Sales Operations is a specialized role responsible for managing and improving the overall process operations of the sales organization, with the aim of maximizing operational efficiency and sales. To realize the company’s growth strategy, Sales Operations acts as a bridge between the sales field, sales managers and management, promoting data-driven decision-making and optimization of business processes.
The responsibilities are diverse. For example, collecting and analyzing data on sales activities, sales performance, and pipeline to create KPIs (Key Performance Indicators) and sales forecasts. Regular reports and dashboards are provided to management and sales managers to enable prompt and accurate decision-making. The role also includes standardizing sales processes, supporting the implementation and operation of sales tools (CRM, SFA, etc.), and promoting operational efficiency and information sharing in the field.
Additionally, the position involves analyzing sales representatives’ performance, supporting territory and quota setting through analysis and proposals, and providing back-office support for sales activities, such as preparing data, and target lists, and maintaining local databases. Sales Operations actively identifies issues and proposes improvements from the sales field, supporting overall productivity improvement of the sales organization.
Main Responsibilities
Data Analysis & Reporting: Collect and analyze data on sales activities, KPIs, and sales, and regularly create reports and dashboards for management, sales managers, and the field.
Sales Process Optimization: Propose and support standardization, automation, and improvement of sales workflows.
CRM & Sales Tool Operation: Support implementation and operation of sales support tools like CRM and SFA, and promote adoption in the field.
Support for Lead Generation: Provide back-office support for sales activities, such as preparing materials, data, and target lists, and maintaining local databases.
Contract and Booking Management (mainly GES): Prepare contract documents, handle procedures, and manage booking applications.
Sales Forecasting & Performance Management: Manage sales forecasts, pipeline, territory, and monitor sales performance against quotas.
Performance Management: Analyze and manage the performance of sales representatives.
Cross-functional Collaboration & Information Sharing: Collaborate with other departments to promote information sharing and operational efficiency.
Strategy Materials & Meeting Management: Prepare reports and meeting materials, manage meetings, take minutes, and provide status updates.
Collaboration with Global Teams: Support the implementation and deployment of global processes and tools in the field where necessary.
Team Lead & Problem Solving: Oversee and lead overall sales operations, identify issues in the field and operations, propose and implement improvements.
Required Skills & Experience
Advanced skills in Excel or Google Sheets for data aggregation and analysis, PowerPoint and Word for material creation; experience with other tools (e.g., PowerBI, Salesforce) is a plus.
Accurate and quick data processing and analysis skills, logical thinking, communication skills, business English&Japanese, a proactive attitude toward business improvement.
Experience in sales operations, sales management, or sales planning; team leadership experience is especially welcome. Experience in the IT industry is a plus.
Required IT Skills & Experience at the least
Basic PC skills in Windows environment
Outlook: Email, schedule management (including meeting setup)
Word: Document creation
Excel: Advance: Creating reports using pivot tables, VLOOKUP, graphs, etc.(at least) with analysis planning.
PowerPoint: Creating meeting materials
MS Teams and SharePoint: File sharing and collaboration tools
Google Workplace:
- File storage, editing, and sharing on Google Drive
- Data input and aggregation in Google Sheets
Experience with various tools is a plus:
- PowerBI
- Salesforce, etc.
Business communication skills and practical experience in both Japanese and English
Practical experience in sales management (3+ years)
- Longer experience in similar roles, team leader or manager experience is especially welcome
Experience working in the IT industry is a plus
Sales Operations is a key position that supports the growth of the sales organization and achievement of business goals. We welcome candidates who can listen to voices from the field, contribute to maximizing sales capabilities through data and systems, adapt flexibly to change, and enjoy challenges. We look forward to applications from those who can lead the team, proactively identify issues and propose and implement improvements.
