• Global Sales Operations Manager, Identity Management & Security

    Location US-GA-Atlanta
    Job ID
    2018-10716
    # of Openings
    1
    Job Category
    Sales
  • Overview

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    Contribute to a Safer, More Secure, and More Sustainable World. At UL, we know why we come to work. Thousands of us around the world wake up every day with one common purpose – to make the world a safer, more secure, and more sustainable place to live. We clear the way for our customers to introduce the latest products, technological advances, and systems in an increasingly complex world so they can provide peace of mind to the market. Our integrity is woven throughout our company and shapes the way we approach and deliver our solutions. We are proud that the work we do every day has a meaningful contribution to society. We continue to build upon our legacy of trusted expertise and partnership to keep our communities safe and secure as we march forward into the future. This helps us to sleep better at night, and we are confident that the millions of people we touch rest easier too.

    Responsibilities

    The Global Sales Operations Manager is responsible building and expanding the overall productivity and effectiveness of the global sales organization. 

     

    Essential Duties and Responsibilities include (but are not limited to) the following:

    • In conjunction with the Commercial Director, develop, implement and manage annual sales plans to achieve revenue goals. Forecast, meet and/or exceed committed goals related to sales bookings and revenue including, but not limited to, new customer revenue, renewals and client expansion.
    • Evaluate, define and implement annual sales compensation strategies; inclusive of operational management. Provide Sales Executive leadership with quantifiable SIP and SPIFF proposals in support of meeting sales goals.
    • Evaluate, define, and implement effective global sales processes which impact improved sales performance and revenue growth.
    • Evaluate, define, and implement overall CRM Strategy within UL IMS. Oversee the optimization and continual improvement of required CRM technology platforms and integration with other enterprise technology solutions.
    • Develop, Implement and monitor Analytics strategies for all areas of the Sales Organization to provide visible, actionable data and metrics.
    • Develop training and adoption strategy for all sales process and business tools; and establish quantifiable metrics to which adoption can be tracked and managed.
    • Day to day management of the sales operations functions, including hiring and direct management of staff.
    • Continually review existing product, pricing and competition to maintain a competitive advantage. Define all quote/pricing approval escalation processes and tiers to maintain profitability targets.
    • Develop strategic long-term partnerships with customers, and drive the development of solutions focused on customer needs and wants.
    • Collaborate closely with other senior sales executives and business leaders across UL to identify commercial synergies and cross-selling opportunities.
    • Provide direction and support to sales teams regarding opportunity, order and contract management.
    • Communicate direction to the sales operations team, conduct regular department & individual meetings with staff, disseminate company information, act as an information conduit.
    • Active monitor and manage sales team performance through monitoring of weekly, monthly and quarterly sales metrics. Continuously improve metrics and reports and drive the optimize use of sales tools to provide valuable metrics and data.
    • Demonstrate a high degree of personal time management and the ability to maximize and prioritize the efforts of Sales operations representatives.
    • Monitor the implementation of the sales policies of the company.
    • Demonstrate complete understanding of prospects business practices and internal decision making process.
    • Demonstrate detailed knowledge of business processes and the operational environment of the target markets.
    • Coordinate training and all sales support tools and infrastructure.

    Qualifications

    • BA or BS degree, preferably in Business or Marketing. MBA preferred.
    • At least 10 years of proven success in sale of SaaS based solutions, preferably within Life Science industry.
    • At least 8 years of sales operations management, including demonstrated success improving sales operations processes.
    • Demonstrable success accurately managing sales forecasting.
    • Demonstrable success implementing and maintaining effective sales operations and contract review processes.
    • Ability to motivate and inspire direct reports as well as sales teams to achieve their goals.

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