Senior Manager, Sales Operations (State College, PA)

Sr. Manager, Sales Operations

The Sales Operations Senior Manager is responsible for optimizing, deploying and managing the execution of the policies, processes and procedures, and operational analysis necessary for the global field sales, sales support and partner organization to meet the defined global field operations and corporate objectives.  This individual will be responsible for identifying operational issues and will participate in the development of policies, processes, and procedures to address them to maximize operational efficiency across the global field organization.  This position will be involved in both business issues and strategies relating to the operations of the field and all related budgeting/planning tasks.  In this critical role, the Sr. Manager, Sales Operations will collaborate with all other internal field support line of businesses within Minitab, i.e. Marketing, Finance, Customer Success, Human Resources, BIS and Legal to ensure proper alignment and effective communication.  This position reports to the Chief Revenue Officer and will lead a team of analysts and administrators.

Responsibilities:

CRM and Performance Management and Reporting

• Drive successful adoption of CRM tools across all necessary field personnel, administer the CRM system including driving enhancements and creating the roadmap for future functional deployments, and act as the company liaison with internal IT support and associated 3rd party provider of technology tools
• Assist in measuring the field attainment against compensation plan goals both at team and individual levels.
• Act as the voice of field operations for all internal systems and/or business process developments.  Manage cross-departmental needs including acting as the liaison between Sales, Customer Success, Marketing, Finance, Human Resources and Legal departments.
• Collaborate with Finance & HR to establish and manage key financial and non-financial performance metrics, targets, and tracking processes to be used for performance measurement.    Develop, maintain and optimize all appropriate CRM & BI reports and dashboards, including pipeline and OKR reporting.
• Analyze and interpret both detailed transaction-level sales related data and high-level financial reporting, with emphasis on identifying root cause of key variances, exceptions, etc. at all levels within the global field operations.

Field Operations Compliance and Governance

• Build Monitor and manage the compliance of global sales operations rules of engagement
• Ensure field personnel are aware and constantly updated of all required policies/procedures for field engagements, i.e. pricing/quoting, contractual agreements, etc.
• Participates in all Quarterly Business Reviews and responsible for template design, sales leadership support and for meeting minutes
• Facilitate all appropriate field related programs (i.e.  management meetings, monthly all hands sales meetings, etc.)

Personal Development

• Develop an Individual Business Plan that will include your business and personal goals and objectives. Discuss, confirm and review on a quarterly basis with your manager.
• Continue to build and grow personal knowledge of industry trends and MINITAB product offerings, as well as your general business acumen.
• Review, establish and implement a personal training plan with your direct manager to facilitate your ongoing growth, knowledge and professional development of Sales Operations including use of 3rd party training, memberships, etc.
• Mentoring and coaching of new and existing employees both on your operations team and sales team members

Experience:

5+ years of sales operations experience required. Experience in managing a team of analysts and sales administrative personnel. Working in a fast-paced, solution oriented and competitive Information Technology market segment strongly desired.  Sales experience is a plus. 

Skills:

• Analysis and Root Cause Identification
• Strategic Thinking
• Planning and Time management
• Team Leadership
• Project Management
• Relationship Building
• Verbal and Written Communication Skills

Education:

Bachelor’s degree required.  General familiarity with current selling  methodologies, CRM and analytical tools training required. (Microsoft Dynamics CRM and BI is a plus)

Career Path:

Following 1-3 years of successful performance, potential promotion to Director of Global Field Operations managing a global team, including Sales Enablement functions is possible.

Minitab requires employees to be fully vaccinated for COVID-19 according to applicable law. 

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