The Regional Senior Sales Operations Specialist is responsible for driving commercial excellence, sales governance, business performance visibility, management information systems (MIS), and process standardization across Latin America. Acting as a strategic business partner to Sales Leadership, Country Managers, and Regional Management, this position ensures operational consistency, forecast accuracy, data integrity, and reliable, actionable management information that supports sustainable revenue growth.
The role serves as the primary link between Sales, Marketing, Finance and Executive Leadership to enhance commercial performance and support regional strategic initiatives.
Key Responsibilities
Regional Commercial Performance Management
- Lead the consolidation and analysis of regional sales performance across Latin America.
- Develop executive dashboards, scorecards, and performance reporting for senior leadership.
- Monitor key commercial KPIs, productivity metrics, and pipeline health indicators.
- Support monthly, quarterly, and annual business reviews.
- Provide strategic recommendations to improve sales effectiveness and business outcomes.
Regional Forecast and Pipeline Governance
- Coordinate the regional forecasting process across all countries.
- Validate pipeline quality, opportunity progression, and forecast reliability.
- Identify commercial risks, growth opportunities, and revenue gaps.
- Establish governance routines to improve forecasting accuracy and accountability.
- Support leadership decision-making through advanced pipeline analysis.
- CRM, Data Quality and Commercial Governance
- Serve as regional owner of commercial data governance standards.
- Ensure integrity, consistency, and quality of CRM data across all countries.
- Drive adoption of commercial processes and best practices.
- Monitor compliance with sales policies, procedures, and governance requirements.
- Define and maintain commercial operating standards across the region.
Business Analytics, MIS and Executive Reporting
- Own the regional commercial MIS framework, ensuring consistent definitions, calculation rules, reporting calendars, and governance for management information.
- Develop, maintain, and automate Power BI dashboards, recurring management reports, scorecards, and executive reporting packs.
- Consolidate data from CRM, financial, operational, and other relevant sources, reconciling information and resolving inconsistencies with data owners.
- Maintain KPI dictionaries, reporting documentation, data lineage, and a single source of truth for regional commercial performance.
- Conduct trend, variance, profitability, segmentation, productivity, and root-cause analyses to identify business drivers, risks, and opportunities.
- Generate insights related to revenue growth, customer acquisition, retention, portfolio development, and commercial productivity.
- Coordinate periodic reporting cycles and ensure timely, accurate delivery of management information to regional and country stakeholders.
- Translate business questions into analytical requirements and convert complex data into clear recommendations and decision-oriented narratives.
- Deliver analytical support and executive presentations for strategic initiatives, regional business planning, leadership reviews, and country performance discussions.
Process Excellence and Continuous Improvement
- Identify opportunities to optimize sales processes and operational efficiency.
- Lead regional initiatives focused on automation, standardization, and productivity enhancements.
- Develop and maintain Standard Operating Procedures (SOPs) and governance documentation.
- Coordinate implementation of process improvements across multiple countries.
- Support cross-functional transformation projects.
Commercial Controls and Audit Support
- Support implementation and execution of commercial controls across all LATAM countries.
- Ensure operational compliance with internal policies and audit requirements.
- Monitor execution of key commercial governance processes.
- Support internal and external audit activities when required.
- Contribute to strengthening regional control frameworks and risk mitigation initiatives.
Strategic Business Partnership
- Act as trusted support to the Regional Director, Country Managers, and Sales Leaders.
- Support strategic planning, target setting, territory reviews, and business performance discussions.
- Participate in regional leadership meetings and executive reviews.
- Facilitate alignment between commercial execution and corporate objectives.
- Drive a culture of data-driven decision-making throughout the organization.
Qualifications
Education
Bachelor’s degree in business administration, Economics, Engineering, Statistics, Information Systems, Finance, or related fields.
Experience
- 5+ years of experience in Sales Operations, Revenue Operations, Commercial Excellence, Management Information Systems (MIS), Business Intelligence, Business Analytics, or related functions.
- Experience supporting multi-country or regional commercial organizations.
- Proven track record in performance management, governance, forecasting, management reporting, and business analytics.
- Experience consolidating and reconciling data from multiple systems and translating business requirements into scalable reporting solutions.
Technical Skills
- Advanced Excel, including data modeling, complex formulas, pivots, and automation.
- Intermediate to Advanced Power BI, including data modeling, DAX, dashboard design, and data visualization.
- Experience with data extraction, transformation, consolidation, validation, and reconciliation across multiple sources; SQL or equivalent query skills are desirable.
- CRM administration and reporting (Centrix, Salesforce, Dynamics, HubSpot, or equivalent).
- MIS reporting governance, KPI definition, data dictionaries, reporting calendars, and management information controls.
- Forecasting, pipeline management, and business performance analytics.
- Process mapping, documentation, governance, and continuous improvement.
- Strong quantitative, analytical, and data-storytelling capabilities.
- Advanced English (Mandatory) and Spanish (desirable).
Soft Skills
- Strategic thinking.
- Strong analytical mindset.
- High attention to detail.
- Executive communication skills.
- Desired: Stakeholder management and influence.
- Project management capabilities.
- Continuous improvement orientation.
- Ability to operate effectively in a multicultural and regional environment.
Success Metrics
The Regional Senior Sales Operations Specialist will be measured on:
- Forecast accuracy.
- Pipeline visibility and governance compliance.
- CRM and management information data quality, completeness, and consistency.
- Timeliness, accuracy, and reliability of recurring MIS reports and executive dashboards.
- Adoption and effective use of dashboards, scorecards, and standardized KPI definitions by regional and country teams.
- Reduction in manual reporting effort and improvement in reporting cycle time.
- Adoption of commercial processes and standards.
- Delivery of actionable business insights that support revenue growth and management decisions.
- Productivity and efficiency improvements achieved.
- Audit and governance compliance.
- Stakeholder satisfaction among regional leadership and country teams.
- The opportunity to build your career (both locally and internationally) in a large global company, one of the world leaders in its field.
- Opportunity to acquire knowledge in the field of business information services, trade credit insurance and finance.
- An unique professional and human experience, in the expert environment.