Director of Sales Operations- Buyer Services

 

Indigo improves grower profitability, environmental sustainability, and consumer health through the use of natural microbiology and digital technologies. Utilizing beneficial plant microbes and agronomic insights, Indigo works with growers to sustainably produce high quality harvests. The company then connects growers and buyers directly to bring these harvests to market. Working across the supply chain, Indigo is forwarding its mission of harnessing nature to help farmers sustainably feed the planet. The company is headquartered in Boston, MA, with additional offices in Memphis, TN, Research Triangle Park, NC, Sydney, Australia, Buenos Aires, Argentina, and São Paulo, Brazil. http://www.indigoag.com/      

 

Responsibilities

Support the sales organization in all facets of operational efficiency, including performance analysis, goal management, compensation modeling and documentation, rules of engagement, sales and business process design, system development, project management, approval management, and escalation

 

Support data capture, customer document tracking, and sales processes for teams working to grow market share with corporate customers

 

Coordinate sales forecasting, planning and budgeting processes used within the sales organization

  • Proactively monitor and strive to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts
  • Coordinate planning activities with other functions and stakeholders within Indigo

 

Support the equitable assignment of Salesforce quotas between business units and ensure quotas are optimally allocated to all sales channels and resources

  • Work to ensure all sales organization objectives are assigned in a timely fashion

 

Proactively identify opportunities for sales process improvement

  • Work to inspect sales process quality and prioritize opportunities for improvement
  • Assist sales management in understanding process bottlenecks and inconsistencies
  • Facilitate an organization of continuous process improvement

 

Monitor the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization

  • Recommend revisions to existing reports, or assist in the development of new reporting tools

 

Implement enabling technologies, including CRM, to field sales teams

  • Monitor the assigned sales organization’s compliance with required standards for maintaining CRM data
  • Work closely with sales management to optimize the effectiveness of the firm’s technology investments

 

Coordinate training delivery to sales, sales management, and sales support personnel 

  • Provide input to senior leadership in the development and administration of sales incentive compensation programs

 

Build strong internal-company relationships with other key management personnel

  • Direct and support the consistent implementation of company initiatives
  • Work with Accounting, Finance, and People and aid with sales incentive compensation administration on as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures

 

Competencies:

  • Goal driven and highly ambitious
  • Metric driven
  • Accountable
  • Process-oriented
  • Strong communication skills both written and presentations
  • Strong analytical skills in interpreting data to recommend actions
  • Expert in MS Excel
  • Demonstrated success being a Sales Operations business partner to an Inside Sales team of 50+ sellers
  • Expert in sales methodology and the disciplines necessary to drive efficient Sales execution at scale
  • Experienced working with CPQ, Marketing Automation, and other Sales applications
  • Strong time management skills and attention to detail – is proactive and achieves deadlines

 

Qualifications:

  • 8+ years Sales Operations leadership and experience in fast paced Software / SaaS environment
  • 5+ years Salesforce experience
  • Bachelor’s degree in business (MBA a plus)

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