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Sr. Sales Operations Specialist

Toronto, ON

Duties:
To contribute to the success of the Business Development & Sales team which is measured by achieving Order Intake budget at target margins.
 
  • Analyze contracts and data
  • Must have a background in rail industry
  • Database management
  • Sales management
  • Must know excel- advanced excel
  • Must be in Toronto and come onsite 2 days/ week
  • Good in database and excel – contracts
  • No sales or travel involved
  • Working with sales database and a good understanding of sales operations
  • Plan filter and present – interface with sales team
  • Must have transportation experience 

MISSIONS & RESPONSIBILITIES

Sales Execution
  • Builds order intake ambition
  • Assigns order intake targets to accounts and sales resources
  • Implements and coordinates sales forecasting, planning, and budgeting processes with Head of Sales and Account Managers
  • Ensures the development of Account plans
  • Maintains regular check-ins with BL Sales Managers to review closing plan (especially for Must Win opportunities)
  • Supports Marketing in lead qualification and pipeline growth programs
  • Supports the Sales & Operations planning process (workload capacity)

Reporting & Performance Analysis
  • Provides order intake forecasts per GBU/BL (if in GBU) or per country/account (if in Destination)
  • Performs recurring sales reporting (i.e. MOIR, BOR, OI Rally)
  • Measures sales efficiency by monitoring win rate, profitability of order Intake (GMOI) and sales expense ratio (Revenue over JF02 function costs)
  • Proposes assignment of sales awards to maximize order intake

Operations Management
  • Continuously improves sales efficiency
  • Drives the improvement of sales capabilities and performance of the accounts
  • Proactively identifies CRM platform improvements
  • Helps with the identification of sales talents and supports process
  • Facilitates on-boarding of new sales resources

Data Stewardship
  • Ensures customer data integrity
  • Ensures that sales data for the opportunities & accounts is updated and accurate

KEY DELIVERABLES
  • Delivery of sales execution plans
  • Delivery of sales reports and performance analyses as required
  • Data accuracy

KEY INTERACTIONS
  • Head of Sales
  • Sales Managers
  • Account Managers
  • Other members of the Account teams
  • Marketing (Segment, PLMs)
  • Human Resources
  • Finance

SKILLS & EXPERIENCE REQUIRED
 
  • Business analytics
  • Operations planning
  • Advanced knowledge of Excel & CRM tools
  • Fluent in English
  • Works across different job families
  • Business issue identification and mitigation


Skills:
  • Analyze contracts and data
  • Must have a background in rail industry
  • Database management
  • Sales management
  •  Must know excel- advanced excel
  • Must be in Toronto and come onsite 2 days/ week
  • Good in database and excel – contracts
  • No sales or travel involved
  •  Working with sales database and a good understanding of sales operations
  • Plan filter and present – interface with sales team
Education:
  • Business, B.Eng., B.Sc., or equivalent
  • 5+ years  experience in Sales Operations or Market Intelligence, with minimum 2 years of experience in transportation sector or equivalent sector
  • Excellent skills in: CRM / Sales Databases, Advanced Excel & Powerpoint (Reporting and Graphic tools), Statistical analysis tools; Business Intelligence tools
  • Excellent interpersonal, presentation skills.
  •  Excellent communication skills (verbal and written)
  • Fluent in English

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