Sales Process and Infrastructure Specialist

Role Overview

Sales Process and Infrastructure Specialist

Area: Sales Strategy and Operations | Sales Administration

Reports to: Sales Strategy and Operations Manager

Purpose of the Role Ensure Fortbras’s commercial operation runs in a simple, standardized and efficient manner, ensuring the sales team has clear processes, well-executed routines and the appropriate infrastructure to exceed targets.

Mission Define, manage and ensure the execution of sales processes and routines, and guarantee the operational infrastructure necessary to maximize productivity, commercial discipline and the sales team’s performance.

Key Responsibilities 1️⃣ Definition and Governance of Sales Processes

• Design, document and maintain the official sales processes (from planning to post-sale)
• Ensure clarity about:
• How to sell
• When to sell
• Who does what
• Establish rules, flows and operational standards
• Continuously work on simplifying processes and improving efficiency

2️⃣ Management and Execution of Commercial Routines

• Define and structure the team’s sales routines (e.g., planning, monitoring, follow-up)
• Ensure discipline in daily, weekly and monthly execution
• Support commercial leadership in adopting the routines
• Monitor adherence and propose adjustments when necessary

3️⃣ Operational Infrastructure for the Sales Team

• Ensure sellers have functional and efficient infrastructure to sell (tools, systems and operational flows)
• Support management of access, permissions and organization of seller activities
• Resolve operational frictions that impact sales
• Work to reduce non-selling activities

4️⃣ Sales Funnel

• Define the funnel as a management tool for execution
• Ensure standardization of stages and criteria
• Monitor basic conversion and flow indicators
• Use the funnel to identify execution deviations (not just performance)

5️⃣ Standardization and Best Practices

• Identify operational practices of high-performing sellers
• Turn these practices into replicable routines and processes
• Maintain and evolve the Sales Playbook
• Support operational training and onboarding

Main Deliverables (Expected Outputs)

• Defined, documented and adopted sales processes
• Clear and executed commercial routines
• Functional and organized sales infrastructure
• Updated Sales Playbook
• Reduced frictions and rework in commercial operations

KPIs Associated with the Role

• Adherence to sales processes and routines
• % of seller time dedicated to selling
• Commercial productivity
• Stability and predictability of execution
• Sales team satisfaction with the operation

Requirements

Skills

• Clear and objective communication
• Ability to influence without formal authority
• Change management

Courses / Certifications

• Change Management
• Agile methodologies applied to operations
• BPM (Business Process Management)
• Sales Operations / Revenue Operations

Tools:

• Experience with Sales CRM

Benefits

• ALL PEOPLE ARE WELCOME in all our openings regardless of gender, sexual orientation, race/ethnicity, age or disability.
• Come be Fort, come be Fortbras!