Location: Erbil, IQ
At Arla, we do so much more than make some of the world’s favourite dairy products. We make healthy taste delicious, mornings worth getting up for and family dinners unforgettable. Puck®, Lurpak®, The Three Cows®, Starbucks® and Castello® – names like these make us a vital, natural part of modern life in over 100 countries around the world. There are 1,200 employees in the Middle East and Africa and 19,000 global employees at the heart of our business. Every single one of us plays an important role and together we build on our 10bn Euros turnover and establish our position as one of the largest dairy companies in the world.
Are you ready to take on a vital role in improving sales performance and scalability by optimizing processes, data, tools, and reporting. If so, Join us in Arla Foods Iraq as our new Sales Operations Specialist, where you will maintain data quality, drives forecasting accuracy, supports territory and quota management, manages sales tooling, and delivers actionable insights to sales leadership.
This positions reports into the Head of Sales, Iraq and will work cross functionally with our Sales leadership team, Account Executives, SDR/BDR teams, Marketing Ops, Finance, Customer Success, IT/Systems.
Read more about our part of the business here: Inside Arla | Arla.
How will you make an impact
- Sales process enablement: Document and refine end-to-end sales processes; identify bottlenecks and implement improvements.
- CRM administration: Own data governance, user setup, workflows, validation rules, and integrations; ensure data completeness and accuracy.
- Forecasting and pipeline management: Build and maintain forecasting models; run pipeline reviews and health checks; track coverage, slippage, and risk.
- Reporting and analytics: Create dashboards and reports on KPIs (attainment, conversion, win rate, cycle time); deliver insights and recommendations.
- Territory and quota management: Maintain territory models; support annual/quarterly quota setting and performance tracking.
- Incentive compensation support: Provide data for commissions/bonuses; reconcile results and resolve disputes with Finance/HR.
- Deal desk/order support: Standardize approval workflows; manage pricing exceptions, discount policies, and commercial terms in coordination with Legal/Finance.
- Tool stack administration: Manage sales tools (CRM, CPQ, enablement, engagement); drive adoption and user training.
- Lead management: Partner with Marketing on lead routing, SLAs, and funnel analytics (MQL > SQL > Opportunity).
- Cross-functional collaboration: Work with Sales, Marketing, Finance, Customer Success, and IT on initiatives and data alignment.
- Training and onboarding: Create playbooks and deliver training on systems, processes, and dashboards.
- Continuous improvement: Monitor performance trends; propose experiments; document SOPs and change logs.
- Compliance: Uphold data privacy/security standards (e.g., GDPR); maintain audit-ready documentation.
The person we are looking for
- Education: Bachelor’s degree in Business, Economics, Analytics, or related field (or equivalent experience).
- Experience: 2–5 years in Sales Operations/Revenue Operations, Business Operations, or related analytics role.
- CRM expertise: Proficient with Salesforce or Microsoft Dynamics 365 (admin experience a plus).
- Analytics: Advanced Excel/Google Sheets (pivot tables, XLOOKUP, nested formulas; Power Query a plus); experience with BI tools (Power BI reporting, Tableau, or Looker).
- Data skills: Strong data hygiene and QA mindset; familiarity with SQL preferred.
- Forecasting/process: Knowledge of sales methodologies (e.g., MEDDICC, BANT) and pipeline best practices.
- Project/process: Experience with process mapping and change management; Lean/Six Sigma fundamentals a plus.
- Communication: Able to translate data into clear narratives and recommendations; strong stakeholder management.
- Nice to have: CPQ (Salesforce CPQ/SAP CPQ), ERP (SAP/Oracle), revenue intelligence (Clari/BoostUp), enablement (Highspot/Seismic), engagement tools (Outreach/Salesloft), basic scripting (Python).
Key Performance Indicators (KPIs)
- Forecast accuracy (e.g., within ±5–10% by segment).
- CRM data integrity (field completeness, duplicate rate, activity logging).
- Pipeline health (coverage ratio, stage conversion, deal slippage).
- Sales cycle time and win rate trend.
- Quota attainment distribution and rep productivity.
- Lead response time and funnel conversion.
- Tool adoption rates and user satisfaction scores.
- Deal desk turnaround time and approval SLA adherence.
- Time-to-onboard for new sales reps.
What do we offer?
At Arla, we’re committed to professional development and promoting from within. Our positive and collaborative culture will bring out the best in you. You will join a market leader producing nutritious household-favourite brands while contributing to sustainable practices that benefit our customers, farmers, and the planet.
Would you like to join us?
If you want to be part of a dynamic team and help shape the future of dairy, seize this exciting opportunity! Please apply as soon as possible, as we will process applications continuously and close recruitment once the right candidate is found.
Shape the Future of Dairy
Arla is a global leader in the dairy industry, committed to producing high-quality products while championing sustainability and innovation. We’re passionate about people and our planet, striving to unleash the full potential in each of us. Our goal is to make healthy dairy nutrition and good food habits accessible to all. Join us at Arla Foods and become part of a worldwide cooperative dedicated to making a significant impact on the planet and steering the dairy industry towards a sustainable future.
We are devoted to creating a workplace where everyone feels valued and empowered to bring their authentic selves to work. Diversity and collaboration are key to our success, propelling us to new heights in the dairy industry.
#LI-ALETY
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