Director, Sales Ops, Planning & Analysis (m/w/d)

Director, Sales Ops, Planning & Analysis (m/w/d)

Department: Sales

Employment Type: Contract / Temp

Location: Germany, Remote

Description

This position is responsible for the hands-on design, successful execution and enablement of Forterro’s Central Europe Sales and Go-To-Market (GTM) strategy.

Reporting directly to the Chief Revenue Officer (CRO), this position acts as a trusted partner and an objective sounding board to regional Sales leaders, providing invaluable insights crucial for achieving Sales and EBITDA targets.

Responsibilities

Yearly Sales Strategy Design and Planning:

1. Market Segmentation: Collaborate with Product and Marketing to define target markets and segment accounts. Ensuring ongoing accuracy and relevance.
2. Sales Organisation Design: Assist regional sales leaders in designing and validating effective sales organisations, leveraging sales processes, methods, and tools.
3. Territory Design: Provide guidance on aggregating and allocating accounts to sales roles for effective market coverage.
4. Quota Rollout: Act as a liaison between Sales, Financial Planning & Analysis, and the Incentives team to support quota allocation.
5. Incentives and Commissions Design: Evaluate and improve sales incentives in alignment with the sales strategy.
6. Commercial Initiatives: Identify and articulate key in-year commercial initiatives, collaborating with Marketing, Products, and Enablement teams for successful execution.
7. Sales Events Preparation: Support sales leaders in launching yearly plans, executing sales strategy initiatives, and sharing domain-related information.
8. Account Planning: Aid sales leaders in rigorous account planning to identify and cover growth opportunities.

Sales Strategy Execution:

1. Business Insights: Provide regular business intelligence on progress against quota, strategic objectives, and potential risks and opportunities.
2. Initiative Monitoring: Monitor key commercial initiatives, identify risks and opportunities, and support sales leaders in driving necessary actions.
3. Cadence and Forecasting: Ensure a consistent rhythm of activity for pipeline generation, progression, and closure. Drive actions to meet business targets.
4. Sales Force Activity: Monitor sales force activity and effectiveness, suggest corrective actions, and assess performance against targets.
5. Pricing and Incentives: Collaborate on pricing frameworks and design one-off incentives to foster business performance.
6. Meetings Support: Assist sales leaders in formulating agendas, key messages, and collateral for key meetings, town halls, and management team gatherings.
7. Customer Engagement: Provide analytical and commercial insight for significant deals or business discussions with customers.

Sales Strategy Enablement:

1. Processes and Tools Enhancement: Bridge between sales and other functions to address needs in processes, systems, tools, and sales skills. Champion best-in-class sales practices.
2. Salesforce.com Uptake: Support sales leaders in ensuring accurate and complete data in Salesforce.com, driving CRM utilisation.
3. Strategic Projects: Identify and drive regional projects to deliver the sales strategy.
4. Cross-Functional Alignment: Act as a conduit between Sales, Product, Marketing, and Financial Planning & Analysis for smooth sales motion.

Skills, Knowledge & Expertise

• Extensive experience in GTM and revenue operations leadership roles.
• Evidencable success in developing winning GTM and Revenue strategies based on deep knowledge and experience within Forterro’s core markets.
• Experienced in working in a matrix organisation; successfully influencing key stakeholders without direct authority.
• Demonstratable change management experience, with a proven track record of guiding others through transformation programs across diverse cultures and locations.
• Strong analytical capabilities with knowledge of sales processes, systems, and tools.
• Proficient in utilising CRM systems, particularly Salesforce.com.

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