Description:
Accelerate overall sales strategy, improve efficiencies and productivity, and drive consistent sales methodology across Canada and US to drive meaningful business results.
Key Responsibilities
Streamlining and optimizing the sales process
- Ability to drive efficiency, growth, and profit across the sales function
- Drive consistent Sales Process/Methodology improvements - help identify and execute improvements to sales training, processes, and strategy
- Measure and report on sales program effectiveness to senior leadership team
- Increase sales productivity by simplifying processes and implementing sales automation tools where needed
- Work with sales leaders to identify process improvement and/or sales training opportunities
Perform sales forecasting
- Develop data-driven insights and recommendations
- Sales forecasting for goal setting, using past data and indicators
Oversee the sales funnel
- Own the end-to-end process of tracking the sales funnel and operational metrics
- Drive tactical pipeline planning for increased deal velocity
- You will design and audit accurate forecasts and pipeline progression models
- Be a sales advocate and partner to internal stakeholders to understand customer specific requirements within the sales pipeline
Sales Support
- Assist with the sales strategy and make recommendations on strategic programs and support leadership decision making
- Collaborate with Regional Sales Leaders / Head of Sales to identify and promote best practices and sales effectiveness and provide operational support
- Enable the sales leadership team with data for effective coaching
- Identify opportunities for process automation and optimization, with a focus on scalability and driving significant growth
- Build and sustain solid relationship with all sales personnel
- Understanding data mapping, integration and management
- Develops key performance metrics, dashboards, and reports that help the sales organization focus on performance drivers and results
Sales Enablement
- Working closely key stakeholders within the enablement team
- Work in collaboration with enablement team to ensure existing tools are used effectively and new tools are rolled out smoothly
Sales & Marketing Support
- Partner with our Sales & Marketing leadership team in Canada and USA to deliver ad-hoc reporting and sales operations administration
- Collaborate with Marketing to ensure proper lead management processes, metrics, and policies
Experience & Qualifications
- Minimum 5 years’ experience in a B2B senior business development role
- Minimum 1 year experience in a sales operations role preferred
- Innate understanding of Salesforce CRM
- Knowledge of Sales Engagement Platforms, BI tools, and financial systems such as PowerBI, Highspot, ZoomInfo, LinkedIn Sales Navigator, Outreach, High Velocity Sales, Microsoft Dynamics
- Strong capabilities in data management will be an advantage.
- Experience with cross-border strategy is an asset
- Proven Track Record of Cross-Collaboration preferred
- Excellent communication, interpersonal, and organizational skills
- Experience in strategic Project Management preferred