Commercial Operations Manager at Entersekt

Commercial Operations Manager

As Entersekt continues to experience significant global growth, we are focused on becoming the world leader in securing digital financial transactions. To equip and support our sales teams to drive this purpose, we need a strong operations function to enable sales efficiency and effectiveness.

The ideal candidate

We are looking for an experienced Commercial Operations Manager to take responsibility for increasing the productivity and effectiveness of our regional sales teams by reducing friction in the sales process. You will manage a team that owns the end-to-end process of tracking sales through the pipeline, proactively identifying bottlenecks in the sales process, and finding ways to reduce them to streamline the sales engine.

Responsibilities

• Own Entersekt sales methodologies, processes and systems, and ensure full adoption by regional sales teams
• Run the deal desk and leads allocation to country managers
• Provide pricing and commercial support to sales teams and own the global price list
• Support sales teams in responding to RFPs
• Design/implement metrics to gauge the effectiveness of our global sales teams, and use data to understand where bottlenecks occur
• Monitor sales data and activity to ensure the pipeline is accurate and complete
• Continuously optimize sales processes, obtain country manager buy-in and ensure processes are rolled out effectively to sales teams
• Own and create annual commission plan structures/templates for the sales teams, and drive their implementation with support from finance and HR
• Report on the status of the sales pipeline, regional targets and key clients, and on the effectiveness of sales teams via BI reporting dashboards
• Work with marketing and product to ensure the sales teams have the sales collateral and resources they need
• Standardize sales tools by creating proposal templates, pricing guidelines, and negotiation guardrails, for example
• Act as a senior voice to challenge the sales team and not simply handle the reporting
• Design product hand-off processes to the business

Skills & experience

Successful candidates for this role will generally possess the following qualifications and skills:

• 5+ years’ experience in a sales leadership role
• A bachelor’s or other business-related qualification
• A track record of successfully implementing sales methodologies, driving sales behavior and processes, and using data analytics
• CRM tool experience (Salesforce preferred)
• Experience with BI reporting tools

Personal attributes

• Strong analytical skills
• Good management skills and the ability to lead teams to achieve an outcome
• Good communication skills and the ability to collaborate across teams