Sales Operations Manager

• Manage all aspects of Sales operations activities, including sales performance and associated KPI, sales compensation, planning cycles together with Finance, reporting and analysis, and special projects. In details:

• Support Sales Manager / Country Manager to drive efficiently their organization with, pipeline and order evolution and changes, sales efficiency (i.e. order and revenue volume by employee, E:R, Portfolio development, etc.), sales cadences review and ad-hoc reporting and projects.
• Run sales improvement plan, revenue acceleration programs if needed.
• Assist in Sales target setting for commissions and Goal sheet maintenance.
• Act as Alpine region SPOC for commission issues
• Own and drive Revenue and order Budget processes
• Qualify/Analyze Revenue month on month and making revenue forecasts and reports.
• Qualify/Analyze Order entry and making order forecasting.
• Manage A/R escalation process together with Sales, Finance and Sales Administration
• As part of the approval matrix, review and approve discount requests, credit notes or any other revenue and margin impacting requests.
• Be a key component of revenue assurance process by providing necessary information to Finance. Deep understanding of revenue recognition criteria as well as a disciplined approach to qualify revenue properly.
• Compile and submit recurring reports, such as Weekly, Bi-weekly and Monthly reviews including information related to P&L (revenue, SG&A, DSO and other key metrics)
• Act as management stand-up during vacation period or upon request.
• Participate/lead specific collaborative ad-hoc projects to improve sales operations activities, such as tools and process review and recommendation, review and recommendations on Key Performance Indicators pertaining to Sales Operations, Management, and others.
• Establish strong working relationship with Finance, Operations, Marketing, and others to bring business value to the sales territory in an efficient manner (avoiding overlap, gaps)

• Manage Order, Revenue budgeting and forecasting processes.
• Support sales teams by facilitating pipeline management process: secure quality and consistency of data, provide reports and analyze data. Conduct Pipeline and Order Forecast Review Calls with sales weekly and monthly with the sales management
• Sales Operation/ Business Analysis: Win/Loss ratio Revenue/Order Back Log, Span of Control, Commissions cost vs budget analysis
• Provide Sales Operation support for GAM/Territory model in cooperation with the International Sales. Support account reviews at year end for TM Accounts / French b-ends

• Check Order book reports

• Manage target and KSO setting.
• Manager Goal Sheet creation process for all QBS
• Manage KSO measurement process for compensation twice a year and communication to QBS
• Ensure target setting and compensation processes are executed correctly and compliant to the Orange Business Services Sales Incentive Plan
• Monthly commission cost analyses & reporting
• Manage escalation process, ensure compliance to the SIP and SoA
• Manage the following processes: claims; GS change in line with existing SIP

• Support annual revenue and order Budget: manage timelines with sales
• Regular meetings with Sales in order to secure accurate forecast, be aware about baseline, backlog, pipeline, trends and negative impacts, risks in general, define appropriate schedule
• monthly revenue forecast including revenue mitigation and actuals, GAM/Pre GAM
• identify and explain variances month to month, actuals to budget
• month end closing, including monthly calls with finance (provisions, CN, variances) (responsibility)
• proper identification of risk, eliminate revenue leakage, raise and release provision, take care on revenue impact
• Manage Accounts Receivable within KPI Overdue/Revenue – support resolution of all customer queries preventing timely payments
• Monitoring Cost Budget for the defined territory

• Support Country Manager in approval of Credit Notes, Price approvals

• General task: define and optimize processes in Sales / Sales Operation
• Ensure Sales Process Compliance for Country/ ISO2000
• Revenue Assurance Program support
• Pipeline Management Orders/Strategic Orders

• 8+ years’ experience in a similar role
• Degree in Business, Finance or another relevant field (or equivalent)
• Good knowledge of MS Office programs such as PowerPoint, Excel spreadsheets including creation of pivot tables etc.
• Statistical mind with good knowledge of forecasting tools.
• Achievement oriented with high commitment, resilience, and a positive attitude.
• High degree of personal integrity
• Good planning, organizational and time management skills.
• Ability to articulate, communicate and document information, including maintaining a clear audit trail.
• Understanding of Sales cycles
• Ability to identify problems and work to resolution.
• Good understanding of risk management, ensuring risk is understood and under control.
• Proficient in English, both verbal and written. German or Swiss German a plus.
• Hands-on
• Able to challenge status quo and promote a continuous improvement environment.
• Team-player and collaborative approach

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