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Sales Operations Manager

3 months ago

Bothell Washington, United States AVI-SPL Full time
Job Overview

This role is fundamentally focused on overseeing all facets of the sales process, which encompasses new business acquisition, achieving designated revenue and profit objectives, and engaging in the formulation and execution of a strategic growth plan for the assigned territory.

Key Responsibilities
  • Organize and lead all sales-related meetings and events.
  • Conduct vertical market assessments; devise and implement effective sales strategies tailored to specific market segments.
  • Execute sales performance analysis and prepare monthly reports, reviewing gross profit margins and proposal submission metrics.
  • Provide consistent updates regarding in-house orders, scheduled sales calls/meetings, emerging opportunities, and the status of pending proposals.
  • Monitor sales representatives' performance against monthly and annual quotas, ensuring that proposal submissions are at least six times the gross profit target.
  • Document and evaluate significant wins and losses to inform future strategies.
  • Facilitate monthly performance review meetings with Account Managers.
  • Assess the accuracy of sales forecasts and pipelines, discussing the likelihood of closing sales based on current reports and adjusting probability assessments as necessary.
  • Engage in weekly staff production meetings.
  • Coordinate training sessions with manufacturers.
  • Participate in budget analysis related to revenue, profit objectives, and sales targets.
  • Supply data for the creation of sales forecasts and performance metrics for account managers as needed.
  • Collaborate with corporate marketing to design the annual marketing strategy and initiatives.
Sales Strategy Development
  • Collaborate with sales representatives to formulate an annual sales strategy tailored to their geographic area or market sector.
  • Utilize historical data and account profiles from CRM systems to identify and target potential accounts and prospects.
  • Ensure Account Managers follow a structured process for pre-sales activities, including thorough call planning and preparation.
  • Conduct monthly meetings with each sales representative to review the execution of their plans and adapt them based on market dynamics.
  • Understand the performance capabilities of each sales team member, providing specific and constructive feedback on their performance and results.
Additional Responsibilities
Other duties may be assigned as necessary.

Required Skills and Competencies
  • Demonstrated ability to contribute significantly to operational initiatives with a focus on results.
  • Proven leadership and management capabilities in a collaborative team environment.
  • Strong interpersonal skills, enabling effective collaboration across all organizational levels.
  • Comprehensive understanding of the technical aspects of audiovisual systems design and installation.