Revenue Operations Lead

3 weeks ago

Mumbai, India Digital Connexion Full time

Job Summary

Revenue Operations Lead 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 partnering with Global Revenue Operations to bring change initiatives where necessary and feasible. The Revenue Operations Lead implements and manages sales forecasting, opportunity management processes, and planning and budgeting processes. It is incumbent upon the Revenue Operations Lead to establish quality, accuracy and process consistency in planning, forecasting and budgeting approaches used by the sales organization. The person will be required to appropriately integrate sales planning, forecasting and budgeting with other planning processes followed within our organization.


This position reports to the Senior Vice President – Business Development, India.


Responsibilities :

 

Strategic Responsibilities 

• Partner with the corresponding sales leadership and global team to identify opportunities for sales process improvement. 

• Work closely with the corresponding Global Revenue Operations 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 while maintaining the global standards. 

• Align reporting, training and incentive programs with Global programs and performance management priorities. 

• Assist Sales Leadership with Bid Management, work closely with Legal & PMG on Sales Order Forms and MSA’s. 


 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 

• 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 Global Revenue Operations, 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 (global revenue operations, accounting, finance and HR) to enforce sales compensation program rules, policies and procedures. Ensure enough resources are assigned to adequately administer sales compensation programs. 


Sales Enablement Responsibilities  

• Work closely with global revenue operations, 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. 

• Use global platforms and methodologies wherever possible  


Skills and Experiences 


Required Skills and Experiences

• Excellent written and oral communication 

• Past experience in 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 administration 

• Experience in sales forecasting 

• Experience in sales analytics 

• Experience in business process development and flow 

• Experience in Go to Market design and implementation 


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 Salesforce CRM and other sales automation tools 


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

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