Sales Operations Manager

about the role

Key Accountabilities :

Manage all aspects of Sales operations activities, including sales performance and associated KPI, sales compensation, planning cycles together with Finance, reporting and analysis, and special projects. In details :

Support Sales Manager / Country Manager to drive efficiently their organization with, pipeline and order evolution and changes, sales efficiency (, E : R, Portfolio development, etc.

sales cadences review and ad-hoc reporting and projects.

• Run sales improvement plan, revenue acceleration programs if needed.
• Assist in Sales target setting for commissions and Goal sheet maintenance.
• Act as Alpine region SPOC for commission issues
• Own and drive Revenue and order Budget processes
• Qualify / Analyze Revenue month on month and making revenue forecasts and reports.
• Qualify / Analyze Order entry and making order forecasting.
• Manage A / R escalation process together with Sales, Finance and Sales Administration
• As part of the approval matrix, review and approve discount requests, credit notes or any other revenue and margin impacting requests.
• Be a key component of revenue assurance process by providing necessary information to Finance. Deep understanding of revenue recognition criteria as well as a disciplined approach to qualify revenue properly.
• Compile and submit recurring reports, such as Weekly, Bi-weekly and Monthly reviews including information related to P&L (revenue, SG&A, DSO and other key metrics)
• Act as management stand-up during vacation period or upon request.
• Participate / lead specific collaborative ad-hoc projects to improve sales operations activities, such as tools and process review and recommendation, review and recommendations on Key Performance Indicators pertaining to Sales Operations, Management, and others.
• Establish strong working relationship with Finance, Operations, Marketing, and others to bring business value to the sales territory in an efficient manner (avoiding overlap, gaps)

Sales Operation

• Manage Order, Revenue budgeting and forecasting processes.
• Support sales teams by facilitating pipeline management process : secure quality and consistency of data, provide reports and analyze data.

Conduct Pipeline and Order Forecast Review Calls with sales weekly and monthly with the sales management

• Sales Operation / Business Analysis : Win / Loss ratio Revenue / Order Back Log, Span of Control, Commissions cost vs budget analysis
• Provide Sales Operation support for GAM / Territory model in cooperation with the International Sales. Support account reviews at year end for TM Accounts / French b-ends
• Check Order book report

Compensation Management (including Service Compensation)

• Manage target and KSO setting.
• Manager Goal Sheet creation process for all QBS
• Manage KSO measurement process for compensation twice a year and communication to QBS
• Ensure target setting and compensation processes are executed correctly and compliant to the Orange Business Services Sales Incentive Plan
• Monthly commission cost analyses & reporting
• Manage escalation process, ensure compliance to the SIP and SoA
• Manage the following processes : claims, GS change in with existing SIP

Financial data management

• Support annual revenue and order Budget : manage timelines with sales
• Regular meetings with Sales in order to secure accurate forecast, be aware about baseline, backlog, pipeline, trends and negative impacts, risks in general, define appropriate schedule
• monthly revenue forecast including revenue mitigation and actuals, GAM / Pre GAM
• identify and explain variances month to month, actuals to budget
• month end closing, including monthly calls with finance (provisions, CN, variances) (responsibility)
• proper identification of risk, eliminate revenue leakage, raise and release provision, take care on revenue impact
• Manage Accounts Receivable within KPI Overdue / Revenue support resolution of all customer queries preventing timely payments
• Monitoring Cost Budget for the defined territory
• Support the Country Manager in approval for Credit Notes, Price approvals

Projects

• General task : define and optimize processes in Sales / Sales Operation
• Ensure Sales Process Compliance for Country / ISO2000
• Revenue Assurance Program support
• Pipeline Management Orders / Strategic Orders

Other

Develop and maintain solid network at peer level throughout the international organization. Trigger, enable and develop rich knowledge exchange on international basis.

support the sales organization with best practice operations processes and tools

Coordination of Sales Operation processes with various sales and non-sales departments within Orange Business Services (CS&O, Billing, Finance and Legal )

Efficient Management of escalations throughout the OBS organization. This comprises throughly thought, proper implemented and well documented escalations procedures with involvement of all required global back - office functions.

about you

• 8+ years’ experience in a similar role
• Degree in Business, Finance or another relevant field (or equivalent)
• Good knowledge of MS Office programs such as PowerPoint, Excel spreadsheets including creation of pivot tables etc.
• Statistical mind with good knowledge of forecasting tools.
• Achievement oriented with high commitment, resilience, and a positive attitude.
• High degree of personal integrity
• Good planning, organizational and time management skills.
• Ability to articulate, communicate and document information, including maintaining a clear audit trail.
• Understanding of Sales cycles
• Ability to identify problems and work to resolution.
• Good understanding of risk management, ensuring risk is understood and under control.
• Proficient in English, both verbal and written. German or Swiss German a plus.
• Hands-on
• Able to challenge status quo and promote a continuous improvement environment.
• Team-player and collaborative approach

additional information

Sales / Business Operation covers all matters which are required to efficiently run the Sales Operations and Financial Key Financial Indicators alongside the entire sales & marketing life cycle.

This includes total aspects of Finance, Operations & Reporting and Account Management Support. It also includes in particular the Compensation Management.

contract

Regular