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Job Title: Manager, EMEA Sales Operations
Location: UK - London, UK - Milton Keynes, UK - Leeds, UK - Newcastle, UK - Remote
Your Business Sector: AECO - Architects, Engineers, Construction & Owners
Trimble is seeking an experienced Sales Operations Manager to support the Direct Sales function of our AECO business.
In this position, you’ll be spearheading sales operations initiatives and fostering strong stakeholder relationships across Europe. Your role will centre on leveraging your expertise in sales strategy and planning, sales performance, and process improvement & technology. You’ll work closely with Sales Leadership, Sales Enablement, Product GMs, and additional teams across EMEA and globally. You will be responsible for driving operational efficiency, enhancing partner sales processes and providing data-driving insights to support revenue growth.
What Will You Do?
As Sales Operations Manager for our Direct Sales teams in EMEA, you will make fair, rigorous, and consistent decisions and/or recommendations on sales policies, incentive eligibility, rules of engagement, performance plans, etc. in partnership with PX and Sales Leadership. You will research and provide input on the sales tech stack and evaluate and recommend new tools to enhance sales effectiveness whilst ensuring partner sales processes adhere to company policies, legal requirements, and industry regulations.
This role is a key position in the AECO Sales Operations function, where you will partner with both senior Sales Leadership in the region and multiple business stakeholders to support and enable our sales organisation to hit and exceed their targets.
As well as providing support to key Sales Leaders, you will also have line management responsibility for a team of Sales Analysts. This is full line Management responsibility where you will be responsible for developing and upskilling your team and ensuring they have all the tools and training to succeed in their role and the guidance to progress in Trimble as opportunities arise.
Job Location:
This role is open to candidates to work remotely from the UK but ideally you will live within a commutable distance from one of our offices in London, Milton Keynes, Leeds or Newcastle. In this role, there will be semi-regular travel to the above office locations to meet with your Manager, lead meetings of your own team and to attend Sales leadership meetings.
There will also be a requirement for occasional overseas travel to EMEA and the US.
Key Responsibilities:
Proven results: Lead a regional Sales Operations function, developing and leading people, strategies, tactics and technologies around sales execution to exceed company growth targets
Strategic Planning: Determine potential by segment/industry/market/geography etc, design territories and account lists; segment accounts; build capacity plans to assist in organization design and planning. Navigate seamlessly between working hands-on to create processes, reporting, metrics, etc and collaborating with senior leaders on strategic planning
Metric Dashboard Creation and Governance: Optimise sales execution by establishing key performance metrics and dashboards that align with the organization’s growth strategies. Design and provide regional analysis to understand the health of the sales funnel; make recommendations for improving sales strategies or data inefficiencies
Best Practice Implementation: Participate in project teams to support strategic business initiatives for growth and scale at a global level with a regional focus; including evaluation/optimization of CRM, determining appropriate sales processes/policies, and facilitating change management process for the sales teams
Sales Compensation: Partner with cross functional teams, particularly the PX Sales Compensation team, throughout AECO in the design and creation of motivating compensation and incentive programs in support of Trimble AECO compensation philosophy of paying for performance and rewarding talent in the sales organization.
Commissions: Lead process improvement efforts around the commission planning and maintenance process. Assist with creation/management of all Sales Commission Plan documents, policies, and internal processes. Drive and partner with internal cross-functional teams to create, record, approve and communicate sales commission policies and procedures
Executive Presence: Prepare and present executive summaries to business leadership on a recurring basis
What Skills & Experience You Should Bring:
Proven experience within Sales Operations, Finance or other Operational capacity in technology/SaaS environment with progressing responsibilities
Proven experience of building, maintaining and managing successful teams
Experience in Sales Operations in a highly matrixed environment.
Comfortable working in a rapidly changing and highly dynamic environment
Relevant Bachelors degree, Finance, Business, Marketing, or related discipline; MBA preferred
Proficiency in Salesforce.com, Google Suite, Excel, Qliksense, Domo or Tableau preferred
Advanced English verbal and written communication and presentation skills
High degree of numeracy and proven ability to work with large and complex datasets
Demonstrated ability to work under pressure, manage multiple tasks/projects simultaneously, and drive cross-functional teams to meet common goals is essential
Handles confidential and sensitive information and records with a high degree of discretion, organisation, diligence, and good judgment
About Trimble:
Dedicated to the world’s tomorrow, Trimble is a technology company delivering solutions that enable our customers to work in new ways to measure, build, grow and move goods for a better quality of life. Core technologies in positioning, modeling, connectivity and data analytics connect the digital and physical worlds to improve productivity, quality, safety, transparency and sustainability. From purpose-built products and enterprise lifecycle solutions to industry cloud services, Trimble is transforming critical industries such as construction, geospatial, agriculture and transportation to power an interconnected world of work. For more information about Trimble (NASDAQ: TRMB), visit: www.trimble.com
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