Sales Operations Manager (Events)

Description
Manages functions essential to the overall productivity of the Sales Team. These include planning, reporting, forecasting, quota setting, performance metrics, territory analysis/alignment and sales administration. Responsible for the overall effectiveness of the sales organization. The Sales Operations Manager provides strategic analysis of the sales objectives and the team's results. In addition, this position provides input and recommendations to improve all sales processes including exhibit space, sponsorship and rebook programs designed to achieve overall sales growth.

MAJOR FUNCTIONS

Oversees the Sales Team while also personally managing a portfolio of high‑value key accounts, driving revenue growth and ensuring strategic alignment across both team and individual efforts.

Designs, implements, and manages sales forecasting, planning, and budgeting process, establishing high levels of quality and accuracy. Coordinates planning activities with other functions and stakeholders in the business units.

Drives revenue strategies for exhibit space, sponsorship and rebook programs that deliver revenue growth and diversification.

Manages the overall use and efficiencies around Salesforce, including processes and expectations for how the CRM is utilized by sales, definition of stages, documenting activities and maintenance of contacts, opportunities, etc.

Proposes strategic themes and issues based on insights derived through monitoring data and managing sales operations.

Leads the planning cycle (strategy review, budget, goal‑setting, and performance tracking).

Monitors monthly performance to budget and works with senior leadership on developing the forecast.

Responsible for the equitable assignment of Salesforce quotas and provides updates on performance monthly to senior leadership.

Actively monitors pipeline development and growth ensuring goals can be met.

Identifies and prioritizes opportunities for Salesforce improvement.

Fosters an organization of continuous process improvement.

Ensures ongoing processes are followed including direct order management (invoicing), order confirmation and processing.

Develops sales resources/job aids on sales processes, best‑selling tactics, and performance improvement tools.

Ensures the accurate and efficient distribution of sales reports. Recommends and designs revisions to existing reports and development of new reporting tools as needed.

Makes recommendations for changes in sales roles and team configuration to maximize sales productivity.

Helps provide backup documentation, validation and interpretation of sales compensation program rules, policies, and procedures.

Ensures overall management and collection of receivables.

Leads Event/Media sales staff, with duties that include hiring, performance reviews, planning, coaching, individual and team development and training, along with general team support.

Other duties as assigned.

Requirements
MINIMUM EDUCATION, SKILLS, AND EXPERIENCE REQUIREMENTS

Bachelor's degree in business, marketing, sales, finance, or related field.

At least five (5) years professional experience in data management and sales support.

At least three (3) years people management experience required.

Strong background working with financials; including budgeting and forecasting.

Strong communication skills including presentation abilities.

Ability to be a self‑starter and thrive in a fast‑paced environment.

CRM experience; preferably Salesforce.

Ability to work independently with minimal direction.

Enthusiastic, outgoing personality who can work within a team environment.

Demonstrates agility as we adapt to ever‑changing priorities and a willingness to do what it takes to get the job done.

KEY COMPETENCIES
Core Competencies

Communication and Collaboration

Relationship Management

Professionalism and Integrity

Critical Thinking and Decision‑Making

Execution

Initiative, Leadership, and Development

Job Specific Competencies

Leadership and strategic planning

Sales and business development

Establish and alignment of business goals

Client relationship management

Operational budget oversight

Evaluation and feedback

Software application proficiency

WORKING CONDITIONS

Normal office environment.

Regular, in‑person attendance required.

Primary office location: Southfield, MI.

Travel required.

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