• Job Description

  Req#: R70628

  Sales Operations Manager (Corporate Markets)

  Would you like the opportunity to take ownership for your sales strategy and success?
  

  Do you enjoy leading teams to success through innovation?
  

  About our Team
  

  The Sales Operations Manager facilitates regional sales strategy design and execution, advising the VP and Sales Leaders on short/long-term business priorities, including GTM. Reporting to the Global Sales Effectiveness and Services Organization, they independently drive toward achieving business objectives.

  About the Role
  

  The Sales Operations Manager facilitates the development and implementation of regional sales strategies, serving as a trusted advisor to the VP and Sales Leaders. They oversee sales strategy design, account segmentation, territory planning, quota setting, and commercial initiatives alignment. Additionally, they provide insights on sales performance, facilitate communication between sales, product, and marketing teams, and ensure enhancement of processes, systems, and skills to enable effective sales execution. The ideal candidate possesses experience in sales or business operations, analytical skills, cross-functional collaboration abilities, and a strategic mindset with attention to detail.

  Responsibilities
  

  Sales strategy design and planning:

  • Account segmentation: ensuring that the account segmentation is workable for the region based on regional and customer knowledge, available resourcing, other relevant factors.
  • Sales Organisation and territory design: supporting the VP to design and validate the most effective sales organisation and way in which roles of that organisation shall operate, based on regional GTM priorities agreed with Product and Marketing
  • Quota Setting: Supporting the VP with quota allocation, acting as point of contact between Sales and the Compensation and incentives team. Supporting the VP to assess the effectiveness of the sales incentives in place and on formulating and advancing improvements needed in alignment with Sales leaders and the compensation team
  • Commercial initiatives to support GTM and deliver sales strategy: supporting the VP in the identification and articulation of key in-year commercial initiatives and on adjustments needed to deliver the initiatives (e.g. tools, insights, learnings and process to enable the initiatives and monitor progress) - working closely with Product, Marketing and others.
  • Preparation for WSC: Supporting the VP to launch the yearly plan and sales strategy execution initiatives and share domain related information/knowledge
  • Account planning for key accounts: supporting the VP to ensure a rigorous and thoughtful account planning process is in place

  Sales execution:

  • Business and performance insight: regularly provide business intelligence and advice e.g. on the progress to quota, including pipeline coverage, progression and conversion; areas of the business presenting opportunities and risks in relation to the successful achievement of quota
  • Commercial initiatives to support GTM and deliver the sales strategy: Monitor and report on the status of key commercial initiatives in collaboration with VPs and adjacent organisational functions (Product, Marketing etc); identify and surface risks and opportunities and support the VP to instigate and drive the required action
  • Sales effectiveness: Providing insight to the VP on sales team performance based on data, e.g. against quota achievement, adoption of processes, systems, tools – with an emphasis on Salesforce data integrity.
  • Town halls, sales cadence and management team meetings: supporting VP in the formulation of the agenda, key messages and preparation of the collateral for key meetings.

  Sales Enablement:

  • Processes, systems, tools and skills enhancement – operating as a bridge between the sales team and other relevant functions to ensure that needs on processes, systems, tools and sales skills are captured and addressed by relevant organisational functions (e.g. Salesforce.com developments, Insight and analytics developments, onboarding and learnings implementation); championing identification and adherence to best in class Sales practices by acquiring information on how to from other BUs or externally
  • Cross-functional alignment Acting as a conduit between sales, product, and marketing and Global Sales effectiveness other functions in their respective region to ensure the smooth running of the business.
    

  Requirements
  

  • Experience in Sales and/or Business/Sales Operations roles in complex matrixed organisations
  • Able to bridge into other functions and operate cross-functionally with Marketing, Product, Finance
  • Experience in sales methodologies, efficient systems and advanced technological tools.
  • Be able to balance strategic perspective and attention to detail for identifying and advancing improvements.
  • Understand key regional and market developments
  • Be able to connect business view and various organizational functions, processes, systems, and tools.
  • Able to acquire Sales strategies from other BUs or externally to champion identification and adherence.

  Work in a way that works for you
  

  We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.
  

  • Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive

  
  Working for you
  

  We know that your wellbeing and happiness are key to a long and successful career, as this role is global, benefits may vary according to your location. These are some of the benefits we are delighted to offer:

  • Health care plans and benefits
  • Modern Family Benefits, including maternity, paternity, adoption and surrogacy
  • Life assurance and accident policies
  • Comprehensive pension and retirement plans
  • Access to learning and development resources
  • Your recruiter will advise you on the benefits package for your location

  About the Business
  

  A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world’s grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.
  

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  Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form: https://forms.office.com/r/eVgFxjLmAK , or please contact 1-855-833-5120.

  Please read our Candidate Privacy Policy.

• About the company

  Elsevier is a global information analytics business that helps institutions and professionals progress science, advance healthcare and improve performance.

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