Sales Operations Specialist

Family Description

Sales Strategy, Operations & Support (SS) contains the support of the sales organisation through main building blocks:

1. Creation and driving of business sales strategy as well as identification and understanding of the drivers of short and long term business performance. Provision of appropriate sales support to facilitate sales excellence.
2. Supports development of sales opportunities and offers and ensures timely delivery of high quality offers. Contains analysis, setting, and monitoring of prices and conditions in alignment with the overall business strategy.
3. Comprises positioning and selling of Nokia's solutions to customers in coordination with sales and presales teams with an inclusive customer engagement plan.

Subfamily Description

Sales Strategy & Operations (SSO) comprises the creation and driving of overall sales strategy, management of strategic planning and strategic initiatives, and driving of business updates. Contains identification and understanding of the drivers of short and long term sales performance through advanced analytics. Covers preparation of analysis for management business reviews and leadership discussions as well as the leading of business strategic initiatives including the colour books management, Operating Expenditures (OPEX) control, and other key business programmes. Directs and monitors the backbone of the sales function and ensures an efficient and smooth infrastructure. Ensures sales team's focus on generating revenue and closing deals by providing operation support and implementing programmes to support sales excellence. Comprises provision of appropriate sales operations support to the frontline staff by owning, documenting, and clearly communicating the sales process in the market or sales unit.

Qualifications

• Strong business & financial understanding and knowledge of Nokia's sales process.
• Ability to work with cross-functional teams.
• Excellent communication, interpersonal, leadership & facilitation skills.
• Experience working with SAP and Nokia tools (ZINA) and willing to learn new skills, tasks and tools.
• Ability to multi-task in a fast-paced environment, including prioritizing critical tasks and following-up on less critical tasks later.
• Advanced knowledge in MS Excel and Power BI.
• Ability to identify all aspects of a problem, understand why a problem exists, and find viable solutions.
• Strong analytical skills.
• Be flexible and welcoming towards change.
• Previous collaboration with main CSPs in Brazil is desirable.

Nice to have:

• Familiarity with MS Office 365 tools.
• Experience in process automation.
• Knowledge in Project, Process, and Conflict Management.
• MBA or equivalent (completed or ongoing).

Responsibilities

• Identify and understand the drivers of short and long term business performance and provision of appropriate sales support to facilitate sales excellence.
• Support the sales lifecycle and ensure timely delivery of high quality offers, analysis, setting, and monitoring of prices and conditions in alignment with the overall business strategy.
• Position and sell Nokia's solutions to customers in coordination with sales and presales teams with an inclusive customer engagement plan.
• Direct and monitor the backbone of the sales function and ensure an efficient and smooth infrastructure.
• Ensure the sales team's focus on generating revenue and closing deals by providing operation support to maintain current business running and implementing programmes to support sales excellence.
• Provide appropriate sales operations support to the frontline staff by owning, documenting, and clearly communicating the sales process in the market or sales unit.
• Create and manage sales relationships for strategically important accounts.
• Provide monthly sales performance reporting and review the main financial KPIs (orders, sales and cash flow), managing and tracking those KPIs.
• Responsible for processes and tools to drive sales excellence towards customers.
• Provide Sales Operations support to the Market Unit Leaders for processes and tools, by owning, documenting, and communicating orders and sales processes.
• Collaborate with other sales operations team members to identify and implement best practices.
• Lead/contribute to a specific area in the operation of the sales process to ensure professional and effective support for the sales unit.
• Collaborate with key partners to deliver performance and quality.
• Work effectively in a mixed environment and use best practices and knowledge of internal or external business issues to improve products or services.
• Utilize in-depth business knowledge and understanding of how relevant areas integrate to achieve objectives.
• Use advanced analytical skills to solve complex problems or problems that do not have routine solutions and take a new perspective.
• Share initial ideas for professional direction of own organizational unit.
• May lead projects with manageable risks and resource requirements or small teams, handling day-to-day staff management issues, including resource management and allocation of work.
• Understanding of Brazilian tax legislation (ICMS, ISS, PIS/COFINS, etc.) and knowledge of SAP processes.