Overview

Supporting the North Asia sales organisation to achieve greater sales performance and results through the development and execution of Sales Operations Programs.  Through planning, continuous innovation and efficient execution Sales Operations provides a foundation of strategy, policy, programs and operational support.

Key Responsibilities:

Includes Forecasting & Planning, Data Analytics & Insights

Work closely with sales leadership and provide data and analytics to drive the North Asia sales strategy.

• Coordinate sales forecasting and planning used within the sales organisation and provide analytical insight on sales trends and performance metrics to assist management focus on growth opportunities.
• Manage fiscal year planning and go-to-market activities in collaboration with Sales: own territory planning, quota management, and sales compensation planning and execution.
• Own and manage North Asia Sales Policy and serve as the subject matter expert on all policy escalations; prepare recommendations in policy disputes.
• Partner with peer ESI Sales Operations Managers to identify opportunities for global consistency and process improvement in ESI sales planning and execution matters, propose solutions, and ensure success of improvement initiatives in own sub-region.
• Proactively monitor and strive to maintain high levels of quality, accuracy, and process consistency in the sales organisation planning efforts.
• Develop and manage monthly reports as specified, leveraging Salesforce (reports and Dashboards) and Excel
• Proactively identify opportunities for sales process improvement by assessing the sales process quality and work closely with sales management.
• Project manage sales operations projects as agreed with the APAC Sales Operations Director and VP Sales North Asia to drive execution through the sales organisation.
• Coach the APAC Sales Operations COE team to support with country deliverables.
• Assist sales management in understanding process bottlenecks and inconsistencies.
• Facilitate an organisation of continuous process improvement.
• Monitor the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommend revisions to existing reports or assist in the development of new reporting tools as needed.
• Coordinate training delivery to sales, sales management, and sales support associates.
• Build peer support and strong internal company relationships with other key management associates.
• Work with the sales leadership team to create and maintain a world class sales culture, focused on delivering results by providing ongoing coaching and development of sales associates
• Represent the North Asia Sales BU on initiatives as specified.

Cross-Functional Collaboration

• Act as a key liaison between sales, marketing, finance, legal, client support and implementation services to support whole of life client sales to customer journey.
• Partner with IT, Business Intelligence, and Finance to align data sources, tools, and business needs.

Qualifications:

Experience:

• Minimum of 5 years of business experience in a Sales, Go-to-Market or Sales Operations role (ideally within a finance or technology orientated organisation).
• Minimum of 2-3 years of Salesforce.com reporting experience
• Experience directly and indirectly managing people across various business units that impact on the sales function.
• Solid experience developing, utilising and implementing business intelligence tools.
• Demonstrated ability to execute projects and new/changing initiatives.
• Demonstrated ability to work concurrently on multiple initiatives, taking direction or recreating direction as required.
• Experience working with budgets, strategic and/or operating plans.
• Demonstrated experience in business analytics and automation tools to drive and generate future business.
• Demonstrated experience in developing and/or approving internal policies and processes (process mapping and improvements across BU stakeholder groups).

Skills / Qualifications:

• Strong proficiency in Excel is a must
• Proficiency in Power BI, SQL, and/or Tableau; Python or R a plus.
• Strong Proficiency with CRM systems (Salesforce)
• Exceptional analytical and problem-solving skills with keen attention to detail.
• Strong communication and stakeholder management skills across diverse cultures and business units.
• Ability to manage multiple priorities in a fast-paced, matrixed environment.
• Project Management skills; experience of project management tools and methodologies.

Preferred Attributes:

• Understanding of HR/Payroll outsourcing concepts.
• Fluent in English; additional Asian language(s) a plus.

Key Stakeholders:

• VP Sales North Asia
• DVP Sales – ESI / APAC
• Sales Managers and District Managers North Asia
• Sales Learning Consultant North Asia

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