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, PowerBI, 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
- Support data-to-action by identifying trends, patterns, and opportunities to improve sales performance and driving increased adoption of Sales tools, dashboards & systems
- 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 SuperUsers/ regional and country leads for Sales reporting, MDM/ master data management and further stakeholders
- 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
- 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 SuperUser 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 hierarchies)
- Aligning on business rules: Finance & Controlling, Steering Logic, Products
- Cross-divisional stakeholders across DPDHL, within Sales and across functions
Management Responsibility
- Individual contributor as part of the Global Sales Transformation & Governance team
- Solid collaborations with peers in same department as well as other departments and cross regional
- Leading, steering and coaching of virtual team in offshore service centre
- Guidance and steering to project teams where data is a key element
Education Level
- Min. Bachelor's Degree or equivalent experience/qualification, Master's degree preferred
Experience Level
- 10 years relevant professional experience
- Min. 6 years' experience of project management (preferably sales tools and reporting or BI)
- Sales steering experience