Head of Sales Operations - EMEA - Northern Trust - eFinancialCareers : Job Details

About Northern Trust: Northern Trust, a Fortune 500 company, is a globally recognized, award-winning financial institution that has been in continuous operation since 1889. Northern Trust is proud to provide innovative financial services and guidance to the world's most successful individuals, families, and institutions by remaining true to our enduring principles of service, expertise, and integrity. With more than 130 years of financial experience and over 22,000 partners, we serve the world's most sophisticated clients using leading technology and exceptional service. The Head of Sales Operations, EMEA is responsible for overseeing the strategic planning, implementation, and optimization of the sales operations across the region. This role focuses on enhancing sales performance, streamlining processes, and ensuring alignment with overall business objectives. The ideal candidate will possess strong leadership skills, a deep understanding of sales processes, project management acumen, and a proven track record of driving sales growth and change. In addition, the Head of Sales Operations, EMEA is responsible for managing, leading, and coaching the Sales Associates function within EMEA Sales. This includes providing leadership and guidance with overall accountability for the performance management and career development programs of the team managed. As a player/manager role, the individual will also be required to act as the primary lead for deal management on complex deals on occasion, working with other members of the Sales Team. This role reports into the Global Head of Sales Operations for Asset Servicing to align with global objectives and best practices. Major DutiesTraining & Team Management

• Provides leadership and guidance to Sales Associates, fostering an environment which encourages
• employee participation, teamwork, and communication.
• Conducts the performance management process for Sales Associates.
• Identifies training and development needs and establishes performance standards for the unit.
• Identifying the talent within the group and aligning operations in the group to maximize performance based on individual talents.
• Maintains communication with the Heads of Sales and Sales Managers to anticipate needs effectively and provide support required.
• Allocates workload across the Sales Associates.
• Encouraging the use of the Sales Academy tools for all new business opportunities - to avoid overinvesting in the wrong opportunities, underinvesting in the right opportunities, or missing opportunities altogether. Including: Meeting planners (for each meeting), Opportunity Worksheets (per opportunity), Decision Grid (per opportunity)
• Drive and encourage Sales Managers, Deal Managers, and other Sales Associates to genuinely differentiate Northern Trust during the sales process.
• Encourage and support taking new opportunities through the deal review process.
• Responsible for the training and coaching of new starters to be proficient in the sales process and following the above criteria.

• Capacity planning; working with Global Head of Sales Operations and Heads of Sales in EMEA for prioritizing workloads and key deals ensuring that the allocation of sales resource is suitably split. This is to be continually reviewed to load balance resource and manage any capacity constraints.
• Acting as the main point of contact for internal and external contacts on larger deals involving Sales Operations.
• Working with the Sales Group and Client Servicing Teams to define the services that will be provided to new and existing clients.
• Supporting deal review management and governance to feed into the broader business planning. Working with Global Head of Sales Operations and Heads of Sales to lead the deal review meetings (set up, reporting and attendance).
• Working with the Head of Sales to manage the pipeline at key end of quarter and end of year reporting dates.
• Mitigating risk by effective capacity management, governance, planning and reporting.
• Supporting decisions to determine Sales Operations optimal operating model and staffing needs including hiring decisions.
• Managing the ARC process for direct reports in conjunction with Global Head of Sales Operations.
• Manage ad-hoc projects (Compliance/Audit/Regulatory requirements).
• Drive adoption of CRM tools and ensure data integrity for accurate forecasting and reporting.
• Champion the use of AI-driven tools and analytics to enhance sales performance and client insights.
• Coordinate with global operations to align on best practices and shared services.
• Identify and implement AI solutions to automate workflows and improve decision-making.

• Oversee larger deals that require deal managing and work with the Senior Sales Associate/Deal Manager or Sales Associate to assemble a workstream team within the relevant service/product/business knowledge required to work within the project. Oversight and support of the project plan for the deal, including:
• Supporting the Sales Manager with the development of the relationships with the client and all stakeholders throughout the deal.
• Oversee the project plan to manage the deal and revise as appropriate to meet changing needs and requirements.
• Oversee the communication of plan internally and externally to obtain full buy in by all parties.
• Supports the deal team to manage relevant stakeholders to ensure effective and efficient implementation of the deal project.
• Receives and reviews reports regularly on the progress of the deal and updates the Heads of Sales on the deal status.
• Provides comprehensive, in-depth consulting and leadership to team and partners.