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 Responsibilities:
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:
· 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:
- Advanced proficiency in Salesforce.com and CRM governance.
- Strong command of Excel, PowerPoint, and data visualization tools (Power BI, Tableau).
- Experience in pricing strategy, incentive planning, and commercial analytics.
· Leadership Competencies:
- Strategic thinker with strong execution capabilities.
- Influential communicator with stakeholder management skills across matrix organizations.
- Analytical mindset with a focus on customer-centricity and operational efficiency.
