Regional Head Of Sales Operations

Job description:

Purpose of the Job

The Regional Head of Sales Operations is a strategic leadership role responsible for driving commercial performance, sales effectiveness, and customer-centric transformation across the region. This role ensures alignment with global commercial strategies while tailoring execution to regional market dynamics. It leads to cross-functional initiatives to optimize pricing, CRM adoption, sales enablement, and performance analytics, ultimately enhancing revenue growth, profitability, and customer satisfaction.

Job Description

Strategic Leadership & Commercial Transformation
•    Lead the regional execution of global commercial excellence strategy, ensuring alignment with corporate objectives and market realities.
•    Develop and implement regional commercial frameworks, including pricing models, go-to-market strategies, and customer segmentation.
•    Act as a strategic advisor to regional leadership on commercial performance, market trends, and growth opportunities.
Sales Enablement & CRM Optimization
•    Champion Salesforce.com adoption and optimization across the region, ensuring data integrity, user engagement, and actionable insights.
•    Design and deploy sales enablement programs, including training, playbooks, and performance coaching.
•    Drive pipeline discipline, forecasting accuracy, and opportunity management through CRM analytics and dashboards.
Performance Management & Analytics
•    Establish and monitor KPIs for sales productivity, customer acquisition, retention, and revenue growth.
•    Lead commercial performance reviews, identifying gaps and driving corrective actions.
•    Leverage data visualization tools (Power BI, Tableau) to deliver executive-level insights and strategic recommendations.
Pricing & Revenue Management
•    Collaborate with pricing, finance, and BD teams to develop competitive pricing strategies that maximize EBIT.
•    Oversee regional RFQ processes, ensuring commercial proposals align with customer needs and company profitability targets.
•    Conduct periodic pricing reviews and lead negotiations for strategic accounts.
Cross-Functional Collaboration & Change Management
•    Serve as the regional liaison between global commercial excellence and local teams, ensuring consistent execution and feedback loops.
•    Partner with HR, Finance, and Operations to drive commercial capability building and process optimization.
•    Lead change management initiatives to embed a culture of commercial excellence and continuous improvement.

Job Requirements - Experience and Education

•    Education: Bachelor’s degree in Business, Engineering, Economics, or related field; MBA preferred.
•    Experience: 15+ years in Sales Operations, or Strategic Planning within logistics, freight forwarding, or supply chain industries.
•    Technical Skills: 
o    Advanced proficiency in Salesforce.com and CRM governance.
o    Strong command of Excel, PowerPoint, and data visualization tools (Power BI, Tableau).
o    Experience in pricing strategy, incentive planning, and commercial analytics.
•    Leadership Competencies: 
o    Strategic thinker with strong execution capabilities.
o    Influential communicator with stakeholder management skills across matrix organizations.
o    Analytical mindset with a focus on customer-centricity and operational efficiency.

Leadership Behaviors Building Outstanding Teams Setting a clear direction Simplification Collaborate & break silos Execution & Accountability Growth mindset Innovation Inclusion External focus Skills

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