Sales Operations Manager

Overview:

WELCOME TO SITA

At SITA, we keep airports moving, airlines flying smoothly, and borders open. Our technology and communication innovations power the success of the global air travel industry.

You'll find us in 95% of international airports, working closely with over 2,500 transportation and government clients. Each partnership brings unique challenges, and we thrive on delivering fresh solutions and cutting-edge tech to keep operations running like clockwork. We don't just move the world forward—we're proud to be recognized as a Great Place to Work by 79% of our employees and certified in most of our growing locations. Here, we feel empowered, supported, and inspired to grow.

Are you ready to love your job?

The adventure begins right here, with you, at SITA.

ABOUT THE ROLE & TEAM

The Sales Operations Manager is responsible for providing efficient operational support primarily to the Sales Leadership and Sales and Pre-Sales community across SITA (internal customers).

The Sales Operations Manager is responsible for key aspects of sales operations including reporting, analysis, target setting and evaluation, establishing, executing and monitoring operational processes, administering sales incentives and general support to the internal customers.

This role is part of the Global Sales Operations Team which supports efficient orchestration of effort across all sales operations domains to support revenue growth through reliable data, process efficiency, training and aligned incentives.

To be successful in this role, the Sales Operations Manager should have a competitive spirit, experience in supporting teams, willingness to learn and a focus on orchestrating the team effort.

In particular, the successful candidate should drive and orchestrate the effort in developing next-generation sales analytics and business intelligence solutions to establish data-driven decision-making to progress SITA transformation and help the company in reaching its ambitious growth targets. This includes among other things:

• Connecting, exploring and analyzing internal and external data and derive recommendations
• Active development of and contribution to data and BI community across the company
• Design, development and administration of reports and other data products
• Implementation of robust data governance and data management principles and processes

WHAT YOU WILL DO

Manage and contribute to development and leadership of Global Sales Operations practice at SITA primarily in the following areas, with focus on data, analytics, reporting and business intelligence.

Driving Sales Effectiveness and Efficiency:

• Identifying and developing meaningful performance metrics that provide visibility and support for management to achieve overall sales effectiveness and efficiency
• Building reporting capability to show pipeline performance and sales cycle dynamics
• Reporting against performance metrics on a regular basis, or on demand
• Identifying trends and highlighting exceptions

Leading the Sales planning, forecasting and reporting:

• Developing sales budget and targets with Sales Finance and Sales/Business Development Leadership
• Defining pipeline management, including reporting and forecasting capability and method
• Documenting and communicating sales reporting policy
• Monitoring pipeline against sales targets, and highlighting risks and gaps
• Leading the implementation, compliance and evolution of all processes in line with the business requirement

Managing the development and operations of the sales tools as well as the data quality and integrity:

• Ensuring that sales technologies and systems support the global strategy
• Working with the IS/IT team to develop the tools to deliver the above
• Ensuring consistency in the use of the tools, to deliver standardized procedures, reporting and implementation across BUs and Regions
• Ensuring the integrity and update of the relevant data sources and data models
• Developing processes and procedures to ensure effective data management
• Managing ongoing completion & cleaning programs of the above data

Owning and enforcing compliance with the policies, processes and methodologies governing the sales- and pre-sales-related activities:

• Defining best practice and quality standards for the conduct of pre-sales and sales process
• Designing, defining and implementing the related processes, procedures and policies from prospecting to contract signature
• Documenting and maintaining these processes, procedures and policies in a standard Sales Manual
• Ensuring rigorous enforcement of the full acceptance and adoption of all methods, tools and processes
• Ensuring regular review of performance and quality of the implemented processes and procedures (what is working and what is not)
• Proposing and managing necessary improvements over time

Managing the Sales Incentive Plan:

• Designing a fair and sustainable scheme of motivation and reward that balances the demands of both company and individuals
• Documenting and communicating the SIP
• Ensuring SIP is automated, with controlled input, monitoring and audit, and establish streamlined processes
• Managing the escalation of specific issues

Qualifications:

EXPERIENCE

• Management of sales operations or similar role (minimum 4 years) in a complex and international sales environment
• Extensive direct experience of sales population's drivers, mindset and behaviors
• Direct experience with data analytics and business intelligence
• Experience with leading (managing) and delivering business projects
• Deep understanding of the complexities of the Sales operations area, including sales analytics and reporting, target setting, sales processes, learning and development and sales incentive and remuneration
• Excellent analytical skills and capability to design and improve models, processes and procedures
• Experience with sales functions and behaviors as well as central supporting functions
• Ability and willingness to use and leverage AI at work to transform ways of working
• Dynamic, pro-active and can-do/self-starter attitude, willingness to learn and grow with assignments
• Influencing skills to work in positive collaboration with other functions (Regions/GEOs, BUs, Support Functions)
• Credibility stemming from natural confidence and authority to enforce
• Personal maturity, presentation, communication and negotiation skills
• Proficiency with M365, especially Excel and PowerPoint suite is a must
• Data modeling experience and experience with Power BI is a big advantage
• Fluency in English is a must

WHAT WE OFFER

At SITA, we disrupt the status quo, by empowering our people to pioneer innovations that touch the lives of billions. Bringing together diverse minds from across the globe, we foster a dynamic and positive workplace culture, that values our talented team members for their contributions and dedication. Check out our core benefits, enabling our people across the globe:

Flex Week: Work from home up to 2 days/week (depending on the needs of your team and your customers)

• Flex Day: Shape your workday to suit your life and your plans.

Flex-Location: Take up to 30 days a year to work from any location in the world.

Employee Wellbeing: We've got you covered with our Employee Assistance Program (EAP), available to you and your dependents 24/7, 365 days/year, and Champion Health – a personalized, proactive platform to support diverse wellbeing needs.

Professional Development: Level up your skills with our training platforms, including LinkedIn Learning

Competitive Benefits: Access competitive benefits tailored to the local market and your employment status.

SITA is an Equal Opportunity Employer and values a diverse workforce. In support of our Employment Equity Program, women, aboriginal people, members of visible minorities, and/or persons with disabilities are encouraged to apply and self-identify in the application process.