Sales Operations Consultant
Circana

Sales Operations Consultant

At CIRCANA, we deliver growth to clients based on big data-our predictive analytics and forward-thinking insights help CPG, OTC, health care, retailers, and media companies remain relentlessly relevant, capture marketing share, connect with consumers, and deliver market-leading growth. The convergence of our proprietary, on-demand cloud-based technology and our client-focused colleagues leads to a seismic shift in drivers of success in all industries.

For CIRCANA colleagues, we focus on the moments that matter. From meaningful work and impact to continuous improvement, we challenge ourselves to grow both professionally and personally. You'll feel a true sense of connection and purpose in your work and will craft the direction of your career in a highly personalized way. No matter which department you join, you'll find yourself constantly growing and developing the skills of the future to deliver client growth. We believe in the undeniable strength that diverse people, culture, thought, and skill brings to our business, our clients, our people, and our communities. We are committed to nurturing a dynamic culture that embraces and celebrates growth, feedback, recognition, flexibility, belonging, and well-being for all.

Role Objectives:

The Sales Operations Team Lead will strive to:

• Drive revenue by implementing tools that increase efficiencies, productivity, and insights
• Establish consistent best practices for all key commercial processes and reduce the need for "tribal knowledge"
• Stand up next-generation analytics capabilities to improve decision-making and support our long-term revenue growth goal

Success will be measured by the following KPIs:

Commercial Metrics:

• Account Plan completion rate
• Solution penetration gains
• Forecast (Leader Outlook) error
• Pipeline coverage

Operations Metrics:

• Dollar Sales per Sales (Client Insights) FTE
• Transactions per Sales (Client Insights) FTE

Job Responsibilities:

Systems:

• Develop and implement Microsoft Dynamics CRM strategy, ensuring alignment with overall business goals
• Drive the adoption of Microsoft Dynamics CRM across the organization, working closely with business stakeholders to identify opportunities for improvement and innovation
• Be the product owner for future feature/capability roll out (e.g., email prospecting, account planning, Fill-the-Matrix) supporting Commercial organization priorities
• Manage relationships with internal Technology team, external vendors, and partners, ensuring delivery of high-quality services and solutions leveraging Experlogix CPQ, Sales Microsites, PowerBI, LinkedIn Sales Navigator, ZoomInfo, etc.

Processes:

• Support Key Account Planning and Fill-the-Matrix priorities
• Partner with Finance and Commercial teams to develop Forecast (Leader Outlook) and support Order to Cash
• Partner with Finance during the Annual Planning & Budgeting Process
• Advance Circana's B2B CRM capabilities including awareness, prospecting, and lead generation

Analytics:

• Partner with Finance to build Commercial Analytics and Reporting for key pipeline measurements
• Develop Dashboards for Corporate visibility and support OGSP (Objectives, Goals, Strategies, and Plans)

Global Reporting Production and Governance:

• Build the key corporate reports, ensuring the data model is ready for power users to create ad hoc reporting
• Own the quality of the data and reports, ensuring the latest organizational thinking is reflected (e.g., ways of looking at business, definitions, etc.)
• Ensure the quality of the data in Dynamics is accurate with every opportunity in the pipeline being current and using the correct affiliations and products
• Ensure the right elements of data are in Dynamics to allow for the correct functioning of Circana, including the accuracy of POs and invoices
• Identify and execute upon opportunities to continuously improve and enhance Dynamics

Job Requirements/Skills:

• 7 + years of CRM Experience with a strong understanding of manufacturer/retailer issues having worked in one or more of the environments below:

• Retailer (any channel)
• Consumer Packaged Goods
• Brokerage

• Experience in CRM implementation (Microsoft Dynamics preferred), including extensive organizational change management.
• Strong business process and analysis capabilities. Ability to recognize problems and implement solutions to advance CRM capabilities.
• Strong interpersonal and management skills, including the ability to work across the organization and interact/influence/negotiate effectively at all levels of management and peers.
• Excellent communication skills: presentation, written, oral.
• Self-starter with a strong sense of urgency, perseverance, and the creativity to overcome obstacles to achieve project goals.
• Must be able to perform as an effective member in a global team-oriented environment, keep a positive attitude, and achieve desired results while working with minimal supervision
  
  

About Us
As one of the original innovators in Big Data, CIRCANA integrates the world's largest set of otherwise disconnected purchase, media, social, causal, and loyalty data to help CPG, retail, over-the-counter health care, and media companies grow their businesses. We combine this data with predictive analytics to uncover new consumer insights and integrate them on the most technologically advanced, cloud-based visualization platform. Learn more about us

Our Benefits
We offer a comprehensive benefits package (health, paid time off, 401(k), etc.) with additional unconventional offerings such as volunteer time off, flexible work arrangements, virtual doctor access, etc., along with the unrivaled benefit of working with our people - the best in the business.

Our Culture
We're thrilled we get to work on the most interesting business challenges facing the CPG and retail industries. We regularly uncover new "aha moments!" by closely collaborating with our colleagues and developing competencies centered around the following values: Integrity, Servant Leadership, Inclusivity, Accountability, Discipline, Entrepreneurship, and Respect.

CIRCANA is an equal-opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics. The EEO is the Law poster is available here: DOL Poster. CIRCANA is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need reasonable accommodation because of a disability for any part of the employment process, please send an e-mail to Talent.Acquisition@Circanaworldwide.com and let us know the nature of your request and your contact information.

The below range reflects the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future. An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, shift, travel requirements, sales or revenue-based metrics, any collective bargaining agreements, and business or organizational needs.

The salary range for this role is $102,000 - $164,000.

We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

An offer of employment may be conditional upon successful completion of a background check in accordance with local legislation and our candidate privacy notice. Your current employer will not be contacted without your permission.

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