Sr. Sales Operations Manager

Who you are:
You are a diligent servant leader who will stop at nothing to keep your team moving forward. You are organized and communicate clearly, as often as it takes to get results in collaboration with your colleagues. Learning new tools is fun, and you can bend a CRM to your purpose as easily as you harness email lists, documents, and spreadsheets. 

Your drive is the gold standard on the teams you inhabit. You can activate an event and bring the energy level up for internal and external participants alike. You are a fast learner who accepts and gives coaching, who holds a mindset for growth and constructive change. You get results, from your teams and from yourself.

Who we are:
We are entrepreneurs.  We build businesses.  We’re a fast paced, design-led, software development and hardware engineering consulting organization, offering end-to-end services to help companies innovate. We bring together amazing UX designers, sophisticated developers, digital strategists, and top-notch engineers to help companies create fresh experiences that connect humans, systems, and machines. We’ve been growing fast and are seeking a senior coordinator to support our sales team and market leaders, find new accounts, secure deals, hold events, and bring our best foot forward for our client prospects. 

At Fresh Consulting, we strive to hire a workforce representative of the communities we serve, understanding that a diverse workforce strengthens our organization. We value diversity and support a positive and welcoming environment where all of our employees can thrive.

What we need:
Fresh seeks an experienced Sr. Sales Operations Manager to accelerate sales growth through support of the sales team and market leadership (Managing Directors). This new role at Fresh will work directly with the Chief Revenue Officer to ensure that sales and account teams are equipped and buttoned up for client outreach and engagement. 

This person will oversee the tactical operations of Fresh’s inside sales lifecycle, from cold outreach to post-project follow-up, and everything in between.

Core Responsibilities:

• Sales Process Optimization
  • Analyze and optimize existing sales processes to improve efficiency and effectiveness
  • Execute and offer improvements to the existing sales processes driving pipeline growth and sales velocity
  • Track, measure and report key sales metrics to identify areas for improvement
• Sales Enablement
  • Create and maintain a comprehensive sales enablement toolkit, including sales presentations, case studies and solution demonstrations
  • Provide ongoing training and coaching to the sales team on sales techniques, solution knowledge, and industry trends
  • Work in close partnership with the Chief Revenue Officer in defining and executing sales enablement training for sales team member and the extended Sales Engine at Fresh
• CRM (Salesforce) Management
  • Oversee the implementation, as a product owner, of our instance of Salesforce
  • Ensure data accuracy and integrity within CRM, including opportunity management, contact management, forecasting and reporting
  • Develop customize reports and dashboards to track sales performance, identify trends and inform new training or process improvements with data
• Pipeline Management
  • Collaborate with the Sales Engine at Fresh to help identify and prioritize high-value opportunities
  • Monitor pipeline health and forecast future revenue
  • Implement strategies to accelerate deal closure and improve win rates
• Team Support
  • Provide light administrative support for the sales team, including scheduling internal meetings, coordinating amongst and within the Sales Engine, ensuring compliance where possible
  • Manage weekly sales reporting in support of Sales Operations (weekly sales calls, for example) 
  • Consult and stay informed for all social content, thought leadership, and physical collateral (SWAG, signage, etc.) in collaboration with Fresh Marketing and Business Development Leadership
  • Support Fresh Marketing in lead & prospect management, including inbound lead qualification, outbound lead prospecting, account planning support, lead/account research, lead/account strategy, and initial inbound lead response

Desired Skills

• Bachelor’s degree
• Exceptional communication skills, both written and verbal
• Excellent active listening skills
• Experience with Salesforce.com
• Experience with email list management
• Fluent in spreadsheet, presentation, and document formats
• Ability to clearly articulate messages to a variety of audiences
• Ability to establish and maintain strong relationships
• Ability to influence others and move toward a common vision or goal
• Flexible and adaptable; able to work in ambiguous situations
• Resilient and tenacious with a propensity to persevere, not easily blocked or deterred
• Strong organization and system creation habits
• Problem solving and root cause identification skills
• Able to work effectively at all levels in an organization
• Must be a team player and able to work collaboratively with and through others with servant leadership attitude

Core Leadership Skills:
At Fresh, we are all Leaders.  There are foundational responsibilities common to all who lead on the Sales Team.  These Core Leadership Skills are as important as person's specific role within the organization:

Entrepreneurial & Initiative Driven:

• Recognize and seize opportunities
• Perform beyond what job requires
• Make decisions and set priorities based on considerations of potential financial impact 
• Take calculated entrepreneurial risks
• Anticipate and prepare for a specific opportunity or problem that is not obvious to others
• Persist; do not give up easily when faced with obstacles or rejection

Conceptual & Critical Thinker:

• See and think "around the corner" to anticipate situations, stay ahead of trends and develop novel, elegant client solutions
• Use "rules of thumb," common sense, and past experiences to identify problems 
• Break down a complex task into manageable parts in a systematic way
• Anticipate obstacles and thinks ahead about next steps

Build Relationships, Attract and Inspire:

• Consciously build connections and trust, creating a common ground or rapport 
• Encourage and inspire others
• Value people and develop high-trust working relationships with both clients and co-workers
• Show authentic passion, drawing people in and sparking new possibilities
• Inspire others to engage and participate, instilling a sense of pride and belonging 
• Put people first by drawing people in, evoking connection and trust, including and supporting others, empowering strong performers, and promptly address problems
• Present a “can-do” and “will-do” attitude within the leadership team and most importantly when working with consultants within our organization

Team Leadership:

• Promote team morale and productivity
• Connect people to each other and encourage collaboration
• Ensure that others understand and adopt the mission, goals, and policies
• Express positive expectations of others, even in "difficult" cases
• Give constructive feedback in behavioral rather than personal terms, and express positive expectations for future performance alongside individualized suggestions for improvement
• Identify development needs and create strategies to meet them; coach others to learn 

Impact and Influence:

• Demonstrate executive presence and present publicly with confidence
• Leverage reason and data as well as stories, concrete examples, and visuals
• Clearly expresses thoughts in writing, public speaking and presentation delivery
• Inspire others, generating enthusiasm and support 
• Build "behind-the-scenes" support for ideas and enroll others

Consulting Operations:
Understand the core operational processes, procedures, and measures for running a consulting business (e.g., sales, recruiting, staffing, etc.)

The base salary hiring range for this position is $90,000 to $130,000. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. 

Equal employment opportunity: All qualified persons will be considered for employment without regard to race, color, religion, sex, national origin, age, marital status, familial status, gender identity, sexual orientation, disability for which a reasonable accommodation can be made or any other status protected by law.  Assistance will be gladly provided upon request for any applicant with sensory or non-sensory disabilities.

*Fresh Consulting is an E-Verify participating company