JOB DESCRIPTION: Sales Operations Manager

Title: Sales Operations Manager

Job Function: Sales Department

Role Type: Full-time

Location: Toronto Metro Area

Reporting to: VP of Sales / Director of Marketing

Stakeholders: Sales / Marketing

Resulticks is searching for a Sales Operations Manager to empower our sales team as we manage rapid growth in North America. The SOM will be the CRO’s business partner, supporting revenue growth and increasing sales productivity by providing accurate analytics, effective methodologies & training, efficient processes, customer segmentation, territory management, cutting edge sales tools and facilitating the flow of communication between all stakeholders. The SOM will have ultimate ownership of the sales forecast, shouldering responsibility for implementing and maintaining adherence to processes that ensure its accuracy. In short, you will be the standard bearer for operational excellence in all things sales related.

The ability to take ownership of projects from inception through execution is essential. The ability to multi-task and prioritize while managing multiple projects and maintaining keen attention to detail on tight timelines is also a key ingredient for success in this position. The personality needed for success in this role is open and friendly with the ability to develop strong relationships. Sharp problem solving skills and the ability to build efficient processes, plus comfort with multiple demands, shifting priorities, ambiguity, and rapid change are a must. A results-oriented oriented mentality, with an underlying sense of urgency and drive to win are also necessities.

Key Responsibilities

Sales Leadership

• Serve as System Administrator for sales software tools, create workflows, dashboards, workflows and reports: Microsoft Dynamics, ZoomInfo, Excel, etc.
• Partner with Sales Leadership to create and maintain forecasting models and data analytics. Assist Sales Leadership with Pipeline and Opportunity inspection.
• Analyze sales operations and cross-functional efficiencies, identifying areas for improvement. Measuring KPIs on growth, win/loss rates, up-sells, renewals, quota attainment.
• Identify pain points at every stage of the sales funnel, make data-driven recommendations for improving the sales funnel process, including recommendations for eliminating sales process inconsistencies and bottlenecks.
• Develop hand-off processes from Business Development to Sales to Implementation.
• Analyze individual performances and identify areas for improvement.
• Analyze team performances and the effectiveness of different plays.
• Refine customer segmentation and assist with territory management.
• Collaborate with Sales Leadership, Finance, HR and CSM on sales initiatives programs.
• Coordinate cross-functional activities across departments.
• Create content for executive presentations and board reporting.
• Present quarterly progress reports to stakeholders with actionable sales goals.
• Develop & update sales resource documents: training manuals, policy & procedure handbooks.
• Partner with Sales and Marketing teams to define lead qualification process.
• Manage sales documentation, including contracts and RFP process.

Sales Team

• Conduct onboarding and training with new sellers and offer mentorship where needed.
• Identify, build, and manage additional non-CRM sales tools and systems that enable efficient sales and cross-functional collaboration.
• Manage & report on sales process adherence. Sustain on-going analysis of sales team’s performance and the effectiveness of different plays.
• Maintain weekly check-ins with Sales Executives, Pre-Sales and Business Partner Managers and others who contribute to opportunity development. Tracking sales opportunities against plan and flagging problems for internal review and problem solving.
• Simplifying the sales process and eliminate pain points at every stage of the sales funnel.

Marketing Team

• Partner with Marketing and Sales to define lead qualification process.
• Collect and share information needed to create marketing content, like eBooks, white pages, blogs and case studies.

• Analyze and report on campaign performance with dashboards and reports.

Customer Success

• Collaborate with Customer Success on the execution of post-sales activities, including contract management, customer tracking, and customer satisfaction scoring.
• Codify existing post-sales activities and research potential opportunities to increase efficiency via new systems, tools, and/or processes.
• Help create a plan to enhance up-sell, cross-sell and renewal processes.

Requirements

• 5+ years of experience in sales operations. CRM Subject Matter Expert with ability to create reports, optimize processes, train new hires, and manage dashboards. Along with the ability to understand high-level sales strategies, translate them into system and process requirements, and ensure local execution and business impact.
• Bachelor's degree; technical or business-related field preferred OR equivalent work experience.
• Proven knack for multi-tasking, prioritizing projects and meeting deadlines and goals.
• High degree of Microsoft Dynamics expertise is mandatory.

• Advanced Excel skills (data filters, VLOOKUP, Pivot Tables, Data connections, Macros).

• Expert-level understanding of marketing automation and email marketing strategies & systems.
• Proficiency with ZoomInfo & secondary research systems, Business Intelligence, Analytics, Data Warehousing and Predictive Modelling.
• Strong business development, communication, leadership, mentoring, motivational, organizational, public speaking and salesmanship skills.
• Knowledge of complex sales processes to C-Suite plus Strong negotiation and problem solving skills.
• Phenomenal communication and presentation skills (must be an advanced PowerPoint user).

Desirable Skills

• Ability to “talk shop” with Sales & Marketing Team Members.
• Project Management skills and/or certification.
• Social Media Savvy.

Experience and Academic Qualifications

• At minimum, a B.A. or B.S. in a relevant field of study.
• Advanced technology or business degree, MBA would be a plus.

Must have authorization to work in Canada.

About Resulticks

Built from the ground up by marketers for marketers, Resulticks is a real-time conversation cloud enabled by the world’s first marketing data blockchain. With its big data-driven, AI-powered, omnichannel approach, Resulticks is changing the marketing automation landscape worldwide.

Resulticks has been named to the Gartner’s Magic Quadrant for Multichannel Marketing Hubs in 2022 and the previous 5 years.

Resulticks was certified by the CDP Institute in 2022 and a received a perfect score after their evaluation process.

Headquartered in Singapore, Resulticks is one of the top global martech solutions servicing the both B2B/B2B2C and B2C segments. Resulticks global presence includes the United States, India, Australia, and Singapore.

Watch video on Resulticks - https://www.youtube.com/watch?v=G_OwGy6unP8

Resulticks is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

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