Sales Operations Manager, FreeWheel

Job Summary
The FreeWheel Sales Operations Manager is responsible for defining, implementing, tracking and refining sales processes and performance, leveraging technologies that support the Sales teams while serving as a business partner in identifying and providing insights-based support to help drive continuous revenue and operational improvement. You will create scalable processes that ensure best practices in lead generation and database management and conduct revenue and pricing analyses that will be used to inform strategic decisions. You will be a high value-add business partner to the sales organization and Senior Leadership Team, enabling revenue growth, assisting in improving the reliability of sales forecasts and sales effectiveness, stewarding revenue reporting and analytics, while also increasing sales productivity by championing effective pipeline methodologies and efficient processes.
Job Description

Core Responsibilities

Own the sales process, sales tools, and operating cadence end-to-end:
  • Define pitch-to-pay sales process and best practices and underlying systems to facilitate and drive enforcement, including Salesforce, lead generation tools, etc.
  • Serve as primary business partner for the user environment including training, reports and dashboards, workflows, and other tasks for Salesforce, and other relevant software tools.
  • Identify, qualify, and steward the implementation of new Sales Tools (e.g. lead generation, sales intelligence tools, etc.)
  • Assist Sales Leaders with Pipeline and Opportunity performance management; align teams on definitions of opportunity statuses.
  • Support the sales team with process improvement, measurement, tracking and analytics relevant to their functional areas.
  • Identify and action against key trends and opportunities at every stage of the sales funnel.
  • Support implementation, reconciliation and stewardship of compensation and incentive plans.
  • Partner with Business Operations to create and maintain Sales policies, procedures, and training manuals.


Own all revenue-related reporting, analysis, performance measurement, and insights development for the business:
  • Work with the Analytics team to design and develop a portfolio of ad hoc and standardized reports and sales performance dashboards for various levels of audiences - from salespeople through the Executive Leadership Team at FreeWheel and Comcast.
  • Be the expert and go-to person for all data and reporting relating to revenue performance and ensure use of consistent Sales KPI definitions globally.
  • Analyze and develop deep understanding of performance levers and market dynamics - including pipeline growth, win/loss rates, lead to order cycle time, churn rate, booked-in-quarter rate, etc. - to enable continuous improvement of sales processes, policies and forecast accuracy.
  • Utilize data and insights to Support FW Media Account teams with Account Planning / QBRs and Inform sales strategies & goal setting to support Sales Management.


Experience Required:
  • Experience in in sales operations as a subject matter expert with proficiency developing reports, optimizing processes, and managing dashboards. Prior sales and/or sales operation roles preferred.
  • Experience in the media industry required.
  • Experience in linear and/or digital Ad Sales Operations highly desired.
  • Deep knowledge of and experience with managing a sales operations system; deep experience with Salesforce.com highly preferred.
  • Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure local execution and business impact.
  • Well-developed capabilities in analytics and reporting, problem-solving and crafting efficient processes.
  • Bachelor's degree required; technical or business-related field preferred.
  • Excellent communication skills, collaborative spirit, deep intellectual curiosity, an orientation towards problem solving and continuous improvement, an entrepreneurial spirit, and a burning desire to win and have fun at the same time.


Employees at all levels are expected to:

  • Understand our Operating Principles; make them the guidelines for how you do your job.
  • Own the customer experience - think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services.
  • Know your stuff - be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences.
  • Win as a team - make big things happen by working together and being open to new ideas.
  • Be an active part of the Net Promoter System - a way of working that brings more employee and customer feedback into the company - by joining huddles, making call backs and helping us elevate opportunities to do better for our customers.
  • Drive results and growth.
  • Respect and promote inclusion & diversity.
  • Do what's right for each other, our customers, investors and our communities.


Disclaimer:

  • This information has been designed to indicate the general nature and level of work performed by employees in this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications.


FreeWheel, A Comcast Company, empowers all segments of The New TV Ecosystem. We are structured to provide the full breadth of solutions the advertising industry needs to achieve their goals. We provide the technology, data enablement and convergent marketplaces required to ensure buyers and sellers can transact across all screens, across all data types, and all sales channels, in order to ensure the ultimate goal - results for marketers.With offices in New York, San Francisco, Chicago, London, Paris, Beijing, and across the globe, FreeWheel, A Comcast Company, stands to advocate for the entire industry through the FreeWheel Council for Premium Video. For more information, please visit freewheel.com .

Comcast is an EOE/Veterans/Disabled/LGBT employer.


Education

Bachelor's Degree

Relevant Work Experience

7-10 Years



Base pay is one part of the Total Rewards that Comcast provides to compensate and recognize employees for their work. Most sales positions are eligible for a Commission under the terms of an applicable plan, while most non-sales positions are eligible for a Bonus. Additionally, Comcast provides best-in-class Benefits. We believe that benefits should connect you to the support you need when it matters most, and should help you care for those who matter most. That's why we provide an array of options, expert guidance and always-on tools, that are personalized to meet the needs of your reality - to help support you physically, financially and emotionally through the big milestones and in your everyday life. Please visit the compensation and benefits summary on our careers site for more details.