Position: Head of Sales Operations
Salary: Negotiable
Ref: 523907_1589887810
Job Type: Permanent
Published On: 19/05/2020
Expiry Date: 16/06/2020
Contact Name: Jenna Jackson
Client: SSE plc

Base Location: Reading

Salary: £Competitive based on experience plus bonus and car allowance

Working Pattern: Permanent Full Time with Flexible working patterns available 37 hours per week

About the Company

SSE Enterprise Telecoms (SSEET) is enjoying a period of rapid growth and transformation following the acquisition of 50% of the business by Infracapital in March 2019 and as we separate from our former parent company (which retains a 50% holding), SSE Plc (one of the largest Utility companies in the UK). To achieve our ambitious targets the sales team has recently expanded, and in line with this, we are looking to recruit a Head of Sales Operations to lead our newly formed Sales Operations Team. Reporting to the Business Development Director, you will be responsible for both your individual deliverables and those of your team. You will be working closely with the wider sales and major bids teams as well as a variety of different teams within our business including Finance, Service Delivery and Provisioning.

What is the Role?

Success in the role will be defined by accurate and timely reporting, a well-trained and informed sales team, implementation of best practices, oversight of effective performance management across the sales organisation and the timely and accurate administration of a progressive sales incentive plan. In addition, you will be needed to proactively manage a small Sales Operations team, proactively working on ways to support both individual growth and providing a "great place to work" team culture

Key Accountabilities

This is a very varied position and the tasks you will be involved in (either directly or through overseeing your teams activities) will include, but are not limited to:

Lead and Pipeline Management and Reporting

Maintain operational responsibility for the accuracy and timely reporting of the lead and opportunity pipeline, forecast and reporting

Develop, maintain, and present forecast, metrics, reports, analysis, to drive key business decisions across the sales teams and wider business

Monitor, maintain hygiene and report on pipeline including identifying risks and opportunities

Ensure integrity of CRM data is maintained

Best Practices and Continuous Improvement

Supporting our six sector sales managers in the creation and tracking of key sales objectives

Guide sales managers on best practice system governance to drive down to their teams

Proactively identify and execute on opportunities for improving sales process, activities and enhancing CRM productivity by partnering with sales managers and relevant stake holders, to uncover bottlenecks, inconsistencies, and prioritize opportunities for improvement

Engage with stakeholders to define, implement and manage specific best practice sales processes, owning rollout where appropriate

Review and report NPS scores for each of the six sectors and analyse trends and address issues raised

Proactively support the sales team in ensuring they have access to all tools, training, Sales Operations support, and resources required to optimize performance (and maximise customer facing time).

Training and Development

Managing sales training and enablement. Supporting and coordinating new hire sales training programs, working with sales management to ensure the sales team receive appropriate and relevant training to cover product, processes, sales tools, development and sales skills.

Manage and oversee delivery of sales team induction training

Performance and Incentives

Involvement in compensation and incentive plans. Working with finance to ensure the calculations of sales compensation payments are accurate, and data integrity is maintained

Periodic review of sales incentive plan

Ad Hoc Projects

Leading diverse ad-hoc sales operations projects that require analytical and critical thinking as well as attention to detail

Preparing ad hoc board reports and papers as required

Regular (weekly, monthly, quarterly and annual) reporting on various of the above activities will be required and updates will need to be given to senior leadership on performance and progress against defined objectives

Knowledge, Skills and Experience

Strong experience of sales, sales processes and sales operations activities

Experience of working with various CRM solutions

Advanced skills in Microsoft office products, specifically Excel

Strong communication skills (written and oral) and data visualisation skills

Self-confident with conflict management and resolution skills

Ability to analyse data and articulate trends both verbally and visually

High energy and the ability to manage multiple priorities in a fast-paced environment

Strong planning, organizational, multitasking and problem-solving skills

Effective project management skills

Ability to analyse and document complex business processes, should be a problem solver

Strong people skills, highly approachable with the ability to form good relationships with stakeholders at all levels

Analytical thinker

Highly organised with a strong attention to detail skills and a hands-on attitude

Must be self-managed, responsive and able to work in a virtual team environment

Results-oriented, able to effectively prioritise work activities in real time, plans and stays organised in order to meet commitments

Personal Attributes

Highly organised, disciplined and professional with the ability to work accurately to demanding timeframes and proven experience working in a matrix environment, managing multiple stakeholders

Business focused and committed to delivering exceptional results, assertive and confident with a "can-do, will do, want to do" approach

Positive, determined and motivated by business challenge with the ability to demonstrate a commitment to collaborative and innovative working.

Embraces and supports change, rationalise and make incisive decisions & be a team player

Flexibility to undertake regular travel in the UK will be required, although role is office based

The successful candidate must have proven experience in a related field

Next Steps

All applications should be submitted online however to discuss any adjustments you may require please get in touch - We'll let you know the outcome after the closing date.

This vacancy is open to both internal and external candidates. The successful candidate may be subject to the Company's verification and vetting process if their vetting level changes. This includes a basic criminal records check.

About SSE

We all have different skills here at SSE and that's what makes us stand out. We all take pride in a job well done and share the belief that an inclusive culture is key to our success and vision for the future. Above all, safety is at the heart of everything we do at SSE and we live by the mantra 'if it's not safe, we don't do it'.

SSE and SSE Enterprise Telecoms are equal opportunities employers. We encourage diversity and are committed to creating an inclusive environment for all employees.