Head of Sales Operations and Steering, Europe

Head of Sales Operations and Steering, Europe
The Head of Sales Operations and Steering, Europe is a critical role within the Regional Marketing & Sales team. Responsible for driving data-driven insights to enhance our sales strategies, the role leads the function to optimize performance and maximize volume growth for sales operations. You will be the key responsible contact in the Regional Marketing & Sales function for all reporting-related aspects and in this capacity, will oversee the full reporting suite, dashboards, and tools, including sales steering metrics and adoption of Sales tools and systems.

Next to the key reporting activity and the supporting preparation of key sales metrics for top management meetings, you will play a central role in implementing and enhancing our Digital Transformation initiatives.

Differentiator

More than 10 years of experience leading data management, (Sales) reporting, financial planning/ analysis or similar fields with in-depth knowledge of Sales Processes and/or Freight Forwarding

Advanced project management and related scoping and communication skills

Excellent analytical and advanced MS Excel skills

Deep experience working in matrix organizations

Previous experience with SQL, Power

BI, QLIKSense or other database and BI solutions

Broad understanding of analytical processes including but not limited to data management, forecasting, optimization, predictive modeling, and visualization.

Natural curiosity with excellent analytical and critical thinking skills. Excellent problem-solving abilities.

Aptitude for learning new software applications

Ability to handle and prioritize multiple tasks simultaneously

Ability to work and make decisions independently with minimal supervision

Ability to quickly adapt to changing business processes and business partners. Problems faced are often complex supporting Sales leaders and 650+ Sales people with standard reporting (and respective continuous improvement and simplification) and ad hoc analysis in a complex and dynamic reporting, data source and business rules landscape.

Key Tasks

Reporting & Data Management

Organize, implement, maintain, and continuously improve suitable reporting tools for the Regional Sales department with core activities such as:

Maintaining data integrity and consistency

Supporting the top management sales performance review meetings

Creating and maintaining interfaces to stakeholders and managing expectations

Managing regular communication/ reporting

Manage & document Sales reporting business rules and align/ liaise with key stakeholders (Steering Logic, Finance, IT and Products)

Manage ad hoc requests, provide deep-dive analyses on Sales data extracts and develop new reports if needed

Taking responsibility and ownership for core Global Reporting products across and all associated (Sales) processes

Data-to-Action & Tool Adoption

Support data-to-action by identifying trends, patterns, and opportunities to improve sales performance and driving increased adoption of Sales tools, dashboards & systems

Team Leadership

Supervise a virtual team of analysts

Manage creation, control quality and ensure timeliness of all regular reports

Refine and continuously improve standard reports and respective Standard Operating Procedures

Drive efficiency and automation of reports to maximum extent possible

Support data quality control process engaging with CRM Super Users/ regional and country leads for Sales reporting, MDM/ master data management and further stakeholders

Digital Sales Reporting Landscape (DGF)

Take a leading role in the effort to establish the Digital Sales Reporting Tools landscape for DGF

Driving the cross-functional and cross-regional alignment and implementation of the sales reporting tool landscape

Establishing a standard, harmonized KPI set that holds valid across global and local Sales functions

Designing, aligning and implementing key Sales reporting dashboards along dimensions such as global, regional, country, sectors, customer segments and Sales functions, creating a holistic view of Customer Journey

Defining the front-end and data structure/ datasets for new dashboard development or enhancements and work closely with IT teams to develop new reporting capabilities/tools

Strategic Support

Support key pillars of DGF's functional Sales strategy with all aspects related to improving (data) transparency, reporting, dashboards for Sales Performance Dialogues and all necessary cross-functional alignment

Represent Sales function in various cross-functional decision bodies and/ or projects with reporting aspects

Stakeholders

Vice President, Global Head of Sales Transformation and Governance at DHL Global Forwarding

Internal customers: M&S ExCom, Regional and Country Sales leadership teams, Regional Sales Operations heads, CRM Super User community, global Sales community (and other users of CRM and Sales dashboards)

Internal service providers: BU-IT (for development), MDM/ master data management (for account allocation, customer recognition and…