SUMMARY
Wolters Kluwer is a global leader in professional information, software solutions, and services for the health, tax & accounting, governance, risk & compliance, and legal & regulatory sectors. Wolters Kluwer is headquartered in Alphen aan den Rijn, the Netherlands. The Company serves customers in over 180 countries, maintains operations in over 40 countries, and employs approximately 19,000 people worldwide. Every day, our customers make critical decisions to help save lives, improve the way they do business, and build better judicial and regulatory systems. We help them get it right!
Global Growth Markets
The Global Growth Markets Division was established in 2013 to build the long-term presence in new high growth markets, particularly in India, Brazil, and China, to accelerate the company’s transformation as a global, professional solutions provider.
Wolters Kluwer has been in India for more than a decade. What started as a print book distribution business has expanded into a diverse operation that is driving growth through multiple digital solutions while evolving the original print business into a comprehensive set of print and increasingly digital solutions for students, residents, faculty and practicing physicians. Some of the products sold in India are created by Wolters Kluwer global divisions and sold in India. Others are sold in India by a separate team outside of Global Growth Markets. These latter products still benefit from local support and collaboration and have the potential to move into the Global Growth Markets portfolio in the future.
Position Overview
The Sales Operations Manager oversees the day-to-day operations of the organization, ensuring efficiency, effectiveness, and alignment of the team with strategic objectives. This role involves managing business processes, resources, tools, systems to drive revenue growth, enhance sales productivity, and improve customer satisfaction. The role would look after the complete Lead -> Revenue lifecycle and would be responsible for processes and activities part of the cycle. The role would also have an element of Strategy planning and execution to keep up with the organization’s drive to innovate and execute.
Essential Duties and responsibilities
1 BUSINESS OPERATIONS (70%)
Process Management:
- Develop, implement, and optimize processes and workflows to streamline business operations and improve overall efficiency.
- Collaborate with leadership to define strategies, objectives, and targets, and ensure alignment with organizational goals.
- Design and maintain sales playbooks, scripts, and training materials to guide sales representatives through the sales process.
Analytics and Reporting:
- Analyze sales and transaction data and performance metrics to identify trends, opportunities, and areas for improvement.
- Generate regular reports and dashboards to track sales KPIs, pipeline health, revenue forecasts, and sales team performance.
- Provide insights and recommendations to sales leadership based on data analysis to drive informed decision-making.
Sales Enablement:
- Manage sales enablement initiatives, including the development of sales collateral, presentations, and tools to support the sales team.
- Coordinate sales training programs and workshops to enhance sales skills, product knowledge, and selling techniques.
- Ensure sales representatives have access to the necessary resources, tools, and information to effectively engage with prospects and customers.
Sales Technology Management:
- Evaluate, implement, and administer sales technology solutions such as CRM, Billing systems, sales automation tools, and analytics platforms such as PowerBI and Tableau
- Customize and configure CRM systems, like SFDC, to meet the specific needs of the sales team and maximize user adoption.
- Provide training and support to sales representatives on the use of sales technology tools and systems.
Cross-Functional Collaboration:
- Collaborate with marketing, finance, product, and operations teams to ensure alignment of sales strategies and initiatives with broader organizational objectives.
- Facilitate communication and collaboration between sales and other departments to drive cross-functional projects and initiatives.
Sales Forecasting and Planning:
- Lead sales forecasting efforts by collecting input from sales representatives, analyzing historical data, and incorporating market trends and insights.
- Develop sales forecasts and projections to support budgeting, resource allocation, and strategic decision-making.
- Monitor sales performance against forecasts and adjust plans as needed to meet targets.
2. STRATEGY (30%)
Strategic Planning:
- Collaborate with executive team members to define long-term organizational goals and develop strategic plans to achieve them.
- Conduct market research, competitive analysis, and industry trend analysis to identify growth opportunities and potential threats.
- Translate strategic objectives into actionable plans, ensuring alignment across departments and functional areas.
Operational Excellence:
- Evaluate and optimize internal processes to enhance efficiency, productivity, and quality of operations.
- Implement performance metrics and key performance indicators (KPIs) to monitor progress and identify areas for improvement.
- Identify operational bottlenecks and inefficiencies and develop solutions to address them.
Project Management:
- Lead cross-functional teams in the planning and execution of strategic projects and initiatives.
- Define project scopes, objectives, and deliverables, and establish timelines and budgets.
- Monitor project progress, track milestones, and mitigate risks to ensure successful implementation.
Skills and Abilities:
- Bachelor’s degree in business administration, Finance, Management, or related field; MBA or advanced degree preferred.
- Proven experience of 8+ years in operations management, strategic planning, and project management.
- Strong analytical skills with the ability to interpret data, draw insights, and make data-driven decisions.
- Excellent communication and presentation skills, with the ability to effectively convey complex ideas to diverse audiences.
- Demonstrated leadership capabilities, with experience leading cross-functional teams and driving organizational change.
- Proficiency in financial analysis, budgeting, and forecasting.
- Strong organizational skills and attention to detail.
- Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.
