Head of Sales Operations

Job Title: Head of Sales Operations

Reporting To: Group Commercial Director

Location: Wilmslow

Hours of Work: Full Time

Salary: up to £55,000 plus benefits and bonus


This is a really exciting time to join us in this newly created role as part of the high profile client cross program.  Our business has grown rapidly and now with eight companies serving 40,000 clients, the size of the cross sell opportunity is extraordinary.   Not only do we offer clients complimentary product that they need,  want and value, we do it from an industry leading client retention and colleague engagement base.

We are Citation.  We offer colleagues and clients an opportunity they will not gain at many other businesses.  We are interested in growth, investment and service excellence, we have never and will never grow our business by cost cutting or tying people up in bureaucracy.  We don’t do politics – we want people focused upon actions and delivery.  We don’t do micro-management – we empower, support and innovate.  We are leaders, not empire builders and we love our business.


Role Overview

In this role, you will be responsible for the overall productivity and effectiveness of the group cross sell program reporting to the Group Commercial Director and working closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the cross sell function.

You won’t simply roll out KPIs (and other performance metrics) and then demand compliance with defined processes or scorecards.  You must think very deeply and comprehensively about the business opportunity and bring together all resources and stakeholders to make them real in execution. Working with Sales, Finance, IT and Marketing to name a few, you will ensure that cross sell effectiveness is delivered in the Group and the value it derives is understood by all.  In this role you will be a key member of the cross sell leadership team and you will play a key part in shaping our cross sell strategy.

The Head of Sales Operations (HSO) will help manage and inform sales teams across the group that are essential to our cross sell productivity.  These include planning, reporting, and sales forecasting, quota setting and management, sales process optimisation, sales role and territory design, sales training, sales program implementation, sales compensation design and administration, operational implementation and usage of key sales technologies such as CRM


Delivering results

  • Achievement of sales, profit, and strategic objectives for the business unit supported.
  • Accountable for the on-time implementation of sales quotas and performance objectives.
  • Accountable for the thorough implementation of sales-impacting initiatives.
  • Responsible for the efficient allocation of technology, support, and training resources impacting the sales
  • Accountable for accurate and on-time reporting essential for sales effectiveness.
  • Achievement of strategic objectives defined by company management.


To be successful in this role, you will:

  • Develop valuable networks and gain credibility through clear communication, delivered value and understanding of sales execution
  • Provide deep insight and execution agility. Deep insight is the ability to see the big picture, develop models, learn from experience, and see the system impact on the business ecosystem and how it relates to marketplace and customers.
  • Improve efficiencies and generate revenue growth that is undeniably improved due to sales operations activity
  • Build long term effective relationships with key stakeholders across the group.


Key Accountabilities

Improving Sales Process:

  • Coordinates sales forecasting, planning, and budgeting processes used within the cross sell project. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the cross sell planning and delivery efforts.  As needed, coordinates planning activities with other functions and stakeholders within the group.
  • Supports the assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.
  • Informs campaign strategies and customer segments to target for next product sales.
  • Helps to ensure the Sales function has an effective on-boarding program to ramp sales reps up to maximum effectiveness in as little time as possible.
  • Works to ensure all sales organisation objectives are assigned in a timely fashion.
  • Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and priorities opportunities for improvement.  Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organisation of continuous process improvement
  • Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales. Recommends revisions to existing reports or assists in the development of new reporting tools as needed.
  • Implements enabling technologies, including CRM, to field sales teams. Monitors the assigned sales compliance with required standards for maintaining CRM data.  Works closely with IT


Knowledge, Skills and Experience

  • Essential Experience – Excellent verbal and written communication skills with equally good listening, team leadership and excellence in execution skills. Proven sales and sales management experience ideally in group or multi product setting.  Preference will be given to candidates who can demonstrate a track record of performing in a previous sales operations role.
  • Personal Attributes –
    • Highly motivated with a mature and positive attitude, a passion for service and strong business and financial acumen.
    • Track record of developing and coaching sales teams and building effective relationships with service/support teams.
    • A desire to be part of a success story where you grow as we grow
    • Our culture is important to us, we will nurture and protect it above all else.  To be a success in our business you will embody and demonstrate our values in all that you do:
      • Does the right thing
      • Takes ownership and delivers
      • Fresh thinking
      • The human touch


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