Summary
Overview
Work History
Education
Skills
Timeline
Generic

Manjula Chikkanna

Bengaluru

Summary

Results-driven Professional with 12 years of experience in sales operations and business development, I have cultivated strong client relationships and managed the delivery of various contractual documents, including proposals, renewals, statements of work, work orders, amendments, and purchase orders. My expertise extends to both pre-sales and post-sales support, encompassing CRM management, forecasting, pipeline development, data analytics, reporting, sales compensation, invoicing, and project management

Overview

14
14
years of professional experience

Work History

Sales Operations Manager

Catalyst Clinical Research, LLC
02.2022 - Current
  • Managed the delivery and tracking of various contractual documents, including SOW, Contracts, LOI, vendor management, order management, and purchase orders.
  • Coordinated the development and submission of proposals, RFI/RFQ/RFP, in collaboration with cross-functional teams to secure new business opportunities
  • Collaborating with Sales and FP&A teams to develop comprehensive revenue forecasts, utilizing historical and pipeline data
  • Change control management based on the document permissions
  • Managed the processing of billing invoice payments and reconciliations based on the rate card.
  • Created and optimized compensation plans for the sales team, aligning incentives with organizational goals to drive performance and revenue
  • Ensured compliance with data governance and standard operating procedures, establishing best practices for data management across the organization
  • Executed project tracking initiatives to guarantee optimal resource utilization, monitoring progress against defined timelines and budgets.
  • Analyzed sales data to identify trends and opportunities, enabling proactive adjustments to strategy and operational plans
  • Assisted sales leaders by providing detailed data analysis and actionable insights to drive revenue growth and improve sales performance.
  • Handled CRM administration and the integration of third-party applications, streamlining processes for enhanced sales productivity and efficiency.

Sr. Sales Operations Executive

Innovare Corporation
07.2020 - 08.2021
  • Managed sales analytics and reporting for quarterly, monthly, and ad-hoc periods
  • Worked with Product and Marketing teams to track regional win-loss trends and competitor insights
  • Identified cross-selling and upselling opportunities to maximise revenue growth
  • Analysed and expedited high-value deals through stakeholder collaboration
  • Handling CRM administration, user setup, customization, Creating Views, Custom fields, Reports and Dashboard, Sales pipeline, forecast, Territory Alignment end to end sales activity in CRM
  • Managed territory planning, ABM campaigns, and virtual events with sales team
  • Assist Sales Directors in managing their sales forecasting and Proposals, RFP, RFI, RFQ, & SOW, Vendor questionnaires
  • Coordinated creation of blogs, whitepapers, and case studies

Sr. Sales Operations Executive

Health Asyst Pvt Ltd
02.2011 - 08.2018
  • Responsible for onboarding the global sales team and conducting training for the Inside and presales team
  • Analyzing deals/opportunities based on direct and indirect sales opportunities and discussing pricing structure with stakeholders to create a new contract
  • Guide salespeople (key accounts, Regional Sales) in entering accurate deal data in CRM
  • Sales Forecast reports to Management on weekly/bi-weekly on the sales performance and sales revenue
  • Evaluated and documented ROI from diverse sales and marketing conferences
  • Ensured compliance with contract deliverables and obligations through careful tracking and monitoring
  • Managed CRM Salesforce administrative functions efficiently
  • Developed lead generation strategies, executed cold calls and delivered impactful sales presentations
  • Collaborated with cross-functional teams to develop proposal and contract responses
  • Developed go-to-market strategies for products and services through collaboration with executive leadership
  • Conducted need analysis and customer profiling to identify market opportunities and target segments
  • Developed mailers and coordinated email campaigns to enhance brand positioning

Education

Master of Arts - Sociology

Bangalore University
Bangalore
06-2004

Skills

    Process Improvement & Efficiency

  • Process Optimization, CRM Implementation, Workflow Automation, Change Management Project Management

    • Team Collaboration & Communication

  • Cross-Functional Collaboration, Training & Development, Negotiation Skills, Leadership & Team Building

    • Sales Strategy & Analytics

  • Sales Forecasting, Data Analysis, Sales Pipeline Management

    Contractual documents

  • Proposals, renewals, SOW, WO, amendments & PO, Financial Vendor setup

    • Project Management

  • Resource Utilization, Project Tracking and Budgeting

    • Sales Commission Planning

  • New and Existing sales, Renewals

Timeline

Sales Operations Manager

Catalyst Clinical Research, LLC
02.2022 - Current

Sr. Sales Operations Executive

Innovare Corporation
07.2020 - 08.2021

Sr. Sales Operations Executive

Health Asyst Pvt Ltd
02.2011 - 08.2018

Master of Arts - Sociology

Bangalore University

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Manjula Chikkanna