What are the responsibilities and job description for the Sales Operations Manager position at American Pest?
Job Description : Overview
The Sales Operation Manager at American Pest is a mid-level management position that is intended to support the Commercial and Residential Sales teams. The Sales Operations Manager (SOM) will report directly to the Vice President of Sales in developing best practices to achieve the sales team's goals and revenue targets. The SOM is designed to support the sales management efforts of both the residential and commercial sales team's strategies as developed by the VP of sales with timely analysis and reporting of sales activity and sales performance data.
Essential Functions & Responsibilities
Tactical & Strategic Analysis
Work with VP of Sales to analyze sales trends to achieve sustained portfolio and SMART sales revenue
Work with VP of Sales to follow up with sales management on tactical practices to support high level organization strategies with a focus on proposal frequency, prospecting improvement, and overall organic growth results
Management & Employee Development
Regularly review sales goals with sales management, work with each sales manager to build custom reports and frequency of distribution of reports to assist in the attainment of yearly sales goals
Monitor sales performance by residential and commercial sales team to sales goals
Provide support for the sales teams in the following areas to augment sales management
Pricing questions and maintenance of pricing integrity
Escalate service and technical questions or concerns and track resolution
Work with Commercial sales team with collaboration with marketing to generate leads that generate new sales opportunities in marketing campaigns
Work with Commercial sales team on target lists to ensure they are being managed proactively to help improve prospecting across the team
Drive expansion of SMART sales and presence across American Pest's service area
Monitor sales opportunity pipeline and provide insight to VP of Sales and sales managers
Support implementation and adherence of sales and technical training
At times support sales management by helping to identify key target commercial accounts for each region
Monitor sales activity and support efficiencies in process
Support the delivery of proposals with Commercial sales to white-glove level accounts
Provide prospecting support and monitor adherence
Performs other duties as required.
Qualifications
Prior sales experience (proven track record in Commercial / B2B sales preferred)
High school diploma or equivalent required (college degree preferred)
Experience with a CRM or Customer Database (Salesforce preferred)
Current and valid driver's license with a good driving record
An inner drive for success; a highly motivated self-starter
Excellent oral and written communication and negotiation skills
The ability to learn practical and technical knowledge of duties, functions, terminology, work procedures, regulations, and company policies
The ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals
The ability to speak effectively before groups of customers or employees of the organization
The ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume
The ability to apply concepts of basic algebra and geometry
The ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists
The ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form
Legal eligibility to work in the U.S.
Job Competencies
Leadership - Effectively communicate by considering the "who, what and how" when crafting your message, making sure your message is understood, and both managing and preventing conflicts with consideration and purpose. Give specific and appropriate praise for individual and team efforts. Be available to your team and partners within the company - if they are working, so are you. Engage others by considering individual strengths, weaknesses, and interests. Keep your team apprised of important changes and plans on the horizon, and encourage feedback regarding assignments, project agendas, and workplace policies.
Inspiring Personality - Exhibit an approachable, social, nurturing, and empathetic demeanor. Aspire to always be better and lead others to a higher level of achievement.
Problem Solving & Creativity - Take initiative to research, identify, and resolve problems in a timely manner. Gather and analyze information skillfully to anticipate problems, think of creative solutions in advance, and to fully understand problems before taking action. Explore and suggest new approaches and methods and ways to improve efficiency without sacrificing quality.
Communication & Teamwork - Convey information in a clear, accurate, and appropriate manner in a variety of situations both verbally and in writing. Accept and offer feedback constructively. Contribute to building a positive team environment with strong morale among team members in the field and at the office. Collaborate with fellow employees. Follow manager instructions, asking questions for clarification to ensure accuracy. Adapts to differences in personalities, work styles, and cultures within and outside the department, treating others with respect, dignity, and fostering the value of diversity and inclusion.
Critical Thinking & Judgement - Recognize priorities and act on them in a timely manner considering critical factors. Demonstrate sound decision making, good judgment, and strong analysis with both fellow employees and customers alike. Look for creative solutions when needed, focus on relevant information, ask the right questions, and separate reliable facts from false assumptions - remain objective. Make decisions based on sound, fact-based judgements while adhering to professional ethics and best practices.
Detail & Organization - Artfully organize and track details across several weeks or months. Guarantee accuracy of all work and reports with an eye for finding errors and areas of concern.
Customer Service Focus - Skillfully manage difficult or emotional customer situations. Meet commitments and be true to your word. Respond promptly to customer needs / questions and solicit feedback to improve service.
Technologically Driven - Use American Pest's technological resources to develop new and innovative ways to enhance business practices and the customer experience overall. Cross-collaborate across departments, learn about other teams, and work with other people, processes, and technologies throughout the company.
Dependability & Passion - Above all, do the right thing. Take responsibility and ownership of your job and responsibilities. Commit to doing your best every day. Consistently adhere to your work schedule and complete assignments keeping in mind both time and quality. Maintain a professional attitude and appearance. Seek out new responsibilities and tasks as well as ways to expand your skillset. Maintain a strong and steady performance in all circumstances, from start to finish, without being derailed by obstacles, pressures, or demands. Be punctual and reliable. Demonstrate the purpose, values, and vision of the company.
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