The Sr Manager, Deal Desk, will develop pricing strategies, ensure policy compliance, optimize profit margins, and manage deal forums to maximize revenue and enhance seller productivity. This role is instrumental in transforming sales operations departments, with a focus on contract administration, to become a high-quality operation that delights customers.
What you'll do
- Develop, update, and enforce commercial policies while managing adherence and governance
- Establish and maintain a global authority matrix and DOA, deploying and monitoring systematic approval changes via Salesforce
- Provide pricing guidance, implement dynamic pricing, and optimize CPQ for accurate quoting.
- Provide analysis, commentary, and standard reporting to support effective decision-making on resource investment and quality improvement
- Manage process improvement projects within sales operations and contract administration to drive productivity and effectiveness
- Support and maintain contract administration processes, acting as the primary liaison with key legal and commercial stakeholders to prioritize contract administration requirements
- Structure and manage deal forums to enhance sales efficiency and business visibility
- Improve communication and collaboration, provide sales training on pricing tactics and tools, and implement risk reduction strategies
- Create effective proposals and coordinate cross-functional sales support
- Document and manage processes and policies for deal execution, and develop bid strategy and content
Key accountabilities and performance measures
- Commercial Governance and Compliance: Develop, update, and enforce commercial policies; manage adherence and governance; establish and maintain global authority matrix and DOA; deploy and monitor systematic approval changes (Salesforce)
- Profitability Enhancement: Control costs for margin optimization; provide pricing guidance; implement dynamic pricing; optimize CPQ for accurate quoting
- Process Improvement and Operational Support: Manage process improvement projects; support contract management systems; document and manage processes and policies for deal execution; support product migrations and handle sales inquiries
- Reporting and Analysis: Maintain and analyze performance and contract management reports; provide ad-hoc reporting and analysis for management; like Win:Loss Intelligence and Sales Data Governance for report management and sharing
- Deal Forum and Optimization: Structure and manage deal forums; enhance sales efficiency and business visibility; improve communication and collaboration; provide sales training on pricing tactics and tools; implement risk reduction strategies
- RFP and Proposal Management: Manage RFP team; streamline negotiation, approval, and renewal processes; create effective proposals; coordinate cross-functional sales support; develop bid strategy and manage bid documents, ensuring compliance and conducting post-bid evaluation
What you have
- Bachelor’s degree in Business, Operations, or a related field
- 5-7 years of experience in operations and planning, contract administration, sales administration, or a related discipline
- Proven ability to work independently and in a matrix environment
- Highly motivated with the ability to meet deadlines in a fast-paced environment
- Excellent critical thinking, research, analytical, and problem-solving skills
