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Job Title: Head of Sales Operations​Reports To: Director​Department: Sales​Location: Rajkot ​Position Overview:  We are looking for a dynamic and results-driven Head of Sales Operations to lead the launch and execution of our Channel and Influencer Loyalty Programs, with the objective of making them the best in the industry. This role involves designing, implementing, and optimizing these programs to drive engagement, adoption, and performance. The ideal candidate will be responsible for defining key result areas (KRAs), setting measurable KPIs such as adoption rates, and ensuring they meet or exceed defined thresholds.  In addition, the Head of Sales Operations will be responsible for building and leading a BTL (Below-The-Line) marketing team, ensuring seamless execution of loyalty initiatives. This is a high-impact role requiring strategic thinking, operational excellence, and a strong ability to influence key stakeholders across sales and marketing. The ultimate goal is to establish our loyalty programs as the industry benchmark, driving exceptional results and long-term partnerships  Key Responsibilities: Program Strategy & Development: ●​Lead the development, execution, and continuous optimization of the customer loyalty program to drive retention, customer lifetime value, and brand loyalty. ●​Create targeted campaigns and offers to engage loyal customers and encourage repeat purchases. ●​Conduct market research to stay ahead of industry trends and customer preferences to shape the loyalty program. Policy Management and Strategic Positioning: ●​Work with management to design distribution, sales, branding, promotional, and pricing policies. ●​Implement strategies to achieve top-line and bottom-line growth through effective positioning.​ Driving Financial Performance: ●​Design budgets and implement strategies to achieve above-industry-average financial performance. ●​Conduct cost optimization programs to increase profitability while ensuring robust growth. Strategic Collaboration: ●​Collaborate with various vendors and stakeholders to leverage potential synergies. Sales Strategy & Execution: ●​Work closely with the executive team and sales leadership to define, implement, and execute sales strategies and plans. ●​Ensure alignment with the company’s overall objectives and growth targets. Sales Process Optimization: ●​Evaluate and enhance existing sales processes to ensure efficiency, scalability, and alignment with best practices. ●​Identify areas for improvement and implement solutions to streamline operations. Sales Enablement & Tools: ●​Oversee the development and implementation of sales enablement tools, systems, and platforms (e.g., CRM systems, sales automation tools). ●​Ensure that the sales team has the resources and training necessary to be successful. Forecasting & Reporting: ●​Lead the creation and execution of sales forecasting models, providing clear visibility into sales performance, pipeline health, and revenue projections. ●​Ensure accurate reporting and analysis for the sales team and leadership. Customer Insights & Data Analysis: ●​Analyze customer data and feedback to measure the effectiveness of the loyalty program. ●​Collaborate with data teams to generate insights on customer behavior, segmentation, and program performance. ●​Regularly report on KPIs such as program adoption rates, customer retention, revenue growth, and ROI. Sales Team Alignment & Collaboration: ●​Foster cross-functional collaboration between sales, marketing, finance, and other teams to ensure alignment on go-to-market strategies, lead management, and overall business objectives.​ KPI & Metrics Management: ●​Establish, track, and report on key performance indicators (KPIs) for the sales organization, ensuring a focus on results-driven objectives and continuous performance optimization. Training & Development: Lead the design and execution of sales training and development programs to ensure the sales team is equipped with the skills and knowledge needed to succeed. Budgeting & Resource Allocation: ●​Manage the sales operations budget and allocate resources effectively to maximize sales productivity. Program Optimization & Innovation: ●​Continuously evaluate and enhance the loyalty program based on customer feedback, competitor offerings, and performance data. ●​Experiment with new rewards, tiers, or experiences that resonate with customers and increase participation. ●​Monitor and address program challenges and implement improvements to ensure customer satisfaction. Influencer Engagement & Retention: ●​Enhance customer engagement strategies through personalized offers, rewards, and exclusive content. ●​Proactively identify opportunities for cross-selling and upselling within the loyalty program to maximize value for both customers and the business. Vendor Management: ●​Source and manage vendors for loyalty program gifts and rewards, ensuring timely and accurate delivery of products. ●​Oversee the procurement process to maintain high standards of quality and reliability in vendor partnerships. Loyalty Program Launch: ●​Spearhead the launch and execution of a comprehensive loyalty program across India, including organizing large-scale influencer events. ●​Collaborate with the sales team to track and optimize the onboarding process of influencers, ensuring program growth and success. BTL Team Management: ●​Lead and oversee the BTL (Below-the-Line) team to ensure the seamless implementation of the loyalty program across multiple touchpoints. ●​Provide guidance and support to ensure all program activities are executed in line with strategic objectives. Event Management: ●​Source and manage third-party event management companies for influencer engagements and brand activation events. ●​Ensure flawless execution of events within budget, aligning with program goals and fostering strong relationships with influencers.​ Qualifications: Education: ●​Bachelor’s degree in Business Administration, Sales, Marketing, or a related field. MBA or equivalent advanced degree preferred. Experience: ●​Minimum of 15 years of experience in sales operations, sales management, or related fields, with at least 5 years in a leadership role. ●​Experience in Building Materials, FMCG, FMCD is a plus. Leadership: ●​Proven ability to lead and inspire a high-performing sales operations team. ●​Strong interpersonal and communication skills, with the ability to collaborate effectively across various departments. Analytical Skills: ●​Strong data analysis skills, with the ability to leverage data for decision-making and performance optimization. ●​Proficiency in sales analytics tools (e.g., Tableau, Power BI, Salesforce). Sales Enablement Tools: ●​In-depth experience with sales platforms (e.g., Salesforce, HubSpot, SAP), CRM tools, and sales automation systems.   Project Management: ●​Strong project management skills with the ability to manage multiple priorities and initiatives simultaneously. Strategic Thinking: ●​Ability to think strategically while managing day-to-day operations and sales activities. ●​Ability to execute tactical plans and drive alignment with broader business objectives. Personal Attributes: ●​Results-Oriented: Demonstrates a strong focus on achieving goals and driving sales performance. ●​Problem Solver: Able to proactively identify challenges and come up with innovative solutions. ●​Collaborative: Strong team player who fosters an environment of cooperation and open communication. ●​Adaptable: Comfortable working in a fast-paced, dynamic environment. What We Offer: ●​Competitive salary and bonuses ●​Opportunities for career growth and development ●​A collaborative and inclusive work environment​ If you're an experienced sales operations leader with a passion for driving sales growth and optimizing business processes, we would love to hear from you!