Head of Revenue Operations

Sandton, Johannesburg
Permanent
Full-time

24 days ago

Own and build out all aspects of the Revenue Operations strategy and build the department from the ground up, mapping a plan to deliver successful attainment of the pipeline target.
Work closely with the Heads of SalesOps and other leaders both within sales and cross-functionally to align on targets and ensure our systems, commission models and processes drive successful attainment.
Build forecast modelling which will allow for forward looking projections and pipeline targets.
Build systems and processes that are predictable, repeatable, and scalable, using a modern tech stack.
Leverage your systems to measure and report the health of the business to the organization, including executives.
Work cross functionally in a professional manner that inspires and excites your peers in other departments.
Lead and coach your team, bringing out the best in an inspiring and engaging way

Sales Strategy· Develop plans, optimize commission models and sales strategies with Heads of Sales to improve customer acquisition at front of funnel and enable SalesOps· Provide clear direction on the RevOps strategic plan and key focus areas; ensure understanding and buy-in by explaining their expected contribution to achievement of business objectives (goal alignment).· Develop and implement lead generation strategies to increase sales pipeline.Client Relations· Manage key internal customer relationships and participate in closing strategic opportunities· Work closely with the Commercial, CX, sales & marketing functions to establish successful support, channel and partner programs· Contribute to sustaining a competitive edge through external networking and benchmarking and representation on related forums.· Engage with key internal and external stakeholders to identify changing client needs and make recommendations to align service offering with client needs.Revenue Operations· Define revenue processes that drive desired outcomes and identify improvements where and when required· Take a creative approach in identifying, qualifying and targeting new business and present new ideas to leadership· Work with leadership to implement strategic plan to managing and growing the company's revenue and market share· Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions· Develop and implement revenue strategies that align with the organization's goals.· Develop and implement operational processes to optimize revenue growth and streamline operations.· Monitor and analyse revenue trends to identify areas of improvement and opportunities for growth.· Collaborate with cross-functional teams to drive revenue growth and improve customer experience.· Develop and implement commission strategies to maximize revenue and profitability across the funnel.· Manage the revenue operations budget and ensure effective resource allocation.· Monitor and analyse industry trends and competitor activities to inform revenue strategy.· Develop and implement cross-selling and upselling strategies to increase revenue per customer.· Develop and manage sales metrics to track and improve revenue performance.· Identify and implement cost-saving initiatives to improve profitability.· Develop and implement channel partner programs to drive revenue growth.Data Intelligence· Put in place data structure and systems to support the success of the sales and revenue funnel function· Compile information and data related to customer and prospect interactions· Provide detailed and accurate sales forecasting· Monitor, create and report on revenue KPIs across customer funnel· to executive leadership.· Ensure revenue forecasting accuracy and collaborate with finance teams to manage revenue expectations.· Ownership of the KPI dashboards relating to the revenue funnelInternal Business Processes· Communicate processes, control requirements, risk management frameworks and regulatory requirements that impact the sales process; ensure understanding by all team members.· Collaborates and drives with sales and operations, sales and service initiatives and ensures that high levels of customer service are provided.· Drive innovation and continuous improvement in revenue operations processes and strategies.· Collaborate with sales, marketing and customer experience teams to develop effective go-to-market strategies.· Collaborate with product teams to optimize product pricing and positioning.· Collaborate with cross-functional teams to drive revenue growth and improve customer experience.Budget Management· Implement and compile budgets in alignment with tactical delivery plans.· Control the budget for area, including the authorisation of expenditures and implementation of financial regulations.· Implement risk management, governance and compliance policies in own practice area, to identify and manage governance and risk exposure liability.People Management· Drive a culture that guides and directs best practice, fostering an environment of continuous learning, improvement and cohesiveness.· Effectively manage performance within the team in order to ensure business objectives are achieved.· Demonstrate exemplary leadership behaviour, through personal involvement, commitment and dedication in support of organisational values.· Define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets.· Collaborate with HC teams to recruit and develop revenue operations talentQualificationsMasters of Business Administration (Desirable)Grade 12 or equivalent qualificationB-Degree in Commerce or Business ManagementLicense, Certificate, Registration Required (Relevant certifications & Professional memberships)Financial Planning Institute (Desirable)RE 5 and RE 1 (Desirable)Experience (only list ESSENTIAL requirements)Timespan: Minimum YearsSales Experience (essential) (7 - 10 years)Experience in Revenue Operations (7 - 10 years)People Management Experience (5 years)Financial Services Industry Experience (5 years)IFA and Portfolio Management Experience (5 years)Fintech, Insurance, Sales and Marketing Experience - advantageous

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