Strategic Sales Operations Director

"At KCS we've introduced a flexible hybrid work policy, where employees spend three days in the office and two days working from home. This approach promotes a balanced work environment that combines office collaboration with the comfort and convenience of remote work.")._ Kerridge Commercial Systems (KCS) is the market leader in developing and delivering fully integrated business management solutions for distributors, suppliers, resellers, wholesalers and merchants. Our mission is simple: to design, implement and support high performance systems that enable our customers to source effectively, stock efficiently, sell profitably and service competitively. The purpose of the role is to: - Increase productivity of the sales team - Manage and optimise the cost of sales - Onboard commercial teams from acquired business with regards to KCS Sales Best Practice **Key Responsibilities**: Sales Best Practice and Productivity - Implement best practice in Pipeline management, Sales Cadence, Sales performance management and Sales KPIs - Coach Sales Managers in day-to-day execution of best practice to deliver a high quality pipeline and high productivity of the sales team Quota definition - Support Sales Managers and CRO in defining ambitious and achievable quotas and territories that will deliver and exceed the budget targets - challenging sales teams to deliver higher order take - Integrate the go-to-market strategy of the newly acquired businesses into the overall commercial strategy of the countries and segments. Sales Compensation and commissions - Implement best practice in commissions to optimise the OTE/booking ratio of the sales team and cost of sales - Support HR in defining the profile of the overall sales organisation in terms of seniority level and the career grading path to develop the sales team and optimise the cost of sales Cost of sales management and budget - Model the overall cost of sales and marketing to optimise investments in teams and lead generation budget - Track the OTE/Booking and Booking/Cost of Sales ratios Acquisitions - Onboard the new sales and marketing teams on our process, tools and culture CRM and revtech/martech - Direct the implementation of best practice in the CRM (hubspot) - Identify and implement tools that support the productivity of the sales teams Manage 1 or 2 person **Key Requirements**: - 8-10 years of experience as a sales ops manager in a software company, ideally both with enterprise and SME, and with both short and long sales cycles - Strong analytical skills - Excellent people skills - Ideally previous management experience **Company Info** Kerridge Commercial Systems (KCS) is the market leader in developing and delivering fully integrated business management solutions for distributors, suppliers, resellers, wholesalers and merchants. Our mission is simple: to design, implement and support high performance systems that enable our customers to source effectively, stock efficiently, sell profitably and service competitively. **Equal Opportunities** KCS is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires us to adjust the recruiting process please do advise us when contacted. - To all recruitment agencies: KCS does not accept agency resumes. Please do not forward resumes to our careers site or direct to KCS employee. KCS is not responsible for any fees related to unsolicited resumes._