Sales Operations and Strategy Manager
3 days ago
My client is an establisehd real estate MNC and its vision is to be a leader in redefining urban sapces for a sustainable future.
As part of their transformation journey, they are recruiting an experienced and passionate commercial / sales operations professional to develop three core functions:
1) GTM strategy design to drive customer acquisition and retention at scale
2) Business planning and operatiotns activities, including partnership on strategic initiatives to drive business growth and improve efficiencies
3) Sales portfolio and organisational enablement through analytics and advisory, process improvements and execution, and tools.
**Key Responsibilities but not limited to**:
**Go-To-Market Design and Commercial Strategy Definition**
- Develop and shape GTM strategy to drive new customer acquisition and retention at scale
- Identify and prioritize opportunity areas, key markets, segments and prospective customers using a data driven approach
- Build sales channels, coverage and capacity required to drive growth; design channel partnership and ownership of sales process
- Build book of business and plan territory for sales team
- Design sales process to enable productive sales execution at key moments in tenant journey; build channel partner strategy to establish scale motion via co-sell with partners and demand generation activities alongside marketing
- Design optimal incentive structure and quotas for sales team
- Align sales strategy and resourcing with business head
- Maintain high level of knowledge of offerings while staying current in understanding the competitive landscape and industry trends.
**Commercial analytics and Operations Activities**
- Configure and operate Salesforce CRM to manage core customer accounts, contacts, sales and market data for prospects, active and churn customers
- Operate forecast and sales performance meetings at regular cadence
- Provide business analytic strength to help drive initiatives critical to ongoing growth and provide key insights for business leadership to support strategic decision-making.
- Select and manage technology to support, enhance, and automate sales and marketing activities
- Engage as a strategic business partner to business leadership in developing and communicating a consistent vision and measurable focus areas across the organisation.
**Key Requirements**
- At least 8 years of experience in sales / growth / commercial strategy and operations team Prior experience in setting up sales operation functions from scratch would be advantageous.
- Strong commercial and business acumen
- Self-starter with strong narrative, with the ability to build in an ambiguous environment
- Distinctive problem solving and analytical skills, ability to solve complex and diverse business problems (commercial, operational, organizational), with experience breaking down & tailoring communication of concepts to senior audiences
- Enjoy agility, and the challenge to thrive in a complex, ambiguous and changing environment by driving results through effective problem structuring, collaboration and communication
- Strong project management and stakeholder influencing skills
- Prior experience in real estate, particularly in areas such as co-working and serviced office products a big plus
- Bachelors’ Degree
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