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沙发
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发表于 2012-9-13 15:00:59
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Title in Chinese: 销售业务经理
Reports To: the CFO of Greater China CBT
Industry: E-commerce
Location: Shanghai
Sales Operations Manager, GC CBT
Position Overview:
Sales Operations Manager is responsible for managing the account management operations, including TSAM, PSAM, BD, and other teams, to improve the process effectiveness and efficiency. The key activities include sales planning, reporting & analysis, quota setting and management, sale process design and optimization, auditing, training, BD program design and implementation, and account manager compensation design and administration.
Sales Ops is responsible for the overall productivity and effectiveness of the company’s customer life cycle management, reporting to the CFO of Greater China CBT. The Sales Operations Manager may manage one or more Sales Ops Specialists;
Key responsibilitie
?Design, implement, and manage sales processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by Greater China CBT. Ensures planning, forecasting and budgeting efforts are appropriately integrated with other financial planning processes employed within CBT.
?Provide leadership to CBT account management teams, and counsel to BU leaders, in implementing CBT BU objectives that appropriately reflect the CBT’s business goals.
?Lead the design/ development of the back office system used in account management related operations, either work with internal resources (product / APD / AM) or customize off the shelf commercial solutions. Would expect this new system to significantly improve AM productivity and capabilities to service our customers’ base, by automating many routine works, with end to end integration with CRM and Customer Support system.Will need to develop data analytics functionalities, such as standardized canned reports or ad hoc analytics capabilities, to enable / empower AM and our customers to make intelligent biz decisions
?Responsible for equitably assigning targets to different teams and ensuring CBT’s financial objectives are optimally allocated to all sales channels and resources through the quota setting process.
?Accountable for the timely assignment of Account Management targets/objectives.
?Audit BD and TSAM processes and results, to ensure compliance to existing polices.Report the results back to finance and HR for potential disciplinary actions
?Partner with CBT BU leadership to identify opportunities for business improvement. Facilitates successful implementation of new programs by ensuring a well-defined efficient sales process is in place for launch. Fosters an organization of continuous process improvement.
?Prioritize investments in enabling technologies in support of sales organization productivity. Works closely with BU leaders and Product Director to understand BU and technology strategy. Recommends changes and enhancements to the company Customer Relationship Management technology platform.
?Responsible for the optimal deployment of sales personnel. Makes recommendations for changing sales roles, coverage models, or team configurations in order to maximize sales productivity.
?Lead a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.
?Work closely with BU leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns reporting, training, and incentive programs with these performance management priorities.
?Ensure sales reports and other internal intelligence is provided to BU. Develops new reporting tools as needed. Coordinates with BU leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
?Working closely with BU leadership and Human Resources, establishes training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for customer management, and sales support roles.
?Working with Human Resources and BU leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.
?Oversee sales compensation plan administration. Establish sales compensation program rules, policies, and procedures. Ensures sufficient resources are assigned to adequately administer sales compensation programs. Works closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation.
?Direct and support the consistent implementation of company initiatives.
Knowledge, Skills and Abilities:
? Bachelor’s degree in Business Management, Finance or a related field preferred.
? Four year college degree from an accredited institution; masters in business administration (MBA) or equivalent preferred.
? Minimum seven years of sales or sales management experience in a business-to-business sales environment.
? Minimum five years in a sales operations, business planning, or sales support management role.
? Experience with enterprise Sales system, CRM, and Customer Support system desired.
? Experience successfully managing analytically rigorous corporate initiatives.
? PC proficiency
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发表于 2012-9-13 14:50:23
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