Job Description

Manages functions essential to the overall productivity of the Sales Team. These include planning, reporting, forecasting, quota setting, performance metrics, territory analysis/ alignment and sales administration. Responsible for the overall effectiveness of the sales organization.

The Sales Operations Manager provides strategic analysis of the sales objectives and the team’s results. In addition, this position provides input and recommendations to improve all sales processes including exhibit space, sponsorship and rebook programs designed to achieve overall sales growth.

MAJOR FUNCTIONS:

Oversees the Sales Team while also personally managing a portfolio of high-value key accounts, driving revenue growth and ensuring strategic alignment across both team and individual efforts.
Designs, implements, and manages sales forecasting, planning, and budgeting process, establishing high levels of quality and accuracy. Coordinates planning activities with other functions and stakeholders in the business units.
Drives revenue strategies for exhibit space, sponsorship and rebook programs that deliver revenue growth and diversification.
Manages the overall use and efficiencies around Salesforce, including processes and expectations for how the CRM is utilized by sales, definition of stages, documenting activities and maintenance of contacts, opportunities, etc.
Propose strategic themes and issues based on insights derived through monitoring data and managing sales operations.
Leads the planning cycle (strategy review, budget, goalsetting, and performance tracking).
Monitors monthly performance to budget and works with senior leadership on developing the forecast.
Responsible for the equitable assignment of Salesforce quotas and provides updates on performance monthly to senior leadership.
Active monitoring of pipeline development and growth ensuring goals can be met.
Identify and prioritize opportunities for Salesforce improvement.
Fosters an organization of continuous process improvement.
Ensures ongoing processes are followed including direct order management (invoicing), order confirmation and processing.
Develop sales resources/job aids on sales processes, best-selling tactics, and performance improvement tools.
Ensures the accurate and efficient distribution of sales reports. Recommends and designs revisions to existing reports and development of new reporting tools as needed.
Makes recommendations for changes in sales roles and team configuration to maximize sales productivity.
Helps provide backup documentation, validation and interpretation of sales compensation program rules, policies, and procedures.
Ensures overall management and collection of receivables.
Leads Event/Media sales staff, with duties that include hiring, performance reviews, planning, coaching, individual and team development and training, along with general team support.
Other duties as assigned.

MINIMUM EDUCATION, SKILLS, AND EXPERIENCE REQUIREMENTS:

Bachelor’s degree in business, marketing, sales, finance, or related field.
At least five (5) years professional experience in data management and sales support.
At least three (3) years people management experience required.
Strong background working with financials; including budgeting and forecasting.
Strong communication skills including presentation abilities.
Ability to be a self-starter and thrive in a fast-paced environment.
CRM experience; preferably Salesforce.
Ability to work independently with minimal direction.
Enthusiastic, outgoing personality who can work within a team environment.
Demonstrate agility as we adapt to ever changing priorities and a willingness to do what it takes to get the job done.

KEY COMPETENCIES: