Manager - Sales Operation

• Role & responsibilities

• The role aims to enhance sales efficiency, drive revenue growth and provide valuable insights to support informed decision making and increasing organizational effectiveness
• The role will also be responsible for channel management- managing lifecycle of channel partners, identifying gaps and opportunities to create a strong network of channel partners
• The role will be responsible for overseeing and optimizing our sales processes, managing sales data and analytics, collaborating with cross-functional teams, and contributing to the overall growth and success of our sales department.
• This position involves a combination of strategic thinking, data analysis, process management, and cross-functional collaboration.

Job Description

Channel Management

• Design, evaluate and refine distribution module in alignment with business head basis market trends and business objectives
• Identify gap areas and opportunities for strengthening channel network
• Collaborate with credit control team to maintain healthy sales/AR (account receivables) ratio, DSO for channel partner
• Identify exception channel partner on benchmarks to review channel partners on regular basis
• Ensure compliance adherence to all policies and process for channel partners

CRM Management

• Evaluate and implement sales IT- sales tools, CRM systems, and technology solutions to enhance sales productivity.
• Define the stages of the sales process, from lead generation to deal closure.
• Collaborate with sales teams to ensure adherence to established processes and identify areas for improvement.
• Map out the specific actions, tasks, and interactions that occur at each stage.
• Determine criteria for advancing leads from one stage to the next.
• Monitor and evaluate the sales pipeline to identify bottlenecks and implement strategies to streamline workflows.
• Ensure consistency in how leads are handled, how information is captured, and how communication is conducted.
• Implement sales tools and Customer Relationship Management (CRM) software to automate repetitive tasks

Cross Functional Collaboration

• Partner with marketing, finance, credit control, operations, and other relevant teams to ensure alignment of goals and strategies.
• Collaborate with the marketing team to align sales strategies with marketing campaigns and lead generation efforts.
• Work with finance to develop and manage sales budgets, incentives, and compensation plans.
• Establish clear handoff points between marketing and sales when transferring leads.

Experience & Competency

• Strong data analysis skills to interpret sales data, identify trends, and derive actionable insights.
• Prior experience in sales roles, preferably with a track record of success.
• Familiarity with the nuances of sales processes and challenges.
• Understanding of customer needs and preferences to tailor sales strategies and enhance customer experiences.
• Ability to gather and incorporate customer feedback into improvements.
• Capability to align sales operations with overall business goals and objectives.
• A strategic mindset to identify opportunities, challenges, and areas for improvement.
• In-depth knowledge of sales processes, methodologies, and best practices.
• Experience in optimizing and implementing efficient sales workflows.
• Familiarity with sales technology tools, CRM systems, and analytics platforms.
• Comfortable adapting to and leveraging new technology for sales operations.