Hottinger Brüel & Kjær
Head of Sales Operations
This job will provide you with an opportunity to further your career alongside some of the best and most passionate technology experts from around the world in a leading company within the test, measurement and data analytics industry. You will be a strong contributor collaborating closely with colleagues from various business functions.
At HBK, we live up to our three values: Be True, Own It and Aim High. We believe in absolute integrity – it’s how we win for stakeholders, the environment and each other. We believe in teamwork and keeping our promises – to ourselves and others. Finally, we believe in being bold and positive. This is how we perform at our best and achieve greater success.
We are looking for an experienced Sales Operations leader capable of creating and leading the global sales operations function here at HBK.
The Head of Global Sales Operations is a key leadership position within the Physical Test (PT) sales leadership team. It is a pivotal role in optimizing and streamlining our sales processes to drive sales efficiency, effectiveness and productivity.
This role is best suited to a strategic thinker with a strong analytical mindset, excellent communication skills, and a proven track record of implementing successful sales strategies. Specifically, the Head of Global Sales Operations is responsible for the sales strategies, processes and tools that support the Physical Test (PT) Sales team of HBK.
The Head of Global Sales Operations assists the 5 Regional Sales Directors in EMEA, Americas, and Asia along with the 25+ local sales managers in tuning the performance of their respective sales teams of over 300 direct sellers. You will be familiar with managing sales Key Performance Indicators (KPIs) such as market penetration, weighted pipeline value, win/loss rates, conversion rate by funnel stage, etc.
This position sits on the global PT Sales Leadership team which helps direct and lead the PT sales organization. You will play an integral part of our annual sales planning process by reviewing regional sales strategies and helping to refine these strategies to adapt to evolving market opportunities and conditions.
Primary Responsibilities:
As our Sales Operations lead, your duties will range from providing guidance about market trends, to developing resources and tracking long term sales data with the goal of standardizing much of our go-to-market approach and maximizing regional sales performance. At a glance:
Strategic Planning: Work with Regional leaders to tailor, develop and execute comprehensive sales strategies aligned with PT BU overall business objectives.
Sales Process Optimization: Assess and enhance sales processes to improve efficiency, productivity, and overall effectiveness.
Data Analysis and Reporting: Utilize data-driven insights to analyze sales performance, identify trends, and provide actionable recommendations.
Sales Forecasting: Collaborate with sales leadership to develop processes for accurate sales forecasting which supports strategic decision-making, helps to analyze performance, and provide insights for continuous improvement.
Technology Integration: Implement and optimize sales technologies to streamline operations, including CRM systems, sales automation tools, and analytics platforms.
Cross-functional Collaboration: Work closely with other departments, including Marketing, Finance, Strategy, Operations, and Product Management, to ensure alignment and collaboration on key initiatives.
Training and Development: In collaboration with the Sales Training function, develop training programs for the sales team to enhance skills and ensure consistency in sales processes.
Sales Enablement: Provide the sales team with the tools, resources, and support needed to achieve and exceed targets.
Performance Metrics: Establish and monitor key performance indicators (KPIs) to measure the success of sales operations initiatives.
Qualifications and Expectations:
To excel in the role of Head of Global Sales Operations, we are seeking candidates with the following profile:
A university degree in Engineering, Business Administration, Marketing, or a related field, or an equivalent combination of education and business experience
A minimum of 5 years of experience in sales operations, sales management or a successful track record in senior-level sales
Strong analytical and problem-solving skills
Exceptional interpersonal communication and presentation skills
Demonstrated ability to lead and collaborate with cross-functional teams in an international context.
Fluency in English (proficiency in one additional European language is appreciated).
A knack for developing and maintaining internal and external networks with a problem-solving mindset.
In-depth knowledge of sales processes and best practices
Strong proficiency with CRM systems and sales automation tools
Strategic mindset with the ability to translate business goals into actionable plans.
A strong understanding of the Automotive, Aerospace & Defense, or Public Authorities market segments would be a valuable asset.
The ability to anticipate, identify priorities, and manage activities accordingly.
A persistent attitude, unwavering commitment to goal achievement in all circumstances
We offer
Freedom with responsibility is the framework for HBK’s employees. This allows for a good balance between work and family life and for constant development of professional and personal skills in an international and enjoyable working environment.
At HBK, we live up to our three values: Be True, Own It and Aim High. We believe in absolute integrity – it’s how we win for stakeholders, the environment and each other. We believe in teamwork and keeping our promises – to ourselves and others. Finally, we believe in being bold and positive. This is how we perform at our best and achieve greater success.
One company – HBK
On 1 January 2019, Brüel & Kjær and HBM merged their activities into a new company called HBK (Hottinger Brüel & Kjær). With more than 3,500 employees worldwide and production facilities in Denmark, Germany, the UK, the USA, China and Portugal and presence in 80 countries, HBK is a leading player in the test and measurement area.
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