Position Summary:

The Sales Operations Manager works collaboratively with the Sales Team and other departments to drive greater sales productivity. The role substantially contributes to achieving sales goals by working cross functionally to propel the design, roll-out and adoption of sales methodology, processes, training, tools and reporting, along with leading back office sales support team.  The position coordinates planning conferences, forecasting as well as providing reporting, metrics, and analysis. It also leads improvement in operational processes and tools (e.g. CRM), supports sales peoples’ development, and drives productivity improvement initiatives. The SOM also coordinates with Marketing to: prioritize and develop collateral material; drive and monitor success on lead generation and its follow-up; and communicate messaging to sales and its distribution networks.  

Essential Duties and Responsibilities include the following:

Sales Planning

• Create planning templates,  oversee gathering of appropriate information, recommend new approaches to planning and metrics, coordinate with other departments as appropriate

• Coordinate sales forecasting and planning processes. Drive and encourage sales discipline for accurate, consistent and timely forecast submission based on use of the sales process and tools. Ensure effective and productive periodic sales reviews; provide effective sales team communication on these items.

• Assist sales management in developing territory assignments.  Bring to bear best-practice territory analysis; provide insight and recommendations on sales territory improvement opportunities in line with sales strategy; support sales leaders in managing change to sales territories.

Sales Support Team

• Lead the sales support associates.  Collaborate with Sales Management to identify sales team support needs. Hire, train, and develop exceptional teams that contribute to the achievement of sales goals.

• Assist relationship maintenance with National Headquarters of Brokerage and GAs

• Large Case Support. Oversee the large case RFP process: maintain an “answer” library, ensure timely UW/Sales meetings, coordinate the completion of proposal/RFP questionnaires, and track progress to enhance closing ratios.

Research, Analysis, Metrics & Reporting

• Oversee/Maintain competition database, publish updates, debrief new sales hires

• Develop a deep understanding sales outcomes; analyze results, consider product and customer mix as well as business and individual objectives, report findings, and make recommendations for go-to-market approaches that will drive growth.

• Coordinate the ongoing development and communication of relevant sales metrics and reports, ensuring their accuracy.

Sales Tools

• Drive the development and ongoing enhancements of a CRM and other technologies to maximize sales effectiveness. Manage the tools, ensuring sales team usage. Work closely with Sales, Marketing, and IT to optimize the tools’ effectiveness and MGIS’ investment in them.  

Process Improvement

• Continually monitor and identify opportunities to optimize the processes in the new and renewal sales cycles.  Coordinate projects to make those changes, ensuring their implementation and adoption.

Training

• Coordinate the development, implementation, and execution of documented on-boarding training and mentoring programs for sales and sales support teams.  Update programs to maintain maximum effectiveness and relevance.  

Programs

• Manage sales team and distributor programs and events; interface with all levels and multiple functions to produce desired results; measure effectiveness of programs.

• Collaborate with Sales and Marketing in customer segmentation, lead generation and monitoring the effectiveness of marketing and promotional programs. Work closely with Marketing to execute the lead management function responsible for building the sales pipeline.

• Coordinate the development and documentation, along with promoting the use of, sales best practices

Sales Incentives

• Collaborate with Sales Management to oversee the development, deployment, communication and support of recognition and rewards programs or events for MGIS’ sales team and distributors. Organize, coordinate and execute sales conferences, meetings and conference calls

• Assist with the communication and understanding of Sales Incentive plan to the field as well as assistance resolving compensation related issues.

• Other duties that may be assigned.

Qualifications:

Bachelors Degree in business, finance, or a related field; at least six years of relevant experience; or an equivalent combination of education and experience in a sales operations role. Candidates must have the ability to understand the impact of operational initiatives from a salesperson’s perspective.

Qualified candidates will have experience developing sales metrics and be able to make deductive reasoning that will assist the sales team. Must have excellent communication and professionals skills to effectively address and service producer requests.  Must be analytical, and able to multi-task and function effectively in a high paced, demanding atmosphere.  Applicant must be able to provide effective and professional communication by phone or email, and coordinate with other internal departments. 

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Compensation:

Compensation is negotiated individually and is based upon the position, experience and qualifications and performance of the individual.