Address
SalaryJob Title: Head of Sales Operations
Reports To: CCO
Reports To: CCO
FLSA Status: Exempt
Department: Sales
Benefit: Eligible
POSITION HIGHLIGHTS
The Head of Sales Operations is a strategic role that supports the sales organization and guides our organization’s investments in improving salesforce productivity. He/she is required to identify and mitigate operational gaps in the sales organization by managing existing processes and/or by leading large-scale change initiatives where necessary and feasible. The Head of Sales Operations implements and manages sales forecasting, opportunity management processes, and planning and budgeting processes. It is incumbent upon the Head of Sales Operations to establish quality, accuracy and process consistency in planning, forecasting and budgeting approaches used by the sales organization. He/she should also look to appropriately integrate sales planning, forecasting, and budgeting with other planning processes followed within our organization.
Responsibilities:
Strategic Responsibilities
- Partner with the corresponding sales leadership to identify opportunities for sales process improvement.
- Work closely with the corresponding sales leader and IT to understand the associated sales organization’s sales and technology strategy.
- Work closely with corresponding sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success.
- Partner with sales leadership to size the sales force and produce a scalable, cost-effective organization design.
- Ensure optimal deployment of Sales personnel. Make recommendations to change sales roles, coverage models, or team configurations in order to maximize sales productivity.
- Align reporting, training and incentive programs with performance management priorities.
Project Management Responsibilities
- Ensure timely assignment of all sales organization objectives.
- Ensure implementation and success of Sales-organization-impacting initiatives.
- Ensure efficient allocation of technology, support and training resources impacting the sales organization.
- Leverage available tools and technology to support the efficacy of the entire commercial organization.
Leadership Responsibilities
- Develop and lead a high-performing Sales Operations team.
- Provide strategic advice to the sales leader regarding overall targeted growth, operational efficiency and capital strategy initiatives.
- Serve as a business partner and trusted advisor to sales leadership.
- Foster an organizational culture of continuous process improvement.
Sales Incentives and Compensation Responsibilities
- Work with the sales leader, HR and finance to establish and maintain sales compensation plans that provide market-competitive pay, reinforce sales organization strategy and align with business and sales organization objectives.
- Assign sales force quotas and ensure business’s financial objectives are optimally allocated to all sales channels and resources.
- Monitor sales work performance with the sales leader, HR and finance to validate the compensation plan and forecast sales expense.
- Oversee sales compensation plan administration. Work with relevant internal stakeholders (accounting, finance and HR) to establish sales compensation program rules, policies and procedures. Ensure enough resources are assigned to adequately administer sales compensation programs.
Sales Enablement Responsibilities
- Work closely with Head of Sales and HR to design and establish a sales force training plan focused on developing and reinforcing critical sales competencies.
- Conduct an audit of existing collateral (e.g., pitch decks, case studies, testimonials, ROI calculators) to identify gaps. Oversee the design/rollout/adoption of new/improved collateral.
- Evaluate the effectiveness of the prevalent sales methodology to determine areas of improvement. Undertake subsequent improvement initiatives.
Sales Technology and Analytics Responsibilities
- Coordinate with sales leadership and other stakeholders to lead efficient and accurate sales analytics initiatives. Develop new sales analytics tools where required.
- Build relevant systems and processes to scale the team and the business.
- Conduct an audit of existing tools (e.g., territory plans, account plans, sales interaction prep documents, deal review templates) to identify gaps. Oversee the design/selection/adoption of improved tools.
What you bring to the table:
Required Skills and Experiences
- Excellent written and oral communication
- Experience in leading Sales Operations in a high-growth environment (or equivalent functions, such as revenue operations, commercial operations, marketing operations)
- Demonstrated success in the analysis, design and improvement of Sales processes
- Strong ability to logically analyze problems and develop solutions
- Strong leadership skills and people management experience
- Ability to manage multiple concurrent projects and summarize status to senior executive level
- Creativity and strategic thinking — and the agility necessary to master both the daily hands-on analysis and the big picture strategy
- Self-starter who sets aggressive goals and is driven to succeed both personally and professionally; focused on productivity; deeply committed to quality and integrity
- Able to create a culture of shared values throughout the company in which people work together cooperatively toward common and mutually recognized objectives
Desired Skills and Experience
- Sophisticated understanding of Sales performance metrics and KPIs
- Experience in sales quota and compensation plan design
- Experience in sales forecasting
- Experience in sales analytics
- Experience in business process development and flow
General Qualifications:
Educational Background
- Bachelor’s degree in business management, finance or equivalent
- Master of Business Administration is highly desirable
Technical Skills
- Proficient use of productivity tools, such as word processors, spreadsheets, and presentation software
- Good knowledge of IT systems and experience in defining business requirements
- Proficiency in CRM and other sales automation tools, Salesforce experience required
People Management Skills
- Excellent interpersonal skills
- Proven ability to solve problems with innovative solutions
- Displays courage and instills trust through integrity
- Ability to attract talent and build and lead diverse and effective teams
Key Competencies:
Accountable – Take ownership and commit to get it right, the first time.- Inclusive– Able to work in a collaborative style that highlights strengths, pushes you to reach your highest potential, and ensures an enjoyable and rewarding experience for all.
- Innovative – Be resourceful, creative, hungry, humble, and smart to develop world class products, services, and solutions.
- Respectful – Hold every assignment with regard for our customers and each other.
- Integrous – Be open, honest, and transparent with yourself, coworkers, customers, and stakeholders in every action.
- Diverse- Embrace unique thought processes to assist in making well-rounded decisions that ultimately benefits our team and our customers.
Physical Demands/Working Conditions
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- frequently required to sit, stand, bend at the knees and waist, and walk
- required to use hands to type, handle objects and paperwork
- required to reach and hold on to items at chest level or reach above the shoulder
- required to use close vision and focus
Why Join the Blue Stream Fiber Team?
We are proud to have won the 2022 & 2023 Top Workplace award with additional national recognition for Leadership & Innovation! Blue Stream Fiber has been an industry leader in providing innovative and top-notch Internet, TV, and Phone products to Florida for over 45 years. Our investment of millions of dollars in fiber infrastructure has allowed us to offer symmetrical internet speeds, Total Home WiFi, and TiVo Android Set-Top boxes with Google Assistant, among other innovative technologies.
We also understand the importance of investing in our employees, which is why we focus on developing each team member's strengths and experiences. As part of our team, you will have the opportunity to work with the latest technologies, learn from experienced professionals, and contribute to the growth and success of our company.
If you are looking to join a company that values its customers and employees, and provides top-quality products and services, then Blue Stream Fiber is the right place for you!
At Blue Stream Fiber we celebrate diversity by employing people of diverse backgrounds, experiences, and unique thought processes. Blue Stream Fiber’s success is cultivated by a culture that empowers all employees to fulfill their professional goals.
