BASIC FUNCTIONS

The Senior Sales Operations Analyst role serves as a key contributor in sales operations, sales compensation design, sales compensation administration, data analysis, and project management areas. This role contributes to executing critical business initiatives with high visibility for the sales organization. This role works collaboratively as well as independently and performs a wide range of complex project and operational duties.

Essential Duties and responsibilities

Sales Operations Responsibilities

• Partner with Sales and Sales Operations peers to identify opportunities for sales process improvement. Execute agreed-upon changes.

• Work closely with Sales and Sales Operations to understand the associated sales organization’s sales and technology strategy.

• Work closely with Sales Leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success.

• With guidance from Leadership, execute changes to the size of the sales force and show a cost-effective organization design.

• Assist on reporting, training, and incentive programs.

• Assist as needed on initiatives related to training with a focus on developing and reinforcing critical sales competencies.

• Perform data analysis and interpretation. Propose recommendations and generate progress reports.

• Assist in providing presentation support.

• Recommends process improvements by utilizing in-depth knowledge of the tools and ELM sales processes

• Develop action plans based on strategic projects and key deliverables

• Maintains data integrity in the CRM and monitors for compliance to ELM standards and processes; performs data clean-up activities and ongoing data relevance checkups.

Sales Compensation Responsibilities

• Lead and contribute to planning all financial aspects of yearly sales compensation plan changes in close collaboration with Sales & Finance leaders across assigned business unit ensuring alignment with business goals/ strategy

• Model compensation plans by capturing current and projected revenue, allocating quotas, modeling commission rates and summarizing payout results by product, by position and by business unit

• Develop/ update compensation plan summary documents and produce plan documentation

• Administer sales compensation plans for assigned business unit in partnership with key stakeholders to ensure accurate and timely performance calculations and sales compensation payouts

• Contribute to monthly and quarterly analysis to measure compensation plan performance including variance to budget, correlation between result and payouts by individual contributor and by manager

• Actively contribute to the ideas for ongoing enhancement of existing sales compensation processes, systems, reporting and best practices and help implement such agreed-upon ideas in the assigned business unit(s)

• May advise and provide guidance on sales incentive compensation policies, practices, programs, compensation philosophy, and compliance requirements

• Participate in governance activities and processes as needed

• Responsible for monthly commission forecasting

• Responsible for ad-hoc analysis as requested by connected partners

Project Management Responsibilities

• Ensure implementation and success of sales organization-impacting initiatives.

• Plan and execute projects, identify and designate resources, manage the project team, track project progress, mitigate project obstacles and risks, and communicate with stakeholders.

• Evaluate business needs, conduct analyses, and develop innovative approaches to improve operational effectiveness and efficiency

• Leverage available tools and technology to support the efficacy of the sales organization

• Communicate project updates to key stakeholders throughout the process

Sales Technology and Analytics Responsibilities

• Coordinate with Sales Operations, Sales Leadership, and other stakeholders to design and report on efficient and accurate sales analytics initiatives. Develop new sales analytics tools where required.

• Build processes, systems, workflows to proactively deliver actionable sales insights throughout the sales process, including conversion and forecasting elements, with a focus on scaling the team and the business

• Document processes, systems, and workflows.

• Manages the sales process and change management process within the CRM system

• Understand existing tools (e.g. Salesforce.com, Quip, High Velocity Sales, Tableau CRM)

Other Duties

Performs other duties as requested by Supervisor.

Job Qualifications

Education

Minimum: Bachelor’s degree, or equivalent years of experience, in Sales Operations, Revenue Operations, or Finance.

Experience

• 7+ years of experience in financial analysis, sales compensation or sales analysis, demonstrating sound knowledge of data analytics and reporting

• Proficiency in Microsoft Excel, Access, Word; must be able to perform complex functions within Excel in order to manipulate and calculate data for analysis, as well as leveraging conference and web-based “live meetings” is required.

• Experience working in Salesforce.com preferred

• Critical thinking skills, solid judgment, and creative problem-solving abilities are required

• Excellent process management skills — skilled at figuring out the processes necessary to get things done, knows how to organize people and activities, knows how to separate, and combine tasks into efficient workflow

• Proven track record of success operating within a top-performing function, especially in environments leveraging geographically dispersed teams

• Discretion and the strong professional judgment of what can be communicated to whom is essential

• Ability to work “before and after hours” if necessary, for last minute changes to appointments or travel issues and/or time sensitive project work

• Flexible to handle changing priorities

• Excellent presentation and communication skills (verbal, written and interpersonal) with team member and stakeholders —effective in a variety of informal and formal settings.

Tools:

• Microsoft Office Suite (Word, Excel, PowerPoint, Outlook, Visio, Teams)

• Tools and process enabling remote connection to internal systems

• Salesforce.com

Other Knowledge, Skills, Abilities or Certifications:

Preferred:

• Strong computer skills.

• Experience in a selling or sales operations role utilizing multiple technologies

• Comfortable analyzing raw data to create actionable recommendations

• Exceptional analytical and quantitative problem-solving skills

• Ability to work collaboratively in a team environment

• Experience with databases/data warehouses such as Salesforce, SAP, SQL, SAS, Oracle is a plus

• Experience with business intelligence tools such as SAP Business Objects, SAS, Tableau is a plus

Travel Requirements

• Up to 10% Travel

Physical Demands

• Normal office and travel requirements.

Compensation:

Target salary range CA, CT, CO, HI, NY, WA: $93,400-$130,600

EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.