Sales Operations Manager – RSR 8591
Location: Chippenham, Methuen Park
Salary Grade: TBC
Security Clearance: Yes
On Call: No
Closing date for internal applications: 1st February 2010
Job Purpose and Context
SunGard is committed to delivering technology-driven efficiencies to the UK Public Sector – enabling our customers to improve operational effectiveness, reduce costs and raise the standard of citizen services. SunGard is an enthusiastic, results oriented organisation that will ‘do whatever it takes’ to win the deal, satisfy the client and beat the competition.
As Sales Operations Manager you will maximise the performance of the Sales Team by analysing data and driving through improvements to our sales approach and the processes we use.
Working closely with the Sales Management Team and the Finance department you will effectively provide oversight and context to data relating to all sales activities within SunGard Public Sector. In this regard you will provide a detailed, coherent understanding of the opportunities in the pipeline and those currently being bid and be able to brief the executive team to that effect. Using your experience, knowledge and CIMA qualification you will be able provide: interpretation of data; advice on how resultant data could be influenced through changes in organisational behaviour; likely outcome at a data-level to a planned strategic change; forward-looking analysis; consequences of market trends; benchmarking data; financial analysis of market competitors and other business activities as appropriate.
You will be responsible for the management of the sales budget, being the primary link between the sales and finance team, reporting actual spend to date, forecasting spend for the sales department, taking into account the cost of bidding future opportunities and proactively offering advice on spending priorities. With regard to pipeline and orders, forecast revenues, providing informed financial analysis and verification of the resultant company performance capable of use in the forecast and budget process.
Your role involves working closely with other members of the Sales Team to maintain
pipeline accuracy, analyse performance and identify where sales team performance
can be improved. In this regard you will also be required to report on
improvements and/or efficiencies made within the sales team.
The goal is to continuously improve the performance of the sales team and your role
will influence and guide where improvements can be made.
Outline of Routine Tasks/Duties/Responsibilities
Assist the Sales Director and the Sales Management Team in the management of sales team performance. This includes:
Providing regular & add hoc sales reporting requests to the sales team and the wider business, including detailed analysis of the sales pipeline, order book and revenue forecasts for the Finance department. This includes reporting the information and providing an analysis of what it means for SunGard. This information needs to be presented to the Sales Management Team and other senior members of the business through written reports and regular face-to-face meetings.
Gain a thorough understanding of opportunities that are in the pipeline so that you can discuss potential order forecasts and revenue forecasts with the business unit managers as well as the sales team. You will need to provide an interpretation of the information and help the Business units understand the impact of any changes.
Management of the sales budget, including regular reporting of actual spend vs forecast, exception reporting where spending is likely to exceed agreed tolerances (for example; capex, individual bid spend) and forecasting for the annual budget process. Provide information and verification for the sales commission process.
Identifying trends and issues in sales performance and proactively working with all levels within the team to address areas that could be improved. Managing loss and win reviews in conjunction with the sales teams and the wider business and collating information ensuring that every significant opportunity that is won or lost is investigated and analysed. Ensure that any lessons learned are communicated to appropriate members of staff and if appropriate our process/bid material is updated accordingly. This might include improvements to sales process, improvements in opportunity qualification, improvements in tender responses, incentive planning, cross company communication and collaborative working.
Core Competencies:
Communication & Teamwork-
· Build and maintain productive network of relationships across SunGard Public Sector.
· Be an ambassador for the Company.
· Actively contribute to the personal development and performance within your team.
· Demonstrate strong written and verbal communication skills consistently.
· Demonstrate the ability to use a number of communication styles.
· Gives credit and acknowledge contributions of individuals to team effectiveness.
· Demonstrate team working skills to achieve Company objectives
Customer Focus-
· Have strong customer relationships, offering additional support and advice where possible.
· Interact across the business when required and achieve results through others.
· Exceed expectations of your customers.
· Focus others on the requirements of your customers and involve others where necessary
Judgement & Decision Making-
· Decisive even in times of change, challenge and ambiguity
· Translate strategic direction to assist others in making sound judgments and decisions.
· Be responsible for effective decision making, including collating all relevant information and understanding the business wide implications.
· Make rational judgments from available information and analysis.
· Encourage others to think creatively and flexibly
Delivery & Ownership
· Take ownership for business objectives and delegate where appropriate
· Deliver against objectives and highlight any delays or issues in a responsible manner
· Make sure obstacles / barriers are overcome and that you solve problems that prevent you achieving your goals.
Enthusiasm & Drive
· Understand and support others in delivery of objectives.
· Work across the business to get things done in a proactive and professional manner.
· Be a “champion” for best practice / product improvements / service delivery / technological advancement / customer focus or quality
Essential Skills include:
· Understanding of sales and marketing processes
· Ability to use initiative to produce and interpret performance information for the benefit of the Sales function and wider company
· Experience of Sales & Marketing Analysis
· Technical capability (understanding of databases, reporting tools); Excellent Excel skills, modelling, macros, functions etc
· Ability to communicate confidently with all levels of staff within the Company using a variety of means, highlighting actions and making recommendations;
· Ability to identify and drive through improvements to performance within the sales team
· Ability to self manage, prioritise requirements, organise and be a self starter;
· CIMA Part Qualified/ Qualified
Desirable Skills include:
· Knowledge of ChangePoint
· Knowledge of Word, PowerPoint
For any additional information, please contact The SunGard Public Sector Recruitment Team on 0161 929 4343.
As an equal opportunities employer, we welcome applications from all suitably qualified people regardless of gender, trans gender status, sexual orientation, religion or belief, marital or civil partnership status, age, race, colour, national origins, nationality, ethnic origin or disability.