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Sales Operations Manager

2 months ago

Southfield, United States SME Full time

SUMMARY STATEMENT OF RESPONSIBILITIES 

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

Provides strategic analysis of the sales objectives and the team’s results. In addition, provides input and recommendations to improve all sales processes to achieve overall sales growth. This position will be responsible for managing a book of business for key accounts within SME Media’s portfolio.

Working closely with media leadership is a catalyst for change and digital transformation for SME Media.

MAJOR FUNCTIONS

  • Leads Media sales staff, including outside sales contractors, with duties that include recruitment, performance reviews, planning, coaching, individual and team development and training, along with general team support.
  • 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
  • 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 performance to budget and works with senior leadership on developing regular forecasting
  • Responsible for the equitable assignment of Salesforce quotas and provides updates on performance to senior leadership
  • Active monitoring of pipeline development and growth ensuring goals can be met
  • Works with sales team and leadership to develop gap planning
  • Fosters an organization of continuous process improvement
  • Ensures ongoing processes are followed Develop sales resources/job aids on sales processes, best-selling tactics and performance improvement tools
  • Ensures the accurate and efficient distribution of sales reports and 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
  • Other duties as assigned

 

MINIMUM EDUCATION, SKILLS AND EXPERIENCE REQUIREMENTS

  • Bachelor’s degree in online or print advertising sales, marketing, Finance or related field
  • Minimum 7 years professional experience in online or print publishing, and/or advertising, experience in data management and sales support, including experience managing a sales staff
  • At least 3 years selling or managing digital sales
  • Strong background working with financials; including budgeting and forecasting
  • Strong communication skills including presentation abilities
  • Proficient in business software (i.e. word processing, spreadsheet, database)
  • 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 

WORKING CONDITIONS

  • Standard office environment
  • Regular, in-person attendance required
  • Primary office location: Southfield, MI
  • Travel required

POSITION TITLE: Sales Operations Manager (Media)
GROUP: Media    
FLSA CLASSIFICATION: Exempt

SME is an Equal Opportunity Employer.

Applicants must live in the United States and legally be authorized to work there without sponsorship.