Manager, Global Sales Operations

Par Vision Systems Corp. Syracuse , NY 13201

Posted 2 months ago

Beginning with the first stand-alone retail point of sale system in 1978, ParTech, Inc. has been helping restaurant and retail customers put technology to work to improve internal operations, enhance customer experiences, implement food safety measures, and better manage information. With revenues of approximately $171M and point of sale systems in more than 75,000 restaurants and more than 110 countries, PAR is redefining the point of sale to bring technological innovation to all corners of the enterprise.

PAR is committed to providing an energetic and encouraging environment for its employees. Our values (People, Authenticity, Awareness, Dreaming, and Perseverance) directly reflect who we are as individuals and who we are as PAR people. They define our character and drive our behavior toward reaching our common purpose: to recognize and unleash possibilitiesfor good.

The Global Sales Operations Manager is responsible for the overall productivity and effectiveness of the global sales organization. Reporting to the EVP Sales and General Manager, this position works closely with internal and external stakeholders to ensure that targeted financial performance is achieved within the sales organization.

JOB RESPONSIBILITIES

Sales and Marketing Analytics & Reporting

  • Analyze commercial and sales data to expose leading and lagging performance indicators.

  • Provide thoughtful insights into the "what and why" behind the data and make recommendations on how to improve commercial programs (promotions, loyalty, onboarding, etc.).

  • Create and publish useful periodic (weekly, quarterly) sales reports.

  • Assist management in defining the appropriate KPIs.

  • Use business intelligence software tools (Power BI, advanced Excel) to analyze data and create graphical representations of trends and forecasts.

  • Manage the sales territory mapping and optimization process to maximize sales growth and field efficiency.

  • Coordinates Product and Sales training delivery to sales, sales management, and sales support personnel in the sales organization.

  • Creates and Maintains End User Reports for our Key Strategic Customers.

CRM and Data Administration

  • Own the sales and marketing process-mapping efforts to drive system level improvements and new functionality.

  • Implement all approved configurations/customizations to standard and custom objects, layouts, field, workflows, applications, etc.

  • Ensure data integrity across objects (accounts, opportunities, sales orders, etc.).

  • Constantly look for ways to acquire, load and manipulate useful sales, marketing and clinical data into MS Dynamics from disparate systems (ERP, CRM, HubSpot, etc.) and manually maintained spreadsheets to drive system value.

  • Spearhead system integration projects that link other functional systems to MSCRM to improve field sales visibility.

  • Create and maintain the functional roadmap based on field-submitted and management-driven requirements and implement and publish a calendar for enhancement roll-outs.

  • Create meaningful reports and dashboards that expose good behaviors and performance gaps throughout the selling process.

  • Provide recurring training the sales force on general sales operations processes and procedures, and MSCRM use and functionality.

Sales Compensation and Performance Administration

  • Accurately track, compile, calculate and present for approval, the monthly and quarterly sales compensation payouts for multiple field sales roles.

  • Own delivery of the monthly/quarterly sales compensation accrual to Accounting

  • Create and publish timely and useful sales compensation reports to keep the sales organization abreast of individual, team and organization-wide performance.

  • Create and publish individual sales team compensation statements.

  • Work closely with sales management, finance and marketing to develop and administer periodic sales contests.

  • Create, modify, interpret and enforce sales policies and rules of engagement to maximize field productivity and minimize confusion.

  • Partner with SVP to hold sales leadership team accountable to forecasts and organizational processes

  • Work with Sales to ensure all resellers are been though the PAR Technology Compliance process.

  • Be a gatekeeper to the frontline - throttling efforts when the organization is asking too much/may be asking or something that could negatively affect the frontline's ability to focus/perform

  • Lead the implementation of sales tools for the sales force, specifically around quoting/ordering/parts/pricing. Be the focal point of order and other data integrity.

  • Assist in the contracting process for large, complex customer agreements such as Requests for Information (RFI) and Request for Proposal (RFP).

  • Other duties as assigned.

KNOWLEDGE AND SKILLS

  • Deep understanding of technology and tools as it relates to the sales and marketing function (CRM, Data, Excel, etc) and understanding of master data management concepts.

  • 3-5 years relevant experience in a SaaS/Software and Hardware type environment

  • Proven leadership skills and ability to forecast sales projections

  • High integrity, positive attitude, very motivated and dependable, willing to learn and implement new skills

  • Experience working with a hybrid sales organization consisting of Direct and Indirect Sales

  • 5+ years' experience working in an International role developing and supporting a Hybrid channel organization (direct and indirect)

  • Experience managing responses to customer RFIs and RFPs. (Request for Information and Request for Proposal).

  • Ability to travel for specific events, (10%)

  • BS/BA in technology or business field preferred

  • Experience working in Dynamics CRM, Power BI, HubSpot, or other relevant toolsets (SFDC, Marketo, etc) a plus

  • Experience in the hospitality or restaurant industry preferred

Quality: "Possesses an understanding of and performs work related activities in accordance with and in support of the corporation Quality Policy".

NOTE: This job description is intended to be illustrative of the position's duties and should not be construed to be an exhaustive statement of the essential functions of the job


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Manager, Global Sales Operations

Par Vision Systems Corp.