Sales Performance Measurement and Reporting Manager
Reporting to the Senior Director, Sales Effectiveness
in Sales, Strategy & Operations (SS&O)
The Sales Effectiveness Team’s Focus:
The Sales Effectiveness team within the SS&O organization is responsible for turning innovative ideas into effective solutions by transforming how we optimize sales resource deployment and drive behaviors aligned to our corporate and sales strategies. This team leads transformation by optimizing sales results with the deployment of performance analytics, sales discipline, change management, reward & compensation, and industry best practices. This team is responsible for a 3-year Sales Effectiveness roadmap that leads to excellence in operational execution and integration with our existing systems and sales technology
Dynamics of the Role:
The Sales Performance Measurement and Reporting role will lead data science projects and other analytically-based improvement programs to optimize resource deployment. This can include projects related to sales coaching, quota allocation, territory segmentation, market coverage planning, etc. Candidate must be able conceptualize data projects and convert them to applicable data modeling and advanced algorithms that solve complex problems.
You will lead efforts focused on identifying the metrics that measure effective performance through the use of analytic tools, such as Callidus, Xactly, Tableau and other software packages. The quantifiable data and analytics that you will lead will direct our attention to the opportunities for improvement in sales teams’ performance, reduce variability and maximize performance opportunity.
Further, you will direct analytics to assess the effective allocation of sales resources by geography, line of business, vertical industry, and market opportunity. The opportunity will need to be calibrated with performance expectations and sales goals, in partnership with senior leaders of lines of business and sales teams, Finance, HR, SS&O and other key stakeholders.
How You Will Contribute:
· Leading Change with Analytics:
‒ Leverage internal data to assess performance and resource deployment opportunities from a wide range of sales performance variables
‒ Translate quantitative information into fact-lead and actionable recommendations
· Project Coordination:
‒ Perform project management and coordination tasks, assigning and coordinating project activities for cross-functional teams, developing project plans and status reports and serving as the communications point for the project
‒ Drive and perform day-to-day operations of assigned projects to ensure that policies and procedures are followed; goals, scope and objectives are met; and services and projects are accomplished efficiently and effectively
‒ Prepare for and facilitate meetings and presentations, managing the pace and topics covered and summarizing and documenting meeting results. You will also provide next steps on outstanding issues and assigned tasks resulting from the meeting or presentation
‒ Conduct general market research activities by collecting and analyzing internal and external data to better assess the opportunity and deployment of our sales teams and their performance
‒ Build a solid understanding of the internal and external data sources available to support analytic projects and endorse/ refute key hypotheses and organizational beliefs
‒ Define and create meaningful business cases to support new processes, resource allocation, and other growth initiatives based on a fact-based, analysis
‒ Understand our business capabilities and requirements, the market’s demands, and any gaps that exist
‒ Maintain awareness of current industries trends through industry publications, company press releases, and various forms of primary research
· Team Leadership:
‒ Understand and represent key communication objectives and the appropriate contribution of sales optimization content to meeting them
‒ Represent team’s work with internal client- and executive-ready materials (e.g., agendas, memos, discussion guides, marketing collateral, and PowerPoint presentations)
‒ Recruit, develop and support team members to effectively provide analytics, identify sales trends, isolate dependent variables and their impact and communicate key findings. Coach team members on how to create and deliver complete discussion documents with clearly articulated messages and storylines supported by market research and data analysis
‒ Encourage the development of team members with support and illustration of the deliverables
What You Will Bring
· Bachelor’s degree with a focus in finance, accounting, mathematics, engineering, or one of the hard sciences
· Candidates with a Master’s degree in one of the above-mentioned disciplines will be given additional consideration
· 8-10 years professional experience in an analytical/ quantitative position depending on educational background
· Ability and strong experience with managing the efforts of others, directly on the team and indirectly with partners and other teams
· Candidates with prior management consulting experience will be given additional consideration
· Strong quantitative and problem solving skills
· Strong of competency with Excel; proficiency with or ability to master Callidus, Xactly, Saas
· Some familiarly with Access or other data management tools also desired
· Strong verbal and written communication skills
· Ability to build trusted relationships with build trust with business partners, key decision makers internally, and with industry experts externally
· Solid organizational skills and high degree of comfort managing multiple assignments
· Proven track record for completing assignments on time
· Desire to produce high quality work
· Driven by intellectual curiosity and independent thinking
· Positive “can do” attitude
What We Offer
We aim high — and are reaching for new heights every day. This is a terrific time to join our team as we build on our commitment to integrity, service, reliability and innovation. These values stand behind the decisions we make every day, as well as our relationships at work and with the customers we serve. We believe in the power to achieve and are taking it in bold new directions.
Who We Are
A global leader in credit information and information management services, TransUnion gives businesses, consumers and the global community the power to achieve their goals. Businesses count on us to better manage risk and customer relationships. Consumers are able to better manage credit to achieve their financial goals. And in communities around the world we help build strong economies and give people the power to achieve their dreams.
Exceptional opportunities are coming as we build on this strong foundation. Our ambitious growth strategy includes substantial new investments worldwide, a wide range of new solutions to help our customers succeed like never before, and new ideas for expanding our reach in every part of our dynamic and fast-moving industry. We’re on an exciting journey, and you can be a part of it.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.