ANS Commerce - Associate Director - Sales Operations

The Role :

- ASD Sales Operations reports to VP Sales or higher.

- He/she will be a highly motivated and self-starter accountable for driving pre-sales activities for deal closures.

- ASD Salesops will be managing a team of around 3-4 Subject matter experts [Salesops Managers]

Responsibilities :

- ASD is accountable for managing a team of sales operations managers ensuring quality and timely deliveries to End Sales and/or customers for deal closure within TAT.

- To kick start Sales Operations and establish key processes, integration & training programs, events, and performance metrics and own the Presales, Analysis, and Project management within functional teams

- Pre-Sales aspect of Sales operations includes:

o Expected to drive solutions and proposals for clients through the subject matter experts.

o Expected to work as a consultant for prospective clients questioning as well suggesting innovative solutions to their needs / pain-points.

o Expected to act as Client Proxy, questioning approach/solutions to internal delivery teams about all/certain aspects of proposal.

o Working closely with the sales team to provide technical expertise and support, throughout the sales cycle.

o Expected to do capability walkthroughs and presentations to Clients, delivering product presentations and demonstrations, prepare pitch decks and provide support at external and internal customer facing events.

o Assist Sales in closing legal documents (Service Agreements, NDAs, and SLA agreements, etc. and to get the SoW/ BRD/ Proposal and SLA Sign-off

- Business Analysis aspect of Sales operations:

o Sales operations team is the bridge between inside sales, end sales, other internal teams and Customer hence they have responsibility of maintaining data sanctity.

o Expected to own sales dashboard, create MIS reports for the Sales function, sales process implementation

o Build key dashboards for leading and lagging indicators with respect to the sales targets (forecasting & planning)

o Expected to deep dive into processes and leakages to work on continuous process improvement and projects/automation projects, to help drive quality and cost efficiencies across the sales funnel.

- Project Management Aspect of Sales operations:

o Expected to coordinate (as project manager) with the delivery teams while creating proposals, participate in

supervising/advising SMEs in preparing solutions and chalking out a delivery plan.

o Expected to set up clear deliverables, acceptance criteria and timeline expectations for multiple internal teams

o Resources utilization and planning for Sales operations team.

Years of Experience:

- B.Tech /BE/MBA (any other technical degree) with ~6-10 years of experience with minimum 5 years relevant experience in Ecommerce industry

- Candidates with experience in Pre Sales, RFI, RFP for Ecommerce, SAAS based companies are preferred.

Location : Gurgaon/ Delhi-NCR Travel as per meeting requirements)

Expectations on Skills and Abilities

- Must have:

o Ecommerce value chain understanding: Ecommerce P&L, Sales & Marketing, Supply chain understanding

o Experience on Brandstore development on platforms like Magneto/ Woocommerce/ Salesforce/ for enterprise customers

o Experience in creating BRD working closely with tech and product team

o Must of deal structuring, contract/agreement vetting, RFI/RFP preparation experience

o Experience/Enthusiasm for evaluating tools and systems that will help drive process efficiencies.

o Excellent command on MS Office Suite (Word, Excel, PowerPoint) to be able to prepare client proposals, and presentations.

o Skilled at dealing with multiple stakeholders both internally and also at client's end to get the task done

o Excellent written and verbal communication skills.

- Experience in managing small but highly driven team of dotted line reportees:

o Help team with learning growth and development plans

o Driving team skill and knowledge improvement training for their personal and professional growth plans

- Good to Have/Eager to learn:

o You should be able to validate the estimations shared and ideally do first cut estimations yourself.

o You should be able to validate a business plan, media plan/digital marketing plan

o You are expected to have a knack of converting high level and sometimes vague business requirements into functional specifications and/or technical requirements.

o You should be able to keep pace with the continuously evolving focus areas of the organization.

o You should be inquisitive and keep yourself abreast of latest technology and business trends in organizational focus areas.

o Experience in dealing with ecommerce ecosystem partners -Payment gateways, customer loyalty, marketing integration, shipping partners etc.

o Gathering product feedback from client & other market insights & updating the Product team

o Well versed with data management, analysis and reporting tools - Eg. Data studio and likes

o Hands on experience an understanding of CRM tools like - Hubspot, Zoho (preferred)

o Hands on experience /understanding or Project management tools - Asana (preferred), Jira and likes

- An entrepreneurial mindset, sense of ownership to get tasks done gets brownie points.

Growth Plan/Options

- AD Sales Operations Managers have the following options:

o Vertically grow within sales operations to SD End Sales function option is available if numbers and customer interactions are of interest and comfort and have proven your customer interaction skill set.

o Laterally expanding the skill set further into Process Excellence ASD/SD handling Inside sale and sales operations teams. If business analysis, data management, analysis, and reporting, setting up and optimizing processes and driving continuous improvements is your area of interest and have proven yourself within the organization.

o Outside of sales team - the organization is open and encourages talent to find their area of interest and supports them in transitions and growth in their chosen function. Some possible fits within the organization are

- Business Team - Key account managers working with customers on execution and BAU

- Projects team - largely handling technical solution designs and project management