Sales Effectiveness Manager

About Infinit-O: As a top Business Process Optimization solutions provider we partner with the world's fastest-growing companies in Financial Services, Healthcare, and Technology, offering data-driven solutions and providing strategic advantage.

Our company specializes in business process optimization for 18 years now, with a world-class Net Promoter Score of 71, delivering powerful technology and high-performance teams within our highly engaged and agile culture.

The Sales Effectiveness Manager is responsible for building and operating a state of the art sales effectiveness team by optimizing sales processes, ensuring seamless integration of CRM and sales tools, and enabling data-driven decision-making to enhance sales performance. The role supports sales in developing the sales structure, including sizing roles and responsibilities, and managing the performance cycle, including budgeting, target setting, incentives, and forecasting. Key duties include designing and optimizing sales processes, ensuring accurate and timely reporting of sales data, and collaborating with other departments to align sales strategies with overall business goals. The role also involves driving the CRM roadmap, rationalizing CRM and other sales tools, and maintaining a coherent reporting setup.

Specific Duties and Responsibilities:

Sales Structure:

• Support sales leadership in developing the sales structure, including sizing, roles, and responsibilities.
• Drive, implement and adjust IO’s sales operations practices and support the build-up and daily operations of commercial teams
• Directly manage IO’s sales effectiveness team

Sales Process:

• Design and optimize sales processes based on best practices
• Ensure 100% adoption of sales processes by the sales team.
• Collaborate and provide business partnership to the IO management team regarding business rhythms and sales effectiveness topics.

Sales Performance:

• Support sales leadership by managing the performance cycle, including budgeting, target setting, incentives, and forecasting.
• Ensure effective sales support is provided, including account management, proposal development, pricing, and deal management.
• Introduce and ingrain sales performance management best practices, including coaching.
• Ensure sales processes, training materials, dashboards, and sales enablement tools are documented

Sales Systems & Reports:

• Develop and rationalize CRM and other sales tools.
• Ensure continuous CRM management, including changes, optimization, and automation.
• Ensure comprehensive CRM compliance and adoption
• Ensure accurate and timely reporting of sales data.
• Develop and maintain performance measures, reporting systems, and sales dashboards.
• Monitor and analyze sales performance metrics.
• Ensure transparency in sales performance and assist sales leadership and IO Management with standardized reporting and insights.

Sales Enablement:

• Drive the onboarding process and ensure engagement with the sales team.
• Establish and maintain efficient coordination and communication systems for seamless collaboration with other departments.
• Support sales leadership in aligning sales strategies with overall business strategies.

People & Performance Management

Monitor & Manage Performance:

• Monitor team, establish individual OKRs (Objectives and Key Results) and SLAs (Service Level Agreements) to ensure targets are met.
• Ensure all deliverables are accomplished and delivered within agreed SLAs.

Coaching & Motivation:

• Conduct regular coaching sessions with team members to ensure OKRs are achieved, team members remain motivated, and attendance is adhered to.
• Foster a positive work environment to maintain high levels of team engagement and satisfaction.
• Address and resolve any team-related issues promptly and effectively

Culture Management:

• Foster a culture of Malasakit by encouraging genuine empathy and compassion, promoting collective responsibility and selfless support, and leading by example to create a supportive and inclusive work environment where everyone feels valued and cared for.

Career Development:

• Monitor and support the career development and growth paths of team members.

Investment Management:

• Manage and monitor Sales Effectiveness-related investments to ensure efficient use of resources and alignment with business goals.

Other duties and responsibilities:

• Lead sales effectiveness projects and act as the sales effectiveness SME for cross-functional IO projects.
• Partner with sales leadership, finance, legal, and other teams to align on deal processes, policies, and priorities.
• Act as a liaison between sales effectiveness and other departments, driving communication and cross-functional initiatives.
• Collaborate on special projects and provide support to the sales and marketing team, especially during team members' absences.

Quality & Information Security Management

• Adhere to Infinit-O’s information security policies and carry out its processes and procedures.
• Protect client-supplied and generated-for-client information from unauthorized access, disclosure, modification, destruction, or interference (see also Table of Offenses).
• Carry out tasks as assigned and are aligned with a particular process or activity related to information security.
• Report any potential or committed non-conformity, observation, and/or security event or risks to immediate superior.

