Sales Operations Specialist

• Possess a strong understanding of sales and marketing acumen, tools, KPIs, processes, and analytics.
• Provide a comprehensive view of inside sales performance by creating reports and dashboards to derive insights into the health of the business. This includes insights on opportunity injection (BU-wise), opportunity influence by demand generation, and leads generated (inbound/outbound) on a weekly, monthly, and quarterly basis.
• Specific tasks include:

1. Creating weekly inside sales activity reports for each business unit and the entire inside sales function.
2. Developing opportunity influence reports for SDR (BU-specific) on a fortnightly, monthly, and quarterly basis.
3. Generating opportunity influence reports for the global demand generation team.
4. Compiling reports on MQLs worked by the inside sales team.
5. Preparing monthly performance UDF reports for stakeholder review.
6. Producing campaign success reports service-wise to understand the performance of each campaign.
7. Working on quarterly leads and opportunity incentive reports.
8. Manage, maintain, allocate, and optimize sales-related systems and tools, including CRM platforms, data tools, and social media platforms.

Requirements

• Ensure CRM (HubSpot) hygiene by properly importing data into the CRM, monitoring activities, monitoring campaign tagging to meetings and opportunities, identifying discrepancies, working on inside sales reports in HubSpot, and identifying areas of improvement in CRM usage by the inside sales team.
• Oversee the GTM launch process by:
• Collaborating closely with inside sales stakeholders to create the campaign calendar for each quarter.
• Working with multiple teams to ensure all attributes (data sheets, emailers, banners, landing pages, etc.) are created for specific services as per the campaign calendar.
• Assisting the inside sales team in importing data into the CRM as per campaigns launched.
• Proactively identify opportunities for sales process improvement. Work closely with sales management to inspect sales process quality and prioritize opportunities for improvement.
• Collaborate with the Inside Sales Director to create a well-defined induction process for the inside sales team.
• Conduct walkthroughs on the inside sales process, tools, systems, stakeholders, and services for new hires.
• Perform gap analysis by working closely with sales teams, marketing, and BU teams to identify gaps, communicate findings, and provide guidance and support to stakeholders for data-driven solutions.
• Develop and implement regular reporting of key performance metrics, including forecasting, funnel metrics, and pipeline management.
• Demonstrate proficiency in Microsoft Excel formulas for creating reports, pivot tables, and charts. Experience in creating presentations using PowerPoint and AI tools is also required.
• Build peer support and strong internal-company relationships with other key management personnel.