Head of Sales Planning Management

As a Head of Sales Planning Management, you will guide sales executives in making sense of results and pinpoint the factors that contribute to their success and hitting growth targets. This person should be constantly trying to systemize sales processes to increase the sales team’s efficiency and effectiveness.
 

What You Will Do

• Primarily responsible for the complex reporting and analysis involved in sales forecasting and planning for the road ahead
• Preparation and facilitation of a weekly Forecast meeting and a monthly Pipeline meeting with the sales teams
• Provide the guidance for Sales leaders in order to reach quarterly and annual booking goals
• Develop & monitor key performance metrics to measure the activities that have the most significant impact on sales productivity
• Pull the necessary reports to track those KPIs over time, and compile dashboards that sales leaders can use to keep tabs on their team (include the automation of the standard reporting/dashboard and make them available to the senior management & sales teams)
• Monitor and work closely with the Finance team on the monthly/quarterly order booking process to ensure the accurate and timely processing of order booking (including liaise with the Finance team to meet the rev rec/billing/commission requirements)
• Advise Sales leaders in the decision-making process to solve complicated issues
• Continuously working to optimize the sales process, recognize trends in data, refine operational models, and put out fires as they arise
• Periodically, need to redefine sales territories, collaborate with finance on sales compensation plans, and develop policies to ensure data quality
• As owners of the sales tech stack, sales operations directors are always evaluating new sales technology vendors and managing the CRM (typically Salesforce.com) infrastructure
• As the business owner, collaborate with the relevant stakeholders and lead and manage internal projects to ensure a successful roll-out.
• Manage a team of Sales Planning Management team professionals – Explore the optimum R&R as the team to meet both the relevant stakeholders’ expectations.

Requirements

What We Look For

• 5-10 years of sales experience and/or minimum 5 years Sales Operations experience running equivalent size teams or bigger, operationally.
• Deep expertise on sales automation and CRM systems is mandatory
• Know the ins and outs of Salesforce.com and CPQ. Understanding how systems work is required to dig into operational issues and answer tough questions
• Not only analytical, but they can translate a hodgepodge of numbers into actionable deliverables and presentations
• Much of their analytical work is done in Excel or business intelligence tools
• Need to be confident in themselves and comfortable presenting their findings to the executive team
• Play the “bad cop” – they are purposefully pessimistic as a negotiation tactic to bring the cost down when evaluating software
• Not just analytical gurus — they have business acumen, can work a room, manage a team, and solve complex problems.
• English language proficiency is a must.
• MBA—or equivalent advanced degree is plus