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The Sales Operations Specialist supports the Sales Operations Manager in larger organisational structures. In smaller Sales Organisations, the Sales Operations Specialist may be the most senior Sales Operations employee and will report into the Senior Sales Manager.
Sales Operations are a set of business activities and processes that help a sales organization run effectively and efficiently in support of business strategies and objectives.
Ultimately sales operations activities significantly contribute to the success of a sales organization and that organizations ability to meet / exceed business targets.
Sales Operations activities help Sales Leaders :
The Sales Operations Specialist supports the sales team by taking ownership of one or more specialist operational areas of the sales organisation.
Sales Remuneration (Compensation Policy & Plan Design and Quota Setting); Sales Process (Design, Adoption, Compliance including CRM processes and development), Sales Automation and / or Sales Development.
The Sales Operations Specialist displays analytical, systematic and strategic thinking in implementing and executing solutions and is the liaison / representative for sales to other parts of the organization such as HR, Finance, Marketing and IT.
They will represent the needs of sales in meetings and cross-functional projects. The Sales Operations Specialist has the ability to engage with a range of stakeholders in Sales functions and other business units, as well as, external third parties.
Focus areas as per Specialisation area :
Working at NTT
Business Analytics & Reporting (including forecasting)
The Sales Operations Specialist specialising in business analytics and reporting (including forecasting), research and shares relevant knowledge with other colleagues and act as an internal consultant.
They collect internal and external data that can be used to determine trends and to benchmark performance. They are aware of current sales trends and practices and can interpret the impact of the practices on the organization.
They compile and generate sales metrics, reports and forecasts according to agreed schedules, and are able to use these reports to analyse sales performance across solutions and services and market segmentation and verticals.
They ensure that sales data is communicated to all relevant stakeholders in a timely manner and ensure that sales and finance trust this data for planning purposes.
They are responsible for a principled process for selecting and defining metrics linked to the sales strategy and setting corresponding performance targets.
This employee will consistently derive and communicate actionable insight from the sales metrics in a way that compels key stakeholders to act on this data.
Sales Remuneration : Compensation Policy & Plan Design and Quota Setting
The Sales Operations Specialist specialising in Sales Remuneration research and shares best practice and act as an internal consultant or subject matter expert to HR compensation specialists and their sales leadership.
The sales operations specialist designs compensation guidelines and policies to focus the sales force on the key performance objectives associated with their specific job content and provide compelling rewards for over achievement.
They design the sales compensation plans to attract the right calibre of sales talent to Dimension Data. They work closely with local regional and global Human Resources to implement best practice sales compensation strategies.
They use a consistent methodology to establish sales goals based on quantitative analysis of territory potential, past performance and sales team capability as well as management judgement.
They are responsible for setting challenging yet fair and achievable goals.
The Sales Operations Specialist specialising in Sales Automation is responsible for the design, pilot and delivery of a limited set of tools that expedite the execution of key sales activities.
They ensure that the sales tools are regarded highly by the sales force and are actively used, resulting in improved sales productivity.
These employees will define a sales system and tool roadmap for the local organisation and take responsibility for the execution of the roadmap.
They research and share relevant knowledge with other colleagues and act as an internal consultant. They ensure the adoption and continuous optimisation of current Sales systems and tools by managing upgrade cycles, exploring new functionality and deactivating unused functionality to ensure an optimal user experience.
They perform research to identify best practice tools and systems and when necessary compile business cases to obtain buy in and funding for the deployment of, or the optimisation of, current tools and systems.
They take responsibility for ensuring that the systems and tools support an efficient sales process and is relevant to the current way of working and accurately displays sales intelligence.
The Sales Operations Specialist specialising in Sales Development understands the key sales knowledge and skill gaps of the sales force, and acts as the subject matter expert when developing the content required to deliver curricula to address relevant skill gaps.
This specialist will work closely with the sales team and HR specialist to identify the areas where sales development is required and deploy programmes to all relevant sales personnel.
They will ensure that training is targeted to individual needs and is aligned to the sales operational processes and consequently embedded into the daily workflow.
They will ensure that they measure the effectiveness that training has on overall sales effectiveness and ensures the ongoing change management of embedding the relevant intervention and how it relates and integrates into the current sales process and methodology.
The sales operations specialist will prioritise development initiatives in line with the organisational sales strategy and will use this information to work with the local / regional / global Human Resources team to identify the development strategies that should be followed to ensure a competent sales staff.
They will ensure that the sales organisation leverages organisational initiatives to, develop, engage and retrain our sales talent.
As corporate citizens, Sales Operations Specialists can work effectively in teams and manage their assigned work processes.
They contribute ideas to the improvement of internal processes and continuously improve their own competence levels by displaying a learning orientation.
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