Head of Global Sales Operations

 

The company:

Digital transformation has turned traditional business models on their heads.  Business leaders look to companies that can offer technology-enabled solutions to drive their processes and value chains.  Cint is a leader in the market research industry’s current transformation from traditional to online and digital methodologies.  The company’s industry leading SaaS platform technology enables businesses to quickly and effectively access audiences and data for online market research and insights.  Cint is uniquely positioned to take clients from the market research industry on a transformation journey, backed strongly by its Private Equity owner Nordic Capital. 

Given this, Cint is experiencing significant growth, with plans to accelerate in the coming years to maintain and build on its market-leading global positionA critical factor in ongoing success is Cint’s talented team.  In recent years Cint has invested materially in its team, notably the commercial organisation and a sales enablement program.  It is now imperative that these investments and programs are instilledand re-enforced through a performance-based culture.  This means that operating rhythm and cadence of KPIs and delivery of results are essential as Cint continues to scale on a global level.  For the new culture to “flourish” standardised processes and procedures will need to be visualised, created and implemented - including CRM pipeline measurement as well as KPI management dashboards.  As a result, the Global Head of Sales Operations will be a vital role to the organisation and the right hand of the CCO and Regional Commercial EVP leaders and will have a strategic global remit to drive improved sales efficiency and sales operation optimization. 

 

Role Purpose: 

Reporting to the CCO and working as a key member of Cint’s Commercial leadership team, the Global Head of Sales Operations will lead Cint’s sales operations program on a global scale and play a critical role in helping to shape and guide Cint’s strategy, future growth and commercial development. You should be a dedicated hands-on leader with the ability to work both cross-functionally and cross-regionally to ensure commercial excellence against Cint’s growth targets.  

Core Responsibilities: 

  • Deliver and support a commercial excellence framework resulting in better sales management effectiveness to ensure the successful achievement of revenue targets and other KPIs, including gross profit.  Includes evolving and supporting the implementation and development of Cint’s sales enablement program ‘Xpand’, sales capabilities, CRM roll out & implementation, sales management tool kits and sales programs.  

  • Work with Cint’s CCO and Regional Commercial EVPs to proactively provide data-driven strategic insights and recommendations around portfolio management. 

  • Establish and refine processes, systems, disciplines, reports, dashboards, methodologies, and training programs to improve sales velocity and upskill the commercial team. 

Further Responsibilities: 

  • Responsible for all aspects of planning, reporting, forecasting quota and management, sales-process optimization, sales development, territory planning, and sales compensation administration. 

  • Provide guidance to sales leadership on the product types and pricing models to reach revenue goals while maximizing ROI for customers.  

  • Establish a sales operations structure and environment that will promote and implement strategy and operational models to deliver high and consistent service levels to the organization to grow revenue.  

  • Influence CRM and sales technology strategy to scale ahead of the business’ needs; ensuring that the strategy takes into account the full sales funnel.  

  • Develop and implement policies and procedures to ensure data integrity and cleanliness of the CRM with marketing, sales, product and business systems teams. 

  • Work with EVPs to develop & roll out key performance metrics and dashboards that help the sales organization focus on performance drivers.  

  • Work with accounting, finance, and human resources to aid with sales incentive compensation plans and support EVPs with capacity planning.  

  • Act as a sales advocate by balancing sales’ needs while managing reasonable expectations from an operations perspective. 

  • Participate in management decision-making processes concerning sales issues and procedures  

  • Serve as an escalation point for the resolution of a process and/or system issue. 

  • Facilitate and audit deal review and approval procedures and policy compliance.   

  • Manage the evaluation and interpretation of data; identify trends that signal new opportunities or challenges and dangers; converts data trends into actionable sales processes and tactics  

  • Manage a team of direct reports on the operations team in the long term.

  • Responsible for sales training and enablement of new processes and procedures 

  • Help manage and control departmental expenditure.  

 

Key Skills Required: 

  • Extensive first-hand experience with progressive sales optimisation programs and demonstrated ability to improve sales productivity  

  • Demonstrated ability to define, refine and implement sales processes, procedures and policies.  

  • Expert in BI tools and CRM systems (Oracle Netsuite is a plus) and Microsoft Office Suite 

  • Highly collaborative, innovative, and focused on value 

  • Degree or equivalent in Information Technology, Business Administration or related discipline 

  • Minimum 10 years of experience from the relevant background 

  • Experience in change management, quality improvement and business process design 

  • Excellent English in written and verbal communication skills  

  • Strong stakeholder management, networking and influencing skills

  • Be able to operate in a diverse environment with cultural differences 

  • Excellent project and process management skills  

  • Numerical and analytical skills with the ability to interpret data/information  

  • Innovative and creative approach to problem solving 

  • Ability to work and thrive in a flexible matrix organisation with focus on networking and collaboration 

As a person you are driven, responsible, service-oriented and a team player. You are communicative and can easily create good relationships. To enjoy your role, you are used to working independently and taking your own responsibility. Furthermore, we see that you have a structured, accurate and analytical approacto your work as well as solution-oriented. You are flexible as a person and enjoy working in a fast-paced changing environment. 

 

What we can offer you: 

  • A truly international and multicultural workplace with offices located in major global cities such as: Stockholm, London, Barcelona, Berlin, Hong Kong, Singapore, Sydney, Tokyo, New York, Los and Angeles 

  • Trainingexternal and internal 

  • Flexible working hours 

  • A competitive salarycompensation and benefits package 

  • People-first, energetic and accountable culture 

 

Our cultural identity revolves around: 

Accountability We do what we say, we speak up, and we deliver. 

Collaborative - We proactively listen to our customers, we understand their needs, and we unite as a team to deliver incredible outcomes. 

Innovative - We never settle for second best, we continuously improve, and we solve problems quickly to create value.