Job Description

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Job Title: Regional Head of Sales Operations
Posting Start Date: 12/10/25
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Purpose of the Job
The Regional Head of Sales Operations is a strategic leadership role responsible for driving commercial performance, sales effectiveness, and customer-centric transformation across the region. This role ensures alignment with global commercial strategies while tailoring execution to regional market dynamics. It leads to cross-functional initiatives to optimize pricing, CRM adoption, sales enablement, and performance analytics, ultimately enhancing revenue growth, profitability, and customer satisfaction.

Strategic Leadership & Commercial Transformation

• Lead the regional execution of global commercial excellence strategy, ensuring alignment with corporate objectives and market realities.
• Develop and implement regional commercial frameworks, including pricing models, go-to-market strategies, and customer segmentation.
• Act as a strategic advisor to regional leadership on commercial performance, market trends, and growth opportunities.

Sales Enablement & CRM Optimization

• Champion Salesforce.com adoption and optimization across the region, ensuring data integrity, user engagement, and actionable insights.
• Design and deploy sales enablement programs, including training, playbooks, and performance coaching.
• Drive pipeline discipline, forecasting accuracy, and opportunity management through CRM analytics and dashboards.

Performance Management & Analytics

• Establish and monitor KPIs for sales productivity, customer acquisition, retention, and revenue growth.
• Lead commercial performance reviews, identifying gaps and driving corrective actions.
• Leverage data visualization tools (Power BI, Tableau) to deliver executive-level insights and strategic recommendations.

Pricing & Revenue Management

• Collaborate with pricing, finance, and BD teams to develop competitive pricing strategies that maximize EBIT.
• Oversee regional RFQ processes, ensuring commercial proposals align with customer needs and company profitability targets.
• Conduct periodic pricing reviews and lead negotiations for strategic accounts.

Cross-Functional Collaboration & Change Management

• Serve as the regional liaison between global commercial excellence and local teams, ensuring consistent execution and feedback loops.
• Partner with HR, Finance, and Operations to drive commercial capability building and process optimization.
• Lead change management initiatives to embed a culture of commercial excellence and continuous improvement.

Job Requirements - Experience and Education

• Education: Bachelor's degree in Business, Engineering, Economics, or related field; MBA preferred.
• Experience: 15+ years in Sales Operations, or Strategic Planning within logistics, freight forwarding, or supply chain industries.
• Technical Skills:

o Advanced proficiency in Salesforce.com and CRM governance.
o Strong command of Excel, PowerPoint, and data visualization tools (Power BI, Tableau).
o Experience in pricing strategy, incentive planning, and commercial analytics.

• Leadership Competencies:

o Strategic thinker with strong execution capabilities.
o Influential communicator with stakeholder management skills across matrix organizations.
o Analytical mindset with a focus on customer-centricity and operational efficiency.

Skills Required