About Toll Group
At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post —
www.tollgroup.com
PURPOSE OF THE JOB
Reporting to Chief Commercial & Sustainability Officer, the Head of Sales Operations will lead the global sales operations function, ensuring business continuity and execution excellence. This role is accountable for Salesforce as the single source of truth for all commercial data across the organization and for driving a disciplined global sales cadence.
By harmonizing processes, embedding a commercial metrics framework, and delivering actionable insights, the role enables data-driven decision-making across regions, divisions, and verticals.
As a senior leader, the role requires strong collaboration in a global matrix organization, the ability to influence senior stakeholders, and proven expertise in leading sales operations functions that support both efficiency and growth.
PRIMARY DUTIES & RESPONSIBILITIES
Strategic Planning and Execution:
- Lead and operate the global sales operations function, including Salesforce governance, commercial metrics framework, and global sales cadence.
- Deliver the in-flight roadmap in partnership with the Technology team (Salesforce rollout, cadence revamp, pipeline sufficiency model, data quality program).
- Identify and plan future roadmap items leading to Salesforce becoming a connected system and having a unified view of customer data
Process Optimisation & CRM Governance:
Define and enforce standardized Salesforce processes, sales stages, and compliance (target- 70%). Ensure
- 95% CRM data completeness and support Salesforce integration with other systems (ERP, marketing automation, etc.).
- Oversee partnership with Salesforce and ensure adoption across regions.
Sales forecasting and pipeline management:
- Use Salesforce and other internal data to develop accurate sales forecasts that support the business targets and forward planning.
- Build and operationalise a global forecasting methodology in alignment with key stakeholders
- Own pipeline sufficiency calculation and monitoring model
- Lead regular global pipeline and forecast reviews
Commercial Cadence & Governance:
- Partner with business leaders to monitor and track sales performance, identify areas of opportunities that result in improvement initiatives
- Institutionalize regular pipeline / forecast reviews as per agreed global cadence (weekly/fortnightly/monthly depending on teams involved)
- Drive participation in cadence activities
Data, reporting, & insights:
- Develop and operationalise sales reporting and insights for verticals and sales teams that support data-driven decision making
- Own design and development of executive dashboards and reports using available insights tools (e.g. PowerBI)
- Establish a global commercial metrics framework in partnership with Chief Commercial Officer and Toll leadership team
Team leadership:
- End-to-end team management (both onshore and offshore), setting team goals and objectives, people development performance management, individual goals as well as driving overall team collaboration.
Subject Matter Expertise:
- Keep abreast of the latest trends and developments in Salesforce and other CRM tools and offer expertise to continuously evolve the sales operations team and enable the organization with the right tools to improve sales effectiveness and productivity.
WORK EXPERIENCE & QUALIFICATIONS
- Minimum 10 years in Sales Operations / Revenue Operations, with at least 6 years in a leadership role in global/matrix organizations
- Bachelor’s degree in IT, Analytics, Business, or a related field
- Proven experience in Salesforce rollout and governance, sales process design, optimization
- Expertise in sales strategy and sales planning; implementing global sales operations cadence
- Strong understanding of data visualization and analytics. Experience managing a team of data analytics experts.
- Proven track record of driving sales teams to achieve success.
- Strong analytical, problem-solving, and communication, capable of influencing across regions and levels
- Excellent presentation and communication skills
- Experienced people leader with a track record of building and developing geographically distributed teams
What moves you?
At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do. With a bold vision to expand our global reach, our 16,000+ people bring a passion for progress. We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow with industry-leading training, alongside talented experts. Feel empowered to take on diverse challenges and new responsibilities to move you, our customers, and our world further.
Are you excited about this role but are concerned you don’t meet all the requirements? If you have similar skills and are willing to learn then we encourage you to apply anyway. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you’re interested in this role but your past experience doesn’t align perfectly then please talk to us – you may be just the right candidate for this or other roles we have coming up.
At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities.
To find out more about us visit www.careers.tollgroup.com
You must be entitled to work in Singapore and be prepared to undertake pre-employment checks including a criminal history check and medical.
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