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Sales Operations Manager

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About Netigate
Netigate is an established and rapidly growing SaaS company. Our purpose is to promote the customer, employee and consumer voice in everyday business decisions to help our customers focus on the right activities. Our survey platform is trusted by over 3000 of the world’s leading brands. For more information about Netigate: https://www.netigate.net.

Us, a happy group of people located in Stockholm, are now looking for a Sales Operations Manager. With us you will find a high-pace environment where every day is never the same. If you want to become a part of a forward-thinking organization and work together with driven, ambitious colleagues who enjoy spreading a happy vibe in the office – this is the place.

MISSION:
Free the sales team to focus on revenue-generating activities, and equip them to sell as efficiently as possible.The responsibilities of the Sales Operations Manager include ownership of the sales process: it’s implementation, compliance governance and execution in SalesForce.com. In addition, the Sales Ops Manager owns sales reporting and analysis of all aspects of the Sales operation including pipeline, performance metrics, trends, forecasting and opportunities at team, regional and global levels. This includes sales, renewals and Professional Services to provide management with a complete picture of business performance for the whole Sales division.

This role requires a combination of operational and strategical experience to manage all aspects of a Sales organisation’s operations that underwrite the performance achievement and predictability that the business requires to hit its targets. You work closely with the company’s senior leaders to ensure strategic alignment, and report directly to the CEO.

The scope of the Sales Operations Manager role includes:

  • SFDC – responsible for the maintenance and management of SalesForce.com data, preparation and management of management and sales reports ensuring sales people comply with their responsibilities
  • Analysis – defining, tracking and reporting sales performance metrics and trends
  • Forecasting – managing and maintaining divisional forecasting process and tools for Sales division
  • Reporting – creation, validation and distribution of all regional and divisional sales reports
  • Pipeline reviews – providing reports and data required to support regional and global pipeline reviews
  • Tools – ongoing development of analysis and reporting tools in SFDC, Excel and other platforms
  • Contract Renewals – supporting the Account Manager to execute on the Renewals Process and maintain global tracking of renewals, churn and licence reductions
  • Planning – provide specific analysis and input into the global business planning process
  • Process – create and maintain documentation for core sales process

The Manager role lies at the core of the Sales team and is a key resource in delivering the disciplines and information required to help drive sales performance, predictability and efficiency. These depend on the consistent execution of our sales methodology, processes, tools and procedures coupled with continuous improvement in reporting, analytics, forecasting and performance metrics. This role is therefore central to developing world-class Sales performance and building a scalable global operation that enables our growth.

RESPONSIBILITIES:
Performance Analysis

  • Sales performance – define, track and report actual performance against targets and metrics. Develop and deliver key performance metrics, dashboards and reports that enable the Sales leadership team to track, measure and drive performance improvement including sales force productivity.
  • Pipeline analysis – tracking pipeline creation, velocity and closure at individual Sales rep, team and regional levels.
  • Forecast analysis – tracking and building insights into the predictability and consistency of our forecast across all regions
  • Opportunity analysis – tracking key deals against closure plans, providing trends and insight into where we are succeeding and needing to improve
  • Account analysis – track performance of individual accounts including partners against plan.
  • Training analysis – track training and certification of sales people

Forecasting

  • Regional forecast reports produced weekly and validated with each region ready for global Forecast Calls.
  • Attend weekly regional forecast calls.

Reporting

  • Create and distribute weekly regional reporting packs including Forecast, Key Deals, Pipeline and Analysis to regional Managers.
  • Prepare drafts for each region to support quarterly business reviews (QBRs).
  • Track forecasting and win/loss reports amongst others.
  • Create ad hoc reports as requested, e.g. competitor analysis
  • Continually enhance reports and process to provide better management visibility of pipeline data and regional performance.

Process and tools

  • Be an expert on core sales tools including SFDC
  • Be an expert on core sales processes and underlying methodology and the ‘go to’ person for queries from sales people and management both for process and resolving issues
  • Create and maintain documentation for core sales process including analysis, forecasting, key deals and pipeline management.
  • Maintain timetable for sales management / processes and distribution list
  • Develop on and off-line analysis and reporting tools in SFDC, Excel, and other platforms as required.

 Contract Renewals

  • Global tracking and analysis of renewals, churn and licence reductions.
  • Support for the Account Managers on the renewals process and value propositions.

Business planning

  • Provide specific analysis and input into the global and regional business planning processes including quarterly, half-year and annual business reviews.

  • Provide similar information as required to support regional management teams.

If you have any questions about the position, please contact Mia Pellas: Maria.pellas@netigate.se or 073-518 02 47. 

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Department

Stockholm

Drottninggatan 29
111 51 Stockholm Directions info@netigate.se phone: +46 (0)8 411 71 10

This is how we work!

All our colleagues are passionate about their work. We inspire each other to continuously improve performance and take responsibility for ourselves, the team and the customer. Courageous decisions and innovative approaches bring us to our goals.

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