Sales Operations Manager

US-NJ-Princeton
Job ID
2017-6906
# of Openings
1
Job Category
Sales

Overview

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 sleep better at night, and we are confident that the millions of people we touch rest easier too.

 

UL Compliance To Performance helps our life sciences clients drive results in compliance, quality and performance so they can enter new markets, stay in those markets and grow. We provide complete solutions to business challenges, addressing processes, people and IT issues.  Our solutions are made of advisory, software and learning services, and support client needs from the early stages of market entry, through scale up and optimizing business performance.

 

The Sales Operations Manager is responsible for managing support functions essential to sales force productivity. These include planning, reporting, quota setting and management, sales process and CRM optimization, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force talent. Unique to the role is emphasis on sales enablement and driving pre-sales initiatives with the sales team including product demonstrations, solution development, deal scoping, and quotation processes.  Reporting to the Global Sales Director, you will also work closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported.

Responsibilities

In this role, you will:

 

  • Champion for culture of Sales Enablement.
  • Coordinate sales forecasting, planning, and budgeting processes used within the sales organization.  Proactively monitor and strive to maintain highest levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. As needed, coordinate planning activities with other functions and stakeholders within the firm. 
  • Support the equitable assignment of sales force quotas and ensure quotas are optimally allocated to all sales channels and resources.  
  • Ensure all sales organization objectives are assigned in a timely fashion.   Help drive proactive mindset and need to meet sales performance metrics. 
  • Drive processes, daily sales tasks and metrics around sales cycle cadence including new logos, expansions, and renewals.
  • Proactively identify opportunities for sales process improvement. Work closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assist sales management in understanding process bottlenecks and inconsistencies. Facilitate an organization of continuous process improvement.
  • Oversee the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommend revisions to existing reports and leads the development of new reporting tools as needed.
  • Implement enabling technologies, including CRM, to field sales teams. Monitor the assigned sales organization’s compliance with required standards for maintaining CRM data. Work closely with sales management to optimize the effectiveness of the firm’s technology investments.
  • Provide input to senior leadership in the development and administration of sales incentive compensation programs.
  • Oversee sales incentive compensation administration, working with Accounting, Finance, and Human Resources to ensure accurate and efficient administration.
  • Direct and support the consistent implementation of company initiatives.
  • Build peer support and strong internal-company relationships with other key management personnel. Direct the sales operations team, and other sales and management resources as needed, coordinating with the appropriate management-level supervisors.
  • Foster close, cooperative relationships with peer leaders, sales management, and sales and support personnel.

Qualifications

Experience, Knowledge and Education Requirements:

  • Bachelor’s degree required
  • 5+ years’ experience in sales operations, data and management
  • Full understanding of software selling methods, sales cycles, and financial recognition
  • Strong analytical, financial, and presentation skills
  • Previous experience driving initiatives and programs to successful implementation
  • Exceptional presence and integrity; ability to interact and influence effectively across the organization and with all levels, including executive level.
  • Strong business acumen and ability to work across all functions to drive for results
  • Strong ability to influence extended team
  • Ability to collaborate with internal and external partners
  • Proven track record of success in an internal customer facing leadership role – daily, weekly, monthly, quarterly report outs

Grow and Achieve. Growth and development are part of our DNA.  Our working environment is a launch pad for our employees to excel.  Your growth will be supported with targeted development, rewards and recognition programs, so that you can maximize your potential. 

 

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