1.Position Summary
The Sales Operations Specialist plays a highly analytical and strategic role in supporting our B2B sales organization. This position goes beyond administrative tasksit focuses on monitoring sales KPIs, analyzing market trends and team performance, identifying commercial risks, and partnering with sales leadership to facilitate process improvements.
The Specialist acts as a trusted advisor, providing management with data-driven recommendations on sales indicators, productivity enhancements, and business planning to enable stronger revenue outcomes and healthier pipelines.
2. Key Responsibilities
2.1 Sales Performance Monitoring & Improvement
- Continuously monitor sales KPIs across accounts, products, segments, and territories.
- Analyze sales productivity, conversion ratios, pipeline health, and win/loss patterns to identify root causes of performance trends.
- Provide targeted recommendations on sales indicators, team focus areas, and management interventions.
- Collaborate with sales teams to develop and track corrective action plans until issues are successfully resolved.
- Support weekly sales meetings, forecast reviews, and monthly business reviews with actionable, analytical insights.
2.2 Pipeline & Forecast Discipline
- Champion CRM pipeline accuracy and promote opportunity management standards across the sales team.
- Monitor stalled deals, overdue tasks, and probability inconsistencies; proactively escalate risks to leadership where required.
- Review forecast submissions for completeness and logic to support highly reliable revenue forecasting.
2.3 Sales Enablement & Execution Excellence
- Support sales process discipline, including qualification criteria, proposal standards, and deal reviews.
- Coordinate product books, sales tools, and enablement materials to equip the sales team for better execution quality.
- Ensure clarity of KPIs, targets, and sales expectations across the team.
- Partner cross-functionally with Marketing, Product, Finance, HR, and Delivery teams to ensure alignment on campaigns, pricing, resourcing, and customer deliverables.
- Track and follow up on cross-team dependencies that affect deal momentum and customer commitments.
2.4 Reporting & Operational Excellence
- Maintain dashboards, reporting packs, and performance trackers with a high degree of accuracy.
- Produce weekly and monthly sales reports complete with insights, variance analysis, and recommendations for improvement.
- Maintain updated SOPs, workflow documents, and sales governance guidelines.
- Organize digital documentation to ensure alignment with internal audit and compliance requirements.
2.5 Market & Business Intelligence
- Track customer behavior and competitive movements to inform performance assessments.
- Assess the effectiveness of current sales strategies and propose data-backed adjustments to targets, sales motions, or resource allocation.
- Provide management with structured reports and strategic commentary on market conditions and potential commercial risks.
3. Qualifications & Skills
- Diploma or Degree in Business, Marketing, Analytics, Operations, or a related field.
- 24 years of experience in B2B Sales Operations, Revenue Operations (RevOps), Commercial Analysis, or a similar role.
- Strong analytical abilities, with high proficiency in Excel and comfort using CRM and BI tools.
- Proven ability to interpret complex data and translate findings into clear, actionable recommendations for sales managers.
- Clear, persuasive communication skills, with the ability to influence sales teams and collaborate with cross-functional stakeholders.
- Highly organized and detail-oriented, with the ability to thrive in a fast-paced B2B environment.
4. Preferred / Additional
- Experience operating in tech, SaaS, industrial automation, engineering, or project-driven B2B environments.
- Exposure to Power BI, Tableau, or SQL for advanced data analysis.
- A solid understanding of enterprise sales cycles, account management, or solution selling methodologies.
- Fluency in Mandarin or other regional languages to support broader stakeholder collaboration.
