Head of Sales Operations

Job Locations United Kingdom-London | United Kingdom-London
ID
2021-7691
Function
Sales/Business Development

Introduction

 

The Economist Group logo

 

The Economist Group is the leading source of analysis on international business and world affairs. We deliver our information through a range of formats, from newspapers and magazines to conferences and electronic services.

We champion progress by helping people understand and tackle the critical challenges facing the world. Our expertise, insights and perspective enable individuals and organisations to make sense of these challenges and chart a course through them. 

 

Currently we are seeking a Head of Sales Operations who will be instrumental in supporting and executing the vision and strategy for the B2B sales organization.  Reporting to the Commercial Director of Client Solutions, the Head of Sales Operations will work to create and embed the necessary core commercial capabilities in order to enable sales, partnership and account teams to play their part in delivering the company’s strategic objectives

Accountabilities

How you will contribute:

 

The purpose of the role will be to develop and own sales operations function across The Economist Group’s Client Solution businesses, working collaboratively with sales leadership and the relevant platform teams to optimize systems and processes to maximize commercial performance. You will inspire and guide the sales team through process design and compliance, as well as designing and delivering appropriate reporting which will drive commercial progress. You will do this by:

  • Fully owning the commercial processes, and supporting tools, used for Sales, Lead Management, Account Planning, Performance Management, Commission and Sales Development
  • Creating and promoting meaningful adoption of core commercial processes and tools
  • Coordinating go-to-market planning, including market segmentation, territory design, resource quantification, quota setting
  • Coordinating sales performance management, including good use of pipeline, forecast, and attainment analyses
  • Creating and embedding customer data governance capabilities, measure quality and prioritise improvement actions
  • Creating and embed product master data governance
  • Identifying and promote best practice sales methods and create and deliver sales competency curricula
  • Designing, implement and assess the effectiveness of sales incentives
  • Identifying external commercial operations best practice and feed to commercial strategy
  • Partnering with marketing, database, sales, account management, customer service and finance teams to reflect business requirements
  • Act as the guardian of the sales information in Salesforce, ensuring consistency of input from the sales teams and validity of data at all times
  • Analysing sales performance to identify trends, working with sales directors, finance and marketing leadership to highlight areas for improvement or opportunity
  • Providing ongoing Salesforce training to new and existing users and evaluate its effectiveness
  • Creating and update training manuals, policies and procedures from lead conversion to opportunity creation

Key result areas: 

  • Sales and revenue performance
  • Acquisition and retention cost performance
  • Sales process effectiveness measures (eg velocity, average order value, win rates, renewal rates, attainment)
  • Customer satisfaction, employee engagement of commercial teams

Experience, skills and professional attributes

The ideal skills for this role include:

  • Proven experience in delivering change and driving strategy in a B2B sales organisation
  • A leader with the ability to not only develop strategy but also to personally deliver on the implementation
  • Excellent understanding of CRM platforms such as Salesforce Lightning, able to develop and implement best practices
  • Knowledge of B2B sales and marketing processes and the relevant supporting needs
  • Creativity, initiative and enthusiasm about the potential of operational improvement.
  • Excellent business analysis and problem solving skills
  • The ability to inspire commercial teams and evangelize the potential of best practice and processes.
  • Confident and highly communicative with excellent business insight and a willingness to challenge stakeholders and drive change

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