Senior Manager, Sales Forecasting and Reporting at Zayo
Zayo provides mission-critical bandwidth to the world’s most impactful companies, fueling the innovations that are transforming our society. Zayo’s 133,000-mile network in North America and Europe includes extensive metro connectivity to thousands of buildings and data centers. Zayo’s communications infrastructure solutions include dark fiber, private data networks, wavelengths, Ethernet, and dedicated Internet access. Zayo serves wireless and wireline carriers, media, tech, content, finance, healthcare and other large enterprises.
The Sales Forecasting and Reporting Manager plays a critical role in ensuring accurate and timely reporting of Sales forecasting, funnel management, as well as thorough and robust analysis for Sales Operations and Sales Leadership. You will be responsible for increasing the productivity of our sales team through improved sales forecasting accuracy, processes, tools and reporting. In addition to sales forecast you and your team will be providing the Sales Operations and Sales Leadership team with support in reporting, whether it be KPIs, weekly, monthly or quarterly reporting. The role requires an individual who is comfortable collaborating across teams, working with and analyzing large amounts of data, and converting it into a simple format for key decision-makers to process. The manager will have high visibility to senior leadership throughout the company and will be a key resource for Sales leaders and broader Sales teams. As such, we are looking for a motivated, fast learner with a “can do” attitude who is prepared to hit the ground running and add immediate value.
The candidate must be a strong leader, and will draw upon solid analytical, critical thinking, and problem solving skills to effectively partner with Sales teams globally. The individual must have deep experience in sales processes and tools, calling upon her/his experiences in Salesforce CRM systems, sales quota and territory management and analytics to assist in supporting a world class Sales Team.
Act as Process Owner and Program Manager on sales forecasting and reporting implemented by Sales Operations (People, Process and Technology focused solutions)
Drive core Sales Operations processes: Support and implementation of Sales Methodology, Sales Funnel, Forecasting, weekly, monthly and quarterly reporting.
Partner with core internal Technical teams (CRM, Data Warehouse, etc.) to design and implement sales forecasting and reporting solutions to address customer needs. Works with leaders to create Salesforce reports, dynamic dashboards, and metrics for management team to increase visibility and accountability into sales performance and operations.
Analyzes sales processes and mechanisms for sub-optimal performance, with a focus on defect reduction and productivity. Communicate findings clearly and effectively and make recommendations for improvement and automation. Identify root causes of problems and demonstrate the ability to develop and make recommendations for solutions to mitigate root cause.
Model and simulate improvements to existing business processes, walking through ‘what if’ scenarios and dry runs to identify and resolve gaps prior to implementation.
Manages weekly sales funnel management calls and works with internal teams on daily changes and variance.
Reviews, analyzes and tracks forecast conversion rate, won/lost opportunities, monthly and quarterly performance against forecast and draws conclusions on trends
Own and drive monthly and quarterly sales reporting presentations to completion, including creating presentations and collaborating with internal Sales teams to gather data.
Assist with overall Sales Operations function, including generating Salesforce reports, creating and automating forecasting and sales models, preparing presentations, pulling data and interfacing with Sales leaders.
Work closely with the AVP of Sales Operations and the Sales Leadership on weekly forecast updates to the Sales team
Own forecast tracking and reporting for Sales, including working directly with the CCO and Sales Leadership on requests
Works with internal teams on forecast cadence and to support general automation of sales operations and forecasting functions.
Provide requirements for development or system changes to enable additional forecast reporting and tracking capabilities.
Automation and general improvement of sales reporting and forecasting models.
Bachelor’s degree or higher in Business or other related field. Minimum 3-5 years of relevant experience preferred.
Advanced skill in Excel/Google Sheets required – including pivot tables, index match / vlookups,sumifs & sumproducts, queries.
High proficiency in Google Slides/PowerPoint required; familiarity with Salesforce, particularly Salesforce reporting functions, highly desired.
Working knowledge and experience with of Salesforce.com and related solutions
Highly organized with a strong attention to detail required.
Strong modeling and analytical ability with the capacity to understand and synthesize complex sets of data.
Ability to create presentations that are visually appealing and communicate complex information in a clear, concise way.
Ability to synthesize complex or diverse information; collect and research data; utilize intuition and experience to analyze data
Ability to communicate effectively and confidently with internal teams, including senior executives, via verbal and written modes of communication
Critical thinker who holds efficiency in the highest regard.
Self-starter but able to collaborate across teams company wide.
Strong work ethic and ability to effectively manage a high-volume workload: role requires working extended hours (evenings and weekends, when necessary) to achieve results in a deadline driven environment.
Requires an ability to be flexible and adaptable with work schedule and demands to meet strict deadlines under no or minimal supervision.
High energy and motivation; commitment to learning and having fun in an often stressful Environment.
Ability to maintain confidentiality.
Outstanding written and verbal communication capabilities
Experience with Sales Performance Management solutions preferred
Experience with sales data management solutions and data integration with Salesforce.com preferred
Base salary range: $85,800-$143,000
Sales Incentive Plan - full-time Zayo sales employees are also eligible for discretionary incentive cash compensation through our Sales Incentive Plan
Excellent benefits including health, dental, vision, 401 (k), disability and life insurance
Fitness membership discounts
Generous paid time off policy including paid parental leave
Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time