Territory Sales and Business Operations Manager

Náplň práce, právomoci a zodpovednosti:
The Territory Sales and Business Operations Manager plays a pivotal role in designing, executing, and optimizing the operational framework for ISG sales specialists. This role ensures alignment between sales strategy, territory planning, quota deployment, and business management systems (BMS), while also supporting transformation initiatives and sales enablement across the region.


Key Responsibilities:

- Daily Load Tracking: Provide personalized daily order views to ISG managers and share weekly with EMEA operations.
- Pipeline Reviews: Lead weekly reviews with ISG teams to create detailed forecasts for EMEA load planning and GSC alignment.
- GEO Reviews (BIR Calls): Prepare and present KPI and performance data for Business Interlock Reviews with market ISG leaders.
- Sales Blueprint Design & Governance: Design and maintain the organizational structure of ISG sales specialists, support territory mapping, and ensure segmentation harmonization.
- Quota Assignment & Target Setting: Translate STAMP allocations into individual sales targets and develop additional market-specific targets.
- Incentives & Compensation Review: Validate results and support leaders in submitting capping and uplift proposals.
- Sales Onboarding: Train new ISG specialists on tools, processes, and operational expectations.
- Transformation Enablement: Act as key users, testers, and trainers for ISG tools, and provide updates on transformation initiatives to the ISG community.

Požiadavky na zamestnanca:
- 5+ years of experience in business and sales operations
- Ability to analyze and present comprehensive KPI and performance data for Business Interlock Reviews and other reports.
- Experience in leading pipeline reviews and building detailed waterfall forecasts for load planning and alignment with the Global Supply Chain (GSC).
- Proficiency in designing and maintaining the organizational structure of sales specialists, including territory mapping and segmentation harmonization.
- Capability to translate STAMP allocations into individual sales targets and develop additional market-specific targets.
- Incentives & Compensation Knowledge: Familiarity with validating I&C results and supporting leaders in submitting capping and uplift proposals.
- Experience in onboarding new specialists and providing training on tools, processes, and operational expectations.
- Transformation Enablement: Ability to act as key users, testers, and trainers for new tools and processes, and deliver updates on transformation initiatives