Senior Consultant, Sales Operations

Req ID: 126867 
Remote Position: Yes 
Region: Americas 
Country: USA 

Summary

• The Senior Consultant, Sales Operations is aligned to a segment and immersed in the segment strategy.  
• The Senior Consultant, Sales Operations owns the front-end funnel development and management process as the primary support for the segment’s front-line sales team (including the regional sales team as applicable).  They will work directly with sales to ensure funnel sufficiency is in place to meet future unwon revenue requirements, aligned with the segment 3-year revenue plan.  The Senior Consultant, Sales Operations is the subject matter expert regarding the segment specific factors that drive the unwon revenue modeling process.
• The Senior Consultant, Sales Operations has a strong understanding of key deals and guidance for the quarter and year, and provides bookings summaries and analysis for the Growth Review.
• The Senior Consultant, Sales Operations is the sales team’s single point of contact into Celestica’s business support teams, freeing time for the sales team to spend more time in front of customers.  They are the single liaison between sales and GCU (as the trusted advisor/consultant).
• The Senior Consultant, Sales Operations has a sales mindset, providing unique and insightful solutions to increase WIN Rates.   When required, the Sales Operations Manager may facilitate processes related to sales and business development for the segment such as (ODWs, SOS, Funnel Reviews, MER analytics, best practice deployment, etc.)

Detailed Description

The Senior Consultant, Sales Operations will be responsible for the following: 

• Booking’s governance and focal point for escalation / validation / signoff of Bookings Results and driving the following communications and/or meetings:
  • Bookings Outlook (Email / Call as required) - Perf against plan / Funnel Health
  • BoQ (Beginning of Quarter) Bookings Interlock Call - (Sales / GCU - Quarterly)
  • Forecast Interlock CCS (Email / Call) as required throughout the year
• Analyze sales and funnel data and extract strategic insights
• Coordination and leadership in annual Segment bookings target setting methodology and models, and method to evaluate target sufficiency.  Analytics vs. revenue plan unwon requirements.
• Funnel sufficiency and analytics & dashboard (PowerBI) development.  Clarity of analysis and recommendations.  Closed loop actions for funnel management.
• Effective, comprehensive growth dashboard and analytics package (quarterly)
• Ad Hoc Analytics Supporting Management Requests
• Support Growth Review governance and focal point for escalation / validation
• Support completion of the Growth Review pack and send to ELT distribution
• Sales Training - CRM / Ad Hoc On-boarding / PowerBI (as applicable)

The Senior Consultant, Sales Operations will also be accountable for the following:

• Forecast and bookings commit process (robust, efficient)
  • Growth Call – Coordinating New Technology / Market trends (Quarterly)
• Develop strategic initiatives to increase sales effectiveness, efficiency and velocity
• Win/loss analytics process, closed loop to front end sales process
• CRM Data Integrity Management - Classifications (I vs R, JDM or EMS) / Rev recognition / 12 qtr forecast and helping drive proper CRM hygiene with NPI and design dates
• Coordinating inputs from Sales tables for the Growth Review pack
• Coordinating inputs from Sales / GCU leads for Big Deals
• Coordinating inputs from Finance / Segment Lead for key customer updates
• Coordinating inputs from Services
• Growth Review template / design improvements
• Coordinating training as applicable

Knowledge/Skills/Competencies

• Skilled in process development and process transformation
• Extremely strong communication, interpersonal, relationship management and professional sales skills
• Strong reporting skills as well as time and priority management skills.
• Strong strategic planning and execution skills.
• Strong team leadership skills and high level of ability to influence and work with others as part of a cross-functional team.

Physical Demands

• Duties of this position are performed in a normal office environment
• Duties may require extended periods of sitting and sustained visual concentration on a computer monitor or on numbers and other detailed data
• Repetitive manual movements are frequently required (e.g., data entry, using a computer mouse, using a calculator, etc.)
• Occasional overnight travel is required 

Typical Education

• Bachelor’s degree in related field, or conside