Head of Business Sales Operations and Enablement

SUMMARY:
The custodian of the Sales Functional Discipline, including tooling (development, implementation and maintenance of sales systems), sales capability development and sales performance enhancement.

POSITION INFO:

BUSINESS PLANNING,SALES AND PRODUCT TARGET SETTING

• Set targets to achieve annual Cash Flow budgets by establishing base revenue by account/region/KAM, growth in IRUs and MRC sales required to hit budget, and determine the allocation of targets (of new cash upfront IRUs and MRC for leases) to all Quota Bearing and support staff who participate on the Sales or Special Sales Incentive plans.
• Set product targets in line with the distributed sales targets to achieve Cash Flow budget and required growth in IRU and MRC to hit the budget.
• Assist the CCO to establish special sales incentives or sales contests that could be used to boost sales and increase or grow Cash Flow as required
• Assist the CCO to establish special sales incentives or sales contest that could be used to boost sales on more profitable product lines
• Establish and update systems and processes with Finance and/or HR to ensure optimal operational efficiencies and track performance against targets so as to accurately and in a timely fashion report actual sales performance against targeted performance and pay accurate  commissions to all eligible employees
• Establish system and process with Procurement, Product and Finance to track product performance against the distributed target in line with the budget.
• Ensure monthly, quarterly and annual commission calculations are accurate, approved for payment and submitted to HR and Payroll for payment by due dates.
• Manage any variances or “relief claims” from the Quota Bearing staff as required
• Own and review Sales and Special Sales Incentive Plans as required and make recommendations for changes aligned to the business strategy in order to drive desirable behaviours.
• Distribute final approved Sales and Special Sales Incentive Plans and targets to all plan participants as required.

NB! This job is now closed. You can apply for other jobs by uploading your CV.