Head of Sales Operations & Analytics

Company Description

Zayo provides mission-critical bandwidth to the world’s most impactful companies, fueling the innovations that are transforming our society. Zayo’s 133,000-mile network in North America and Europe includes extensive metro connectivity to thousands of buildings and data centers. Zayo’s communications infrastructure solutions include dark fiber, private data networks, wavelengths, Ethernet, and dedicated Internet access. Zayo serves wireless and wireline carriers, media, tech, content, finance, healthcare and other large enterprises.

Position Description

Reporting to the Chief Revenue Officer, this individual is responsible for leading a team to drive the administration, governance and efficient operation of Zayo Group Sales (ZGS). A high impact role, responsibilities fall into three broad categories:

• Sales Operations & Governance

• People Initiatives - Compensation, Productivity Analysis, Staffing, Skills development

• Office of the CRO

Responsibilities

Sales Operations & Governance

Representing the largest area of responsibility, this aspect of the role requires the leadership of a team to deliver the following:

• Sales Governance Framework - Development of a Governance Framework and timetable to ensure end to end data integrity across the sales process and that all aspects of sales administration is managed by the sales operations team in a timely and efficient manner.

• Sales Productivity/Performance - Utilizing defined productivity metrics/reports to assess productivity and other key KPIs and define corrective actions (turnover, yield, cost of sales).

• Account Assignment Management through supporting management on allocation of accounts ensure appropriate assignments and appropriate balance of opportunities within the team.

• Target Account Program (TAP) process management - ensuring proactive adherence to account assessment guidelines.

• Data Integrity - ensuring data in SFDC is accurate and complete.

• Support of sales team in day to day operations; providing administrative assistance.

• Administrative and analytical support to Sales Leadership.

People Initiatives – Compensation, Staffing, & Skills Development

• In-depth involvement in sales compensation strategy and execution.

• Develop an effective execution and communication plan against compensation changes.

• Manage a regular cadence of compensation deliverables to ensure a timely and accurate compensation program.

• Sales training on compensation plan.

• Management of an agreed resourcing budget for sales headcount.

• Execution against skills development activity utilizing the training function.

• Execution against agreed actions arising out of Employee Engagement Survey results.

Office of the CRO

• Coordinate activities of the CRO with other divisions and departments.

• Deliver a highly coordinated Executive Customer Outreach Program.

• Organize and support all aspects of meetings and events (Team Meetings, All Hands Meetings, etc.) including scheduling, logistics, and presentation materials.

• Conduct research and assure implementation of programs developed and/or initiated by the CRO.

• Handle ZGS employee inquiries and complaints, responding with tact and resourcefulness in seeking solutions to problems.

• Responsible for developing and publishing quarterly Interco presentations.

• Responsible for ensuring timely deliverables to ZGS from the CRO.

Qualifications:

• Bachelor’s degree or higher with a business related focus is required; Analytical background.

• 10+ years of line management experience.

• Demonstrated ability to deliver multiple programs concurrently.

• Prior experience in Sales Operations or a Sales related role is highly desirable.

• Ability to write reports, business correspondence, procedure manuals, and prepare presentations and proposals with careful attention to grammar, spelling and style with the audience in mind.

• Ability to effectively present qualitative and quantitative information and respond to questions from managers, employees, and coworkers.

• Active listening and the ability to communicate effectively and professionally via phone, electronic media, and face to face interactions.

• Proficiency in the MS Office suite of tools with emphasis on Excel is required, including use of common formulae and pivot tables. 

• Knowledge of Salesforce.com platform is a plus, familiarity with data management is required.

• Ability to solve practical problems and deal with a variety of variables in dynamic situations.

• Ability to synthesize complex or diverse information; collect and research data; utilize intuition and experience to analyze data.

• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

• Ability to view issues and concerns from multiple perspectives while keeping the ‘big picture’ in focus. Understands business implications of actions and decisions.

• Requires an individual who is detailed oriented with superb organizational skills and the ability to prioritize. 

• Monitors and checks own work for accuracy and quality.

• Requires an ability to be flexible and adaptable with work schedule and demands to meet strict deadlines under no or minimal supervision. 

• Ability to work independently or on a team, support team objectives, take initiative and promote a positive team spirit.

• Telecom industry experience preferred, but not required.

Base pay range: $170,000 - $210,000, commensurate with experience.

Benefits, Rewards & Wellness

• Excellent Health, Dental & Vision Insurance

• Retirement 401(k) Savings Plan

• Fitness membership discounts

• Generous paid time off policy including paid parental leave

Zayo provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, provincial or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.