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Job Description
Key Responsibilities
The Sales Operations Leader is a strategic regional role responsible for driving sales productivity, commercial excellence, and operational governance across the area. This position serves as the critical bridge between global strategy and local execution, leading a regional team to ensure the sales organization is structured, incentivized, and equipped for success.
- Directly manage, mentor, and develop a high‑performing regional Sales Operations team distributed across multiple countries in the area.
- Working closely with Global Pillar Leaders to translate global strategies into regional execution, while acting as a trusted advisor to key Country Managers and Area Sales Directors.
- Provide strict oversight, approval workflows, and final validation for all sales team structural updates, headcount/territory changes, and commission payment modifications.
- Oversee the end‑to‑end design, quota setting, performance tracking, and payout calculation for the regional SIP, ensuring alignment between incentives and business targets.
- Act as the regional business owner for the CRM platform (e.g., Salesforce). Oversee pipeline hygiene, data governance, user access, and reporting standards to ensure the CRM serves as a single source of truth for commercial data.
- Continually evaluate, upgrade, and enhance the sales technology stack. Identify gaps in current processes and implement modern sales enablement tools, automated dashboards, and AI‑driven solutions to maximize commercial efficiency.
- Define, analyse, and optimize core performance metrics (KPIs) and sales pipelines to eliminate bottlenecks and maximize sales force productivity.
Qualification Requirements
To be successful in this matrixed regional environment, candidates must demonstrate a strong balance of operational discipline, financial acumen, and leadership capability.
- 3‑5 years of progressive experience in Sales Operations, CRM management, or Commercial Excellence within a complex, multinational corporation (MNC). B2B sector experience is highly preferred.
- Preferred 3–5 years of proven experience directly managing and developing regional or cross‑border teams across diverse geographic markets.
- Deep functional knowledge of sales incentive plan (SIP) mechanics, compensation theory, compliance frameworks, and change‑control management.
- Proven track record of managing enterprise CRM ecosystems (e.g., Salesforce) and business intelligence platforms (e.g., PowerBI). Experience leading CRM rollouts, migrations, or major capability enhancements is a major plus.
- Exceptional communication and negotiation skills, with a track record of successfully influencing senior global leaders and local country stakeholders.
- Strong financial and analytical capabilities, with the ability to turn raw data into strategic commercial insights while maintaining flawless execution on compliance and payments.
- Bachelor’s degree in Business, Marketing, Engineering or a related field; an MBA or relevant advanced certification is an advantage.
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