- Position Summary
The Sales Operations Specialist plays an active, analytical and strategic role in supporting the B2B sales. This position goes beyond administrative tasks — it focuses on monitoring sales KPIs, analysing market trends and sales team performance, identifying commercial risks, and driving sales teams to take corrective actions.
The Specialist also provides management with data-driven recommendations on sales indicators, productivity improvements and business planning, enabling stronger revenue outcomes and healthier pipelines.
2. Key Responsibilities
2.1 Sales Performance Monitoring & Improvement
- Continuously monitor sales KPIs across accounts, products, segments and territories.
- Analyse sales productivity, conversion ratios, pipeline health and win/loss patterns to identify root causes.
- Provide targeted recommendations on sales indicators, team focus areas and management interventions.
- Drive sales teams to implement corrective action plans and follow through until issues are resolved.
- Support weekly sales meetings, forecast reviews and monthly business reviews with analytical insights.
2.2 Pipeline & Forecast Discipline
- Ensure CRM pipeline accuracy and enforce opportunity management standards.
- Monitor stalled deals, overdue tasks and probability inconsistencies; escalate risks where required.
- Review forecast submissions for completeness and logic to support more reliable forecasting.
2.3 Sales Enablement & Execution Excellence
- Reinforce sales process discipline (qualification, proposal standards, deal reviews).
- Coordinate product books, sales tools and enablement materials to support better execution quality.
- Ensure clarity of KPIs, targets and sales expectations across the team.
- Partner with Marketing, Product, Finance, HR and Delivery teams to ensure alignment on campaigns, pricing, resources, solution inputs and customer deliverables.
- Follow up on cross-team dependencies affecting deal momentum and customer commitments.
2.4 Reporting & Operational Excellence
- Maintain dashboards, reporting packs and performance trackers with high accuracy.
- Produce weekly and monthly sales reports with insights, variance analysis and improvement recommendations.
- Maintain updated SOPs, workflow documents and sales governance guidelines.
- Maintain organised digital documentation aligned with audit and compliance requirements.
- Perform additional duties as required by the company.
2.5 Market & Business Intelligence
- Track customer behaviour and competitive movements to inform performance assessments.
- Assess sales strategy effectiveness and propose adjustments to targets, sales motions or resource allocation.
- Provide management with structured reports and strategic commentary on market conditions and commercial risks.
3. Qualifications & Skills
- Diploma or Degree in Business, Marketing, Analytics, Operations or related fields.
- 2–4 years of experience in B2B sales operations, sales enablement, commercial analysis or similar roles.
- Strong analytical ability, with proficiency in Excel and comfort with CRM/BI tools.
- Proven ability to interpret data and translate findings into actionable recommendations for sales managers.
- Clear and persuasive communication skills, capable of influencing sales teams and cross-functional stakeholders.
- Organised, detail-oriented, and comfortable operating in a fast-paced B2B environment.
4. Preferred / Additional
- Experience in tech, SaaS, industrial automation, engineering or project-driven B2B environments.
- Exposure to Power BI, Tableau or SQL for advanced data analysis.
- Understanding of enterprise sales cycles, account management or solution selling.
- Mandarin or additional regional languages for stakeholder collaboration.
