The Sales Operations Representative is responsible for planning and executing go-to-market plans, content planning, mapping and analysis, sales process optimization, and lead generation. This role plays a crucial part in supporting product support, value measurement, and complex project management related to RFPs and larger Sales Ops projects. Additionally, the Sales Operations Representative will serve as a liaison with professional organizations and chambers, ensuring engagement with their activities and coordinating internal team members’ involvement.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Sales Planning and Execution:
The Sales Operations Representative will actively contribute to the planning and execution of go-to-market strategies and planning. Collaborating with cross-functional teams, they will help target geographic markets and develop effective strategies to enhance business development efforts. Additionally, they will monitor web and other platform engagements, provide analysis to identify potential opportunities, keep up on market trends and provide valuable insights to guide decision-making.
- Collaborate with cross-functional teams to develop and execute comprehensive go-to-market strategies.
- Assist in content planning and creation to support business development efforts, ensuring messaging alignment with target audiences.
- Work with Sales Operation team analysts to conduct thorough market analysis to identify new market opportunities, customer needs, and emerging trends.
- Support the efforts of the Director of Business Development out in the field and as needed join them offsite supporting organizational growth & awareness efforts.
- Provide insights and recommendations based on market analysis to inform decision-making and drive sales growth.
- Support the development of sales collateral, including presentations, sales decks, and product documentation.
- Coordinate with the Marketing team to align messaging, campaigns, and promotional activities with sales objectives.
Sales Process Optimization and Lead Generation:
A key responsibility of the Sales Operations Representative will be to develop and optimize processes related to lead generation and conversion. They will evaluate existing practices and identify areas for improvements to enhance overall business development efforts. Moreover, they will play a vital role in sales enablement, actively generating and qualifying leads to support the Director of Business Development.
Professional Organization and Chamber Liaison:
- Establish and nurture relationships with professional organizations, industry associations, and local chambers of commerce.
- Stay updated on the activities, events, and initiatives of these organizations, identifying opportunities for participation, sponsorship, and collaboration.
- Coordinate internal team members’ participation in professional organization activities, such as speaking engagements, panel discussions, and workshops.
- Act as a company representative at external events, conferences, and industry meetings to promote brand visibility and networking opportunities.
- Collaborate with Marketing team to leverage the company’s involvement in professional organizations for PR and marketing purposes.
- Maintain a database of contacts and engagement history with professional organizations and chambers for effective relationship management.
- Maintain a SharePoint calendar of activities, events and initiatives for awareness and engagement throughout the organizations team members.
Special Project Management and RFP Support:
- Lead and manage complex projects related to RFPs, ensuring adherence to project timelines, deliverables, and quality standards.
- Coordinate cross-functional teams to gather and compile information for RFP responses, including technical specifications, repricing details, and supporting documents.
- Assist in the preparation, editing, and proofreading of proposals, ensuring accuracy, consistency, and compliance with client requirements.
- Collaborate with subject matter experts, the Director of Business Development and/or the Sr Vice President, Business Development & Strategic Marketing to develop compelling and persuasive proposals that effectively address client needs and objectives.
- Maintains a repository of templates, and reusable content to streamline future proposal development processes.
- Works with Sales Ops Analyst to maintain RFP requests, response and outcomes within CRM.
- Conduct post-mortem reporting on completed RFPs and sales projects, identifying areas for improvement and implementing lessons learned.
Miscellaneous Duties:
In addition to the primary duties, the Sales Operations Representative will assist with data management, collaborate with cross-functional teams, and stay updated with industry trends. They will also handle various assigned duties to contribute to the overall success of the Business Development, Account Executive, Sales Operations and Marketing teams.
QUALIFICATION REQUIREMENTS:
Education and/or Experience:
Language Skills: Excellent written and verbal communication skills.
Technical Skills: Proficiency in Microsoft Office suite, particularly Excel and PowerPoint. Experience with CRM platforms.
Soft Skills: Strong analytical and problem-solving skills. Excellent organizational and time management abilities. Ability to work independently and collaboratively in a fast-paced environment.
Other Skills and Abilities: Strong attention to detail. Ability to handle multiple projects simultaneously. Strong relationship-building and interpersonal skills. Knowledge of sales processes and lead generation strategies.
PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to sit and use hands to finger, handle, or feel objects, tools, or controls. The employee is occasionally required to reach with hands and arms.
- The employee must occasionally lift and/or move up to 40 pounds.
- Specific vision abilities required by this job include close vision and the ability to adjust focus.
WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- The noise level in the work environment is usually moderate.
- Position requires occasional local travel.
Our DEI Commitment
Diversity, Equity, and Inclusion (DEI) are critical for The Alliance to realize Our Vision and attract, retain, and excite exceptional people. The Alliance is committed to embedding DEI into our culture such that diverse experience and perspectives are valued and welcomed, driving innovative solutions for our employer members, employees, and their families.
