Director, Sales Operations

2 weeks ago

London, Greater London, United Kingdom Inmarsat Full time
Company Description


Inmarsat has been at the forefront of global mobile satellite communications for over forty years, and is the market leading provider of voice and high-speed data communications for users on land, at sea and in the air through its constellation of 15 geostationary satellites.

Inmarsat is a privately owned company with a profitable track record and significant growth aspirations.

This is represented by more than 55 nationalities in the workforce, reflecting the global and dynamic nature of the business.

With an investment of over $3 billion in its latest network infrastructure, Inmarsat is at the forefront of global mobile communications innovation.


Commercial and Product Management


Inmarsat's Commercial and Product Management (CPM) group is accountable for ensuring the voice of the customer is heard and used in all aspects of defining our offer.

Coupling customer insight with market intelligence, this informs our product strategy, our commercial offer and our channel strategy.

In addition, it helps us support the business to win, grow and retain customers as well as allowing us to be clearer on how we will partner with other players who can create value, and why partnering and working with Inmarsat is valuable to them.

CPM also focuses on how to develop, deliver, and maintain the right products and services to be competitive, ensuring our costs to serve are optimised and reducing complexity.


Job Description:

Primary role purpose:


The Director, Sales Operations will lead a team of Sales Operations and Sales Enablement professionals to create a sales centre of excellence for Inmarsat.

The role is accountable to optimise sales processes and supporting systems across all of Inmarsat's business units.

The role will encompass the successful implementation and usage of Salesforce SFI across direct and indirect Go to market channels for Inmarsat to maximise sales opportunities and support delivery of the Group's growth objectives.

The role will partner with the VP, Offer Management and senior sales leaders to support the delivery of sales strategies and commercial deal constructs to drive increased margin and total contract value.


In this role, the Director will also partner with cross-functional teams throughout Inmarsat to design and implement all operational processes that impact the productivity of the sales team and efficiency of the Lead to Order cash cycle.

Moreover, the Director will proactively drive analysis and change management to improve productivity and efficiencies in the global sales organisation.


Key Responsibilities

  • Drive Sales Excellence across the group to embed the routine delivery of a standard sales process account planning, opportunity development, campaign management, pipeline reviews etc into our way of working
  • Implement Salesforce Industries, drive adoption and deliver additional revenue through the effective use of Salesforce across Inmarsat.
  • Partner closely with VP Offer Management and senior sales leaders to achieve Inmarsat's growth objectives in a scalable and efficient manner
  • Further enhance Sales Enablement capability that will equip our team and partners with the knowledge, confidence, and tools to sell, deliver and increase the usage of Inmarsat services.
  • Standardise the Lead to Order (L2O) valuechain and its subprocesses across the company to simplify the operating environment, accelerate the sales cycle and maintain governance across all opportunities
  • Coaching and development of the team, including management against annual development objectives and the provision of regular developmental feedback

Dimensions

  • Team size 5 DRs

Qualifications:

Essential Knowledge and Skills:

  • Strong consulting/ partnering skills. Proven ability to partner with senior business leaders to understand needs and deliver solutions that meet expectations
  • Proven ability of embedding Sales Excellence into B2B businesses
  • Managed large scale cultural change impacting internal and external customers and partners
  • Extensive knowledge of CRM such as Salesforce both implementation and adoption and sales processes in a B2B and Retail and Wholesale business models
  • Extensive experience within a technical sales environment
  • Exceptional communicator with the ability to devise and implement engagement programmes and to articulate complex ideas to all levels of the organisation, and effectively manage all key stakeholders, within and outside
  • A passion for leadership and people development

Desirable Knowledge and Skills:

  • MBA qualified or
    equivalent practical experience
    :
  • Salesforce Industries (Velocity)
Additional Information

You must be eligible to work in this location advertised.

Our culture and ways of working
Our values define Inmarsat's culture and represent what we believe in. Inmarsat employees aspire to behaviours that support our values, which create a stronger working environment and li

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