment)
5. Entities forecasts review process ( Templates- Occurrence- link with S&OP)
6. War room process & activation for sales manager( end-user and channel deals)
7. Campaigns coordination w/ LOB ( for forecasts impact and projected compensation)
8. Customer information capture and maintenance
Deliverables
1. Sales engagement resources modeling ( yearly)
2. Compensation model/plan done (yearly )
3. Quota/Target setting model ( aligned with GTM decision/per entities and LOB participation per entities)
4. On-going resources tracking ( aligned with targeted organization per entity- aligned with affordability)
5. Compensation forecasts ( on-going - based on performance- go/no go for payment release)
6. Sales forecast by entities ready before S&OP calls-
7. Win-Loss report on big deals
8. Customer data -half year statistic reports + analysis (pareto- account penetration/development/retention)
Purpose
The Commercial Group Sales Operation function has the mandate of :
• Ensuring the alignment of the sales resources deployment, quota deployment across geographies, with related compensation schemes
• Building the sales forecasting processes and big deal management process as key assets for the sales business units ensuring business predictability and short term planning.
• Preserving customer data as a key asset of the group for sustainable customer/partner management
Roles description
Planning
1. Sales engagement modeling for optimal resource usage ( Biz dev.- pre-sales- sales- deployment- maintain)
2. Target setting models for entity workforce force ( aligned with affordability and entity model)
3. Compensation model development for Commercial Group sales teams across all functions-
4. Channel program deployment models
5. Channel optimization projects/ channel re-engineering
6. Establish models/processes/platform for safeguarding/maintaining customer-channel information assets.
Execution- Managing operations and reporting-
1. Resources deployment &tracking and follow-up ( entity org models)
2. Compensation deployment & tracking at entity level
3. Compensation mgt. and inputs to HR & payroll
4. Forecasts management - S&OP inputs and changes capture following S&OP
5. Win-Loss reviews and synthesis for key deals (learning organization)
Processes under responsibility
1. Alignment/adjustment of entity sales engagement resources ( GTM committee)
2. Target setting/deployment process. ( yearly planning process linked to affordability)
3. Compensation modeling & setting process (Compensation committee) )
4. Compensation management processes.( yearly & half yearly performance assessment & payment)
5. Entities forecasts review process ( Templates- Occurrence- link with S&OP)
6. War room process & activation for sales manager( end-user and channel deals)
7. Campaigns coordination w/ LOB ( for forecasts impact and projected compensation)
8. Customer information capture and maintenance
Deliverables
1. Sales engagement resources modeling ( yearly)
2. Compensation model/plan done (yearly )
3. Quota/Target setting model ( aligned with GTM decision/per entities and LOB participation per entities)
4. On-going resources tracking ( aligned with targeted organization per entity- aligned with affordability)
5. Compensation forecasts ( on-going - based on performance- go/no go for payment release)
6. Sales forecast by entities ready before S&OP calls-
7. Win-Loss report on big deals
8. Customer data -half year statistic reports + analysis (pareto- account penetration/development/retention)
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