Sales Operations and Steering Manager Europe

Job Purpose

The Sales Operations and Steering Manager Europe is a critical role within the Regional Marketing & Sales team.

Responsible for driving data‑driven insights to enhance our sales strategies, the role leads the function to optimise performance and maximise volume growth for sales operations.

You will be the key responsible contact for all reporting‑related aspects and will oversee the full reporting suite, dashboards and tools, including sales steering metrics and the adoption of sales tools and systems.

In addition to key reporting activity and the preparation of key sales metrics for top‑management meetings, you will play a central role in implementing and enhancing our Digital Transformation initiatives.

• Differentiator
• More than 10 years of experience leading data management, (Sales) reporting, financial planning/analysis or similar fields with in‑depth knowledge of Sales Processes and/or Freight Forwarding
• Advanced project management and related scoping and communication skills
• Excellent analytical and advanced MS Excel skills
• Deep experience working in matrix organisations
• Previous experience with SQL, Power BI, Qlik Sense or other database and BI solutions
• Broad understanding of analytical processes including but not limited to data management, forecasting, optimisation, predictive modelling and visualisation
• Natural curiosity with excellent analytical and critical thinking skills; excellent problem‑solving abilities
• Aptitude for learning new software applications
• Ability to handle and prioritise multiple tasks simultaneously
• Ability to work and make decisions independently with minimal supervision
• Ability to quickly adapt to changing business processes and partners.

Problems faced are often complex, supporting Sales leaders and 650+ Sales people with standard reporting (and continuous improvement and simplification) and ad‑hoc analysis in a complex and dynamic reporting, data source and business rules landscape

• Key Tasks
• Reporting & Data Management
• Organise, implement, maintain and continuously improve suitable reporting tools for the Regional Sales department with core activities such as:
• Maintaining data integrity and consistency
• Supporting the top‑management sales performance review meetings
• Creating and maintaining interfaces to stakeholders and managing expectations
• Managing regular communication/reports
• Managing and documenting Sales reporting business rules and aligning/ liaising with key stakeholders (Steering Logic, Finance, IT and Products)
• Managing ad‑hoc requests, providing deep‑dive analyses on Sales data extracts and developing new reports if needed
• Taking responsibility and ownership of core Global Reporting products across all associated (Sales) processes
• Data-to-Action & Tool Adoption
• Support data‑to‑action by identifying trends, patterns and opportunities to improve sales performance and driving increased adoption of Sales tools, dashboards & systems
• Digital Sales Reporting Landscape (DGF)
• Lead the effort to establish the Digital Sales Reporting Tools landscape for DGF
• Drive cross‑functional and cross‑regional alignment and implementation of the sales reporting tool landscape
• Establish a standard, harmonised KPI set that is valid across global and local Sales functions
• Design, align and implement key Sales reporting dashboards along dimensions such as global, regional, country, sectors, customer segments and Sales functions, creating a holistic view of the Customer Journey
• Define the front‑end and data structure/datasets for new dashboard development or enhancements and work closely with IT teams to develop new reporting capabilities/tools
• Strategic Support
• Support key pillars of DGF’s functional Sales strategy with all aspects related to improving data transparency, reporting, dashboards for Sales Performance Dialogues and necessary cross‑functional alignment
• Represent the Sales function in various cross‑functional decision bodies and/or projects with reporting aspects
• Stakeholders
• Vice President, Global Head of Sales Transformation and Governance at DHL Global Forwarding
• Internal customers: M&S Ex Com, Regional and Country Sales leadership teams, Regional Sales Operations heads, CRM Super User community, global Sales community (and other users of CRM and Sales dashboards)
• Internal service providers: BU‑IT (for development), MDM / master data management (for account allocation, customer recognition and hierarchies)
• Align on business rules: Finance & Controlling, Steering Logic, Products
• Cross‑divisional stakeholders across DPDHL, within Sales and across functions
• Management Responsibility
• Individual contributor as part of the Global Sales Transformation & Governance team
• Solid collaborations with peers in the same department as well as other departments and cross‑regional
• Lead, steer and coach a virtual team in an offshore service centre
• Guide and steer project teams where data is a key element

Education Level

• Minimum bachelor's degree or equivalent experience/qualification; a master's degree preferred

Experience Level

• 10 years relevant professional experience
• Minimum 6 years of project management experience (preferably sales tools and reporting or BI)
• Sales steering experience
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