Dematic is a leading supplier of integrated automated technology, software and services to optimize the supply chain. Dematic employs over 7,000 skilled logistics professionals to serve its customers globally, with engineering centers and manufacturing facilities located around the world. Dematic is one brand under the KION Group of companies and has implemented more than 6,000 integrated systems for a customer base that includes small, medium and large companies doing business in a variety of market sectors.
Headquartered in Atlanta, Georgia, Dematic is a member of KION Group, a global leader in industrial trucks, related services and supply chain solutions. Across more than 100 countries worldwide, the KION Group designs, builds and supports logistics solutions that optimize material and information flow within factories, warehouses and distribution centers. The company is the largest manufacturer of industrial trucks in Europe, the second-largest producer of forklifts globally and a leading provider of warehouse automation.
We are looking for a Sales Operations Manager, reporting to the SVP of Sales, who would like to leverage their expertise and passion for Sales Operations in a fast-paced, rapidly growing organization. As the Sales Operations Manager, you will be responsible for empowering top-line growth through support of the tools, people, and underlying data that help drive our Sales Organization's success. Our ideal candidate has a proven background and deep appreciation for the frameworks and best practices that help Sales Orgs scale to massive success. We’re looking for a data-driven, Sales Ops expert that will help our organization grow to the next level!
What you'll do:
Lead the complete lifecycle and development of the North America order intake intelligence process including but not limited to pipeline analysis, profitability analysis, risk profiles in support of the sales strategy development process
Act as a liaison between sales and the executive leadership to help drive focus on margin expansion
Support building the “know your numbers” culture with the Sales Organization at all levels including driving data based decision making practices.
Drive value pricing and trend-based decision making on deal pricing
Support sales management with the annual budget intake and the goal setting process and help drive regular cadence to track and report progress
Establish a deal review/disposition process that would help understand why we won or lost and carry forward the learning for the subsequent deals.
Drive pipeline analysis and track activity metrics that help inform decisions/actions at the account manager and sales org level
Help gather requirements, prioritize, and develop automated sales reports/dashboards and analytics to guide business decisions and identify trends
Support monthly, quarterly, and annual reporting to the Sales Mgt. organization. Deliver key recommendations to Sales Mgt. during the quarterly and annual planning process
Track and analyze data on a quarterly basis that help us define account assignments, processes, and workflow
Work directly with sales leadership in the planning, strategy, and launch of new and emerging markets.
Drive key outreach efforts across the highest impact segments of our target market working closely with Business Development
Partner with the Finance organization to align key financial and KPI metrics to support a strong performance based “know your numbers” culture.
Work directly with sales and account management team members to help support the new hire onboarding process
Work with Sales leadership team to further refine and document key processes across our sales team playbook
Work alongside marketing and account management to create an environment of positive sales enablement
Assist with workflows and oversee projects that help build a higher quality prospect database
Help optimize existing sales tools such as Salesforce, etc
Deliver a data plan to SVP Sales in your first 100 days that relays your long-term vision (including interdependencies with other key departments) and the added value it will drive to the Sales Org
Participate as a part of the Sales SVP staff and support sales leadership team in sales strategy development and deployment efforts to scale across the organization.
What you'll need:
Bachelor’s degree in engineering, finance or equivalents. Master’s degree preferred.
Successful demonstration of the key responsibilities as presented above.
7+ years of experience in a Sales Operations or strategy role within a rapidly growing organization, preferably in a project solutions business model.
Demonstrated expertise in Salesforce reporting and creating visualizations in Power BI.
Analytical mindset and proven problem-solving abilities
Ability to manage and optimize all prospect/customer data sets
High degree of proficiency in MS Office Suite (Excel, Word, PowerPoint). Excellent verbal and written communication skills.