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Sales Operations Director

Thomson Reuters Business Operations 1/29/2018 11:54:56 AM New York, NY United States of America
Job Description

GTM Americas is looking for a Director of Sales Operations, reporting into the Head of Business Planning & Operations.  This is a highly strategic role that is responsible for all Sales Operations activities that support a large and growing region within F&R that spans the US and Canada.  As a member of the Business Operations Leadership Team, the incumbent will work closely the Americas Leadership Team, including the Managing Director – as well as, manage a 7-person team of highly-experienced professionals.  The role will design and drive incentives and territories that support the Americas growth ambition, and the evolving sales model.


  • Manage – with full accountability – all “Turn the Year” activities.
  • Oversee incentives and commission plan design and execution – including base, OTVE, SPIFFs, etc.  Working with Finance, the incumbent will ensure that budgets and systems can support recommendations.  The incumbent will also work with other Business Units to achieve pan-TR sales objectives.  (e.g., Project Clarity)
  • Manage territory design and management in close collaboration with members of the Americas Leadership Team to maximize sales potential. The incumbent will also ensure the creation of equitable territories and assign applicable quotas.
  • Direct performance tracking including – but not limited to - Stack Rankings (Quarterly), President’s Impact Awards, Star Awards (Quarterly), CEO Circle (Annually)
  • Attend monthly Flash meetings to ensure that deals are appropriately recognized and attributed.
  • Identifies and provides input into TRUST – the F&R CRM tool – such as enhancements needed to support the sales leadership team for its territory forecasting and pipeline management needs.
  • Identifies appropriate strategies for training and educating sales Customer Relationship Management users.
  • Motivate, coach and develop the Sales Operations team.
  • Execute ad-hoc analyses to support senior leadership decision making.


  • Experience in Sales Operations – particularly incentive and territory design
  • Excellent analytical and problem solving skills with the ability to think strategically.
  • Strong leadership and management skills, including developing and mentoring staff and managing select projects.
  • Excellent financial and business acumen.
  • Pragmatic, with a fierce focus on execution.
  • Ability to lead presentations and discussions with high level executives (possess strong executive presence).
  • Effective negotiation skills.
  • Strong relationship building skills with the ability to work across boundaries.
  • Strong understanding of the business market.
  • The ability to use financial tools to assist in planning, forecasting and productivity improvement.

At Thomson Reuters, we believe what we do matters. We are passionate about our work, inspired by the impact it has on our business and our customers. As a team, we believe in winning as one - collaborating to reach shared goals, and developing through challenging and meaningful experiences. With more than 45,000 employees in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world. Making this happen is a dynamic, evolving process, and we count on each employee to be a catalyst in driving our performance - and their own.

As a global business, we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under country or local law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.

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New York-New York-United States of America
Req #: JREQ092309
Locations: New York-New York-United States of America
Job Function: Business Operations
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