セールスオペレーションは、営業組織の業務効率化と売上最大化を目的として、営業活動全体のプロセス運用管理・改善を担う専門職です。企業の成長戦略を実現するために、営業現場と経営層や営業マネージャーとの橋渡し役となり、データドリブンな意思決定や業務プロセスの最適化を推進します。業務内容は多岐にわたります。たとえば、営業活動や売上実績、パイプラインのデータ収集・分析を行い、KPI（重要業績評価指標）や売上予測を作成します。これにより経営層や営業マネージャーが迅速かつ的確な意思決定を行えるよう、定期的なレポートやダッシュボードを提供します。また、営業プロセスの標準化、営業ツール（CRM、SFA等）の導入支援や運用管理も担当し、現場の業務効率化や情報共有の促進を図ります。さらに、営業担当者のパフォーマンス分析、営業テリトリーや目標値（Quota）設定のための分析や提案も業務範囲です。営業活動の後方支援を行いつつ、営業現場からの課題抽出や改善提案を積極的に行い、営業組織全体の生産性向上を支援します。
＜業務内容：整理＞
1. データ分析・レポーティング
営業活動やKPI、売上などのデータを収集・分析し、経営層・営業マネージャー・現場向けに定期的にレポートやダッシュボードを作成します。
2. 営業プロセス最適化
営業フローの標準化や自動化、改善に関する提案や支援を行います。
3. CRM・営業ツール運用
CRMやSFAなどの営業支援ツールの導入支援・運用管理を担当し、現場への定着を支援します。
4. 営業担当者の見込顧客創出支援
資料やデータ、条件別ターゲットリストの準備、ローカルデータベースの整備など営業活動の後方支援を行います。
5. 契約とブッキング管理（主にGES）
契約書類の準備と手続き、ブッキング申請・管理を行います。
6. 売上予測・業績管理
売上予測やパイプライン管理、テリトリー管理と目標値（Quota）に対する営業実績のモニタリングを行います。
7. パフォーマンス管理
営業担当者のパフォーマンス管理、成果分析を行います。
8. 他部門連携・情報共有
他部門と連携し、情報共有や業務効率化を推進します。
9. 戦略資料・会議運営
報告書や会議用資料の作成、会議運営と議事録作成、現状報告などを行います。
10. グローバルチームとの連携
グローバルチームと連携し、グローバル・プロセスやツールの現場導入を支援し、展開します。
11. チームリードと業務課題解決・改善推進
セールスオペレーション業務全体を把握、リードしながら、営業現場や業務運営上の課題を抽出、改善策を提案・実行します。
求められるスキル・経験は、
高度なExcelやGoogleスプレッドシート等を用いたデータ集計・分析、PowerPointやWordを用いた資料作成、その他ツール（例：PowerBI、Salesforce、等）の使用経験があれば尚良。
正確かつ迅速なデータ処理・分析力、論理的思考力、コミュニケーション力、ビジネス英語、業務改善と自発的姿勢。
セールスオペレーション・営業管理、営業企画の実務経験がある方、更にそれらのチームリードの経験がある方は特に歓迎します。IT業界での勤務経験がある方も尚良。
＜求められるITスキル・経験＞
1. Windows環境での基本的なPCスキル
Outlook: メール、スケジュール管理(会議設定を含む)など
Word: 文書作成
Excel: アドバンス（最低限、ピボットテーブル、VLOOKUP等の関数やグラフを使ったレポート作成）と分析企画
PowerPoint: 会議用資料作成
MS TeamsやShare point：ファイル共有・コラボレーションツールの使用
2. Google Workplace
Googleドライブ上でのファイル格納・修正・共有
Spread sheet: データ入力・集計
3. 各種ツールの経験があれば尚良
PowerBI
Salesforce、等
4. 日本語と英語によるビジネスコミュニケーション能力・実務経験
5. 営業管理の実務経験（3年以上）
※同職務の経験が長い方、チームリーダーやマネージャーの経験あれば尚良
6. IT業界での就業経験があれば尚良
セールスオペレーションは、営業組織の成長と事業目標達成を支える重要なポジションです。現場の声に耳を傾けながら、データと仕組みで営業力の最大化に貢献いただける方、変化を楽しみながら柔軟に対応できる方を歓迎します。自ら主体的に課題を発見し、改善策を提案・実行しながら、チームリードできる方のご応募をお待ちしています。
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