Consolidated from 2 listings
Location: India (ERM Global Delivery Center)
Direct GDC Report To: Udit Gupta
Dotted Line Reports To: Matt Hornick
Direct Reports: Yes. ~6
Function: Commercial / Sales Enablement
Work Pattern: Hybrid; flexibility for shift overlap with key global regions required
ERM is the world's largest pure-play sustainability consultancy, partnering with the world's leading organizations to create innovative solutions to sustainability challenges and unlock commercial opportunities that meet the needs of today while preserving opportunity for future generations. Sustainability is our business.
As we continue to scale our commercial organization globally, we are establishing a Sales Operations Center of Excellence (COE) to provide consistent, high-quality operational support to our regional commercial leaders. This role is foundational to that mission.
The Sales Operations Manager will play a vital role in defining, and scaling Sales Operations support for ERM's global commercial organization. Sitting within the new Sales Operations COE in our Global Delivery Center, this leader will manage a team of sales operations professionals supporting ERM’s regions.
This is a strategic, hands-on leadership role focused on enabling scalable, predictable sales performance. The leader will partner with the Senior Director, Commercial Sales Enablement to standardize forecasting, strengthen pipeline hygiene, deliver actionable sales analytics, and drive consistent execution of commercial processes across the firm to support the Regional Commercial Directors (RCDs).
The successful candidate will bring a strategic mindset and the ability to balance short- and long-term growth goals. This role requires a self-starter with extensive cross-functional collaboration skills, superb verbal and written communication abilities, and a willingness to be hands-on while building and developing a high-performing team.
Build, lead, develop, and retain a high-performing, regionally distributed Sales Operations team, hiring and onboarding talent, setting clear performance standards, coaching the team, and creating credible career pathways within Sales Operations.
Foster a culture of curiosity, accountability, commercial acumen, and continuous improvement, translating data, insights, and anecdotes into action.
Partner with the Senior Director, Commercial Sales Enablement to translate the Sales Operations strategy into a clear operating model, multi-year roadmap, and operational plan for the function.
Support the business case for Sales Operations with data, insights, and delivery proof points, and help embed AI and emerging technology into the operating model to elevate the team from reporting to advisory and scale insight across the firm.
Accountable for delivery of the Sales Operations pillar's enterprise outcomes, forecast accuracy, pipeline health, KPI adoption, and overall sales predictability.
Build and mature the analytical frameworks the team applies, regional and business-unit forecasting, pipeline and opportunity health, and leading/lagging indicator design, and use Sales Operations effectiveness metrics to continually improve the operational capabilities of the team.
Influence regional and business unit leaders on the adoption of commercial standards, forecasting discipline, governance, and pipeline review rigor, building sponsorship rather than mandating compliance.
Negotiate and balance competing regional priorities, ensuring the team's capacity is deployed against the highest-value commercial opportunities.
Run the regional engagement model, demand intake, and prioritization framework that connects the COE Regional Sales Ops Analyst to the to RCDs.
Implement and enforce global standards, service levels, and quality bars for forecasting cadence, pipeline reviews, sales analytics, and executive reporting.
Partner with the Salesforce Training and Master Data Management functions within the COE, and with Revenue Management Data & Analytics, to deliver an integrated, single-voice capability to the regions.
Lead execution of the change management agenda for Sales Operations standardization across regions, building front-line adoption and reinforcing executive sponsorship.
Drive a continuous improvement mindset across the team, measuring what works, retiring what doesn't, and scaling what does.
Hands-on Salesforce Sales Cloud experience including reports, dashboards, opportunity management, and forecasting modules.
5+ years of senior leadership work in sales operations, sales strategy, business operations, business development, or other related fields.
10+ years leading a divisional sales operations team or equivalent responsibilities supporting a mid-to-large-scale, multi-geographical sales organization.
Bachelor's degree in Business Administration, Finance, Economics, Computer Science, or a related field.
Demonstrated experience hiring and leading high-performing, geographically distributed teams.
Strategic mindset with the proven ability to balance short- and long-term growth goals.
Self-starter with extensive cross-functional collaboration skills, superb verbal and written communication abilities, and a willingness to be hands-on.
Master's degree (MBA or equivalent).
Experience developing and implementing systems and tools used for CRM, forecasting, revenue reporting, and variable compensation. Salesforce experience strongly preferred.
Experience in business-process design and continuous improvement methodologies.
Experience rapidly growing an organization and attracting, hiring, and retaining top talent.
Experience working within a high-growth, multi-region, professional-services or technology environment.
Familiarity with sustainability or consulting industry commercial models is a plus.
Comfort operating across multiple time zones to support global stakeholders.
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