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

at  Forterro

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:

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

Sales Strategy Execution:

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

Sales Strategy Enablement:

• 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.
• Salesforce.com Uptake: Support sales leaders in ensuring accurate and complete data in Salesforce.com, driving CRM utilisation.
• Strategic Projects: Identify and drive regional projects to deliver the sales strategy.
• 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.

À propos de Forterro
Fondé en 2012, Forterro s’est développé pour devenir un leader dans la catégorie des logiciels industriels - avec des bastions dans les principales économies de production en Europe, ainsi que des centres de service régionaux et des centres de développement dans le monde entier. Depuis plus de 40 bureaux, nos plus de 1 600 employés fournissent des logiciels à plus de 13 000 entreprises industrielles et en assurent le support. Nos produits sont profondément ancrés dans les exigences de leur zone géographique locale. Chacun d’entre eux est conçu pour renforcer et accélérer la capacité de nos clients à opérer efficacement et à être compétitifs.

Please refer the Job description for details