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Sales Operations Manager

COMPANY PROFILE

Surya is a leading home décor company, gaining attention for its innovative designs and breadth of high quality home accessories.  Products include area rugs, pillows, throws, lighting, accent furniture and art sold through a broad spectrum of global retailers, distributors, interior designers and decorators.  Surya fosters an energetic work environment of creativity and collaboration, with each employee taking personal ownership in the company.  Surya has been named for seven consecutive years to Inc. Magazine's Inc. 500/5000 list of America's fastest growing privately held companies.

Key Features:

Market Size: Surya operates in a $10 Billion addressable market. The company is already a top five player in a fragmented $2 billion rug market. Surya’s goal is to become a clear #1 in its core product categories (rugs, pillows, lighting) and channels in the next 5 years.

Customers: Surya sells to 10,000+ business accounts globally.  Notable customers include La-Z-Boy, Basset Furniture, Arhaus, Living Spaces and Pulte Group. Customers are scattered across all 50 states with sales correlating to population densities.

Products: Surya offers the largest selection of coordinated accessories across lifestyles and price points, while providing customized sales tools and support to simplify the buying experience for its customers. Surya’s goal is to be the one-stop shop for home accessories.

Sales Model: To best meet its customer needs, Surya’s sales team is segmented by channel (e.g. retail/design, contract, national accounts and e-commerce) and service level (inside sales vs. field sales). Sales team members engage in a consultative selling process to sell the full suite of Surya products to their assigned account base.  All sales activities are entered and tracked in salesforce.com.

POSITION OVERVIEW

Surya is a passionate mix of fashion and vision. The high-speed pace is thrilling; the challenges come quickly; the opportunities are limitless. We hire world-class talent and embrace creative ideas and diverse abilities. 

As the Sales Operations Manager, you will lead a small team dedicated to creatively solving the sales team’s biggest challenges. You will advise sales leaders on enablement, reporting and analytics, and sales planning. You’ll gather insights, feedback and best practices to develop processes that will enhance sales productivity, effectiveness and retention.

Reporting to the Sales Leadership you will:

  • Partner with sales leadership to design and execute strategic, organizational and operational projects 
  • Own Salesforce administration and data integrity and be responsible for salesforce improvements, training, and reporting
  • Work with Sales VP and Sales Leaders to build and implement sales processes to maximize sales productivity and operational efficiency (The Playbook)
  • Develop and own sales performance metrics and reporting to ensure access to timely, accurate and actionable data
  • Evaluate sales processes, tools and technology to drive efficiency and effectiveness of all sales activities
  • Direct reports include Sales Operations Coordinator, Sales Analyst, & salesforce.com Admin

PRINCIPAL RESPONSIBILITIES

  • Sales Tools & Technology
  • 50%+ of time working on Salesforce – part of strategic steering committee
  • Drive adoption of Salesforce across the sales organization
  • Identify best practices and any associated gaps within the utilization of Salesforce
  • Configure and customize Salesforce to increase sales efficiency and effectiveness
  • Continually monitor Salesforce apps and other tools to recommend solutions to optimize sales productivity
  • Sales Reporting & Analytics
  • Review current sales performance metrics, recommending and implementing changes as necessary
  • Define and implement formal sales reporting process across all sales functions within the organization
  • Develop and maintain reports and dashboards to drive leadership decisions and generate ad hoc reporting as needed
  • Sales Process
  • Help VP of Sales and Sales Managers document sales processes to compile sales playbook, recommending and implementing changes as necessary
  • Partner with Marketing team to identify, prioritize and implement sales support materials and collateral
  • Sales Policy & Procedures
  • Evaluate current sales policy & procedure for recommended changes and updates and modify as needed
  • Create and write new policy & procedure with support of VP and Sales leaders
  • Implementation, communication, accountability and adoption of new or revised policy & procedure
  • Provide insight and recommendations for sales compensation plans, territory sizing and quota setting

CANDIDATE PROFILE

The ideal candidate will have prior experience as sales leader in a high-growth B2B company with multiple product categories and channels of distribution. He/she will be a hands-on leader who moves easily from strategic/conceptual to the tactical daily issues and must have a proven track record of building and leading a high functioning sales department.

SKILLS & QUALIFICATIONS

  • Bachelor’s degree or equivalent required, MBA preferred
  • 5+ years of sales strategy, sales support and/or sales management experience in a business-to-business environment
  • 3 - 5 years of hands-on experience with Salesforce.com is REQUIRED; Salesforce certification a plus
  • Expert with Excel
  • Strong analytical skills with demonstrated ability to translate data into actionable items and impeccable attention to detail
  • Proven experience building and growing a high functioning sales department
  • Excellent written and oral communication skills; ability to communicate and formally present across all levels of organization, customer base, and outside parties
  • Strong business acumen and ability to think and operate cross functionally
  • “Hands-on" management style; adaptable to a fast-paced, changing environment
  • High sense of urgency and personal accountability
  • Some travel required

LOCATION

The position is based in Cartersville, GA, a 40 minute drive from Downtown Atlanta.

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