Sales Strategy and Operations

at Fractal Labs in London

(₤45000 per year)

Sales Strategy and Operations is vital to our business growth, sustainability and long-term profitability. This role includes responsibilities for Sales Strategy activities (eg. competitive analysis, customer discovery, prioritisation etc.) and Sales Operations activities (eg. customer lifecycle, retention, product requirements, etc.) and outcomes (eg. renewals, upsells, etc.).

Create and iterate on Competitive Analysis

Define and prioritise competitive characteristics and features
Identify potential competitive threats
Define Customer Discovery and Prioritisation
Map customer landscape
Define Customer Discovery and Prioritisation

Establish process for customer prioritisation
Identify high-priority potential customers
Define and optimise Customer Lifecycle

Map customer journey
Develop listening points in journey (eg. usage, satisfaction, etc.)
Standardise interventions for each point in journey
Define segmentation of customer base and varying strategies
Identify opportunities for continuous improvement
Learn from best practices in industry
Drive Sales Operations Outcomes

Increase renewal rates and reduce churn
Expand our revenue in accounts through cross-sell and up-sell
Influence future lifetime value through higher product adoption, customer satisfaction and overall health scores
Drive new business growth through greater advocacy and reference-ability
Measure effectiveness of Sales Operations

Define operational metrics for team
Establish system for tracking metrics
Create cadence for review within team
Expose subset of metrics to executive team, company and board
Enhance effectiveness and Efficiency Through Technology

Support systems
Customer marketing software
Reference and advocacy solutions
Sales Operations Management platform
Inspire Sales Operations Across Company

Create company-wide culture of Sales Operations
Align with Marketing around marketing to existing clients
Align with Product around driving product roadmap
Align with Sales around cross-sell and up-sell and focus on selling with a retention focus
Align with Finance around measurement and forecasting
Align with Executive Team around key metrics and objectives
Drive company-wide definition of ideal customer
Create company-wide customer feedback loop

REQUIREMENTS
5+ years experience in leading customer and partner facing organizations
Ideally combined technical and customer facing background and experience
Analytical and process-oriented mindset
Ability to manage influence through persuasion, negotiation, and consensus building
Strong empathy for customers and partners
Passion for revenue and growth
Demonstrated desire for continuous learning and improvement
Excellent communication and presentation skills
Data Analysis with sql, python, pandas, numpy, matplotlib
Minimum Qualifications

MSc in a management or technology related field or equivalent practical experience.
Preferred Qualifications

Proven track record of working with large institutional clients, preferably financial institutions.
Skilled at analysing data, identifying patterns and defining processes to increase efficiency.
Experience working on high-value technology related projects.
Outstanding verbal and written communication skills.

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Published at 10 Jan 2019
Expires on 28 Feb 2019