Competencies

Sales Process Optimization:

• Expertise in designing, implementing, and optimizing sales processes, ensuring 100% adoption by the sales team.

CRM and Sales Tools Management:

• Proficiency in developing, managing, and continuously improving CRM systems and sales tools, ensuring comprehensive compliance and adoption.

Data-Driven Decision Making:

• Strong analytical capability to ensure accurate and timely sales data reporting, and to maintain performance measures and dashboards.

Sales Structure and Performance Management:

• Competence in supporting sales leadership with sales structure development, performance cycle management, budgeting, target setting, incentives, and forecasting.

Cross-Functional Collaboration:

• Ability to facilitate communication and drive cross-functional initiatives by acting as a liaison between sales effectiveness and other departments.

People Management and Development:

• Expertise in monitoring team performance, establishing OKRs and SLAs, conducting coaching sessions, and fostering a positive work environment.

Cross-cultural competence

• Demonstrated expertise in effectively communicating, collaborating, and navigating within diverse cultural contexts, fostering inclusivity and mutual respect in a global business environment

Sales Enablement:

• Competence in driving the onboarding process, ensuring sales team engagement, and establishing efficient coordination and communication systems for seamless collaboration.

Project Management:

• Ability to lead sales effectiveness projects, act as SME for cross-functional IO projects, and support the sales and marketing team during absences.

Skills & Abilities:

Communication and Interpersonal Skills:

• Excellent written and verbal English communication and presentation skills, with proficiency in using supportive communication tools like Workspace
• Outstanding communication and interpersonal skills, leveraging platforms such as Zoom and Google Meet for virtual interactions.

Sales Operation Skills:

• Proficient in sales operations management, utilizing tools like Salesforce CPQ, SAP Sales Cloud, or HubSpot Sales Hub.
• Expertise in sales process automation, leveraging technologies such as RPA (Robotic Process Automation) or HubSpot's automation features.
• Strong understanding of sales performance management using relevant platforms like Looker Studio, Tableau, Xactly, Anaplan,or HubSpot's reporting and analytics tools.
• Ability to streamline sales workflows and improve efficiency with tools like Salesforce Einstein or HubSpot Workflows.

Technical Proficiency:

• Proficient in sales and marketing technologies such as HubSpot, Salesforce, Zapier, MailChimp.
• Tech-savvy with proficiency in Google Workspace and MS Office, and familiarity with collaborative tools like Miro, Asana and Trello.
• Proficient in CRM software (Salesforce, HubSpot) and relevant technology platforms.
• Understanding of advanced sales technologies and methodologies such as AI-driven analytics (Clari, InsideSales.com), sales engagement platforms (Outreach, SalesLoft), and customer data platforms (CDPs) like Segment and Treasure Data.

Analytical and Strategic Skills:

• Results-driven with strong data analysis skills, utilizing tools like Tableau, Power BI, and Google Analytics.
• Strong research and data analytical skills, with experience in using CRM analytics features and data visualization tools.
• Exceptional analytical abilities and strategic thinking, leveraging predictive analytics tools and business intelligence platforms.

Organizational and Project Management Skills:

• Highly organized with excellent multitasking and prioritization skills, using project management tools
• Creative with excellent project and time management skills, incl. employing tool supported solutions
• Proactive, motivated, detail-oriented, and driven to achieve objectives, with experience in using productivity tools like Todoist and Evernote.

Education and Experience:

• Educated to Degree Level, minimum Bachelor’s degree in Business Administration or related field, Masters is a plus
• Proven experience (5+ years) in min. regional sales operations, commercial and process driven roles within globally acting growth industries. Startup experience a plus.
• Demonstrated track record of driving OKRs (or equivalent) and exceeding targets.
• Devoted and demonstrated devotion to lifelong self-motivated learning
• Reliability, self-reliance, a high degree of motivation and the skill and will to work in a highly dynamic and challenging environment
• Strong leadership skills with the ability to inspire and motivate teams towards achieving goals.