Head of Sales & Operations

Head of Sales & Operations

Department: Retail Partnerships

Employment Type: Full Time

Location: London

Description

The Sales Operations Lead will be responsible for ensuring the operational efficiency and effectiveness of the Global Sales Organisation. This role involves managing and optimising sales processes, coordinating cross-functional activities, and ensuring that the sales team has the tools and support they need to meet their objectives. The Sales Operations Lead will also act as a key liaison with the Finance, Banking, Delivery, Tech & Operations groups to resolve issues, drive continuous improvement, and support strategic sales initiatives.

Key Responsibilities

1. Process Management:
   • Design and optimise sales processes to enhance efficiency and performance.
   • Oversee the resolution of operational issues affecting sales, such as missing transactions or technical problems.
   • Identify and implement process automation opportunities using platforms like Power Automate to streamline operations.
2. Data and Technology Management:
   • Manage sales data to ensure accuracy and provide actionable insights for decision-making.
   • Own and manage the HubSpot platform, ensuring it is configured and utilised effectively to support sales processes and reporting requirements.
   • Liaise with technical teams to ensure sales systems and tools (e.g., HubSpot, CRM, Power BI) are fully operational and meet the evolving needs of the business.
   • Collaborate with the Business Operations team to ensure optimal use of productivity software (Microsoft 365) to support sales activities.
3. Cross-Functional Collaboration:
   • Work closely with Finance, Banking, and Operations teams to resolve issues impacting sales performance and identify opportunities for operational improvement.
   • Act as the key point of contact for sales-related operational forums and cross-departmental initiatives.
   • Coordinate and collaborate with the Customer Insights team to produce insightful and impactful presentations, leveraging data and market insights to support sales initiatives.
4. Forecasting and Reporting:
   • Support the sales team in creating accurate forecasts and tracking performance metrics.
   • Ensure that reporting is accurate, up-to-date, and provides actionable insights, conducting first-level reviews and quality assurance for exceptions.
   • Leverage Power BI and other data tools to automate and enhance reporting processes.
5. Project Management:
   • Lead and manage projects related to sales operations, including system upgrades, process improvements, and new market launches.
   • Coordinate with relevant stakeholders to ensure project success and alignment with business goals.
6. Operational Support:
   • Provide ongoing support to the sales team for day-to-day operational needs.
   • Handle escalations related to invoicing, debt management, and other financial issues.
7. Sales Planning and Incentives:
   • Collaborate with Marketing Services and Customer Insights to create a quantified view of the market, supporting strategic sales planning.
   • Design and implement sales incentive plans that reinforce desired behaviours, working closely with Finance to align commission structures and reward schemes.
8. Sales Enablement:
   • Support the creation of presentations for new business pitches, Quarterly Business Reviews (QBRs) with existing clients, and category insights, ensuring alignment with the Product team and sales strategies.

Skills Knowledge and Expertise

• Proven experience in Sales Operations or a similar role.
• Strong understanding of sales processes, operational best practices, and process automation.
• Proficiency in managing CRM systems, with specific expertise in HubSpot.
• Excellent data management and analysis skills, with proficiency in Power BI and other BI tools.
• Experience with automation platforms like Power Automate.
• Ability to collaborate with Business Operations and technical teams to optimise the use of productivity tools.
• Strong project management and problem-solving skills.
• Data literacy, with the ability to leverage data to drive sales performance and operational efficiency.
• Ability to work effectively with cross-functional teams.

Benefits

• Annual Leave: 25 days + bank holidays
• Company holiday: 3 additional days off between Christmas & New Years
• Ability to buy and sell holiday days as well as the ability to bank days (tenure dependent)
• Flexible working options: we are operating a hybrid working model with 3 days a week from the office
• Pension: Hargreaves Lansdown - 6% matched contribution
• Employee share scheme
• Generous family friendly cover
• Private healthcare - Bupa
• Income protection
• Critical illness cover
• Life insurance cover
• Dental cover
• Optical cover
• Yulife app for access to employee wellbeing and discounts
• Perks at Work, cashback/discount shopping site
• Employee referral scheme
• Salary sacrifice program which includes cycle to work scheme, electric car scheme and season ticket loans
• Volunteering program
• Company events i.e. Christmas party, all-company event and other social/hosted events during the year (we have an active social committee!)
• Team socials