Fortbras

Sales Process and Infrastructure Specialist

Fortbras

full-time

Posted on:

Location Type: Hybrid

Location: São Paulo • Brazil

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About the role

  • **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!
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales processessales routinesoperational infrastructuresales funnelstandardizationbest practicescommercial productivityBPMAgile methodologiesSales Operations
Soft Skills
clear communicationobjective communicationinfluence without authoritychange management
Certifications
Change ManagementAgile methodologies applied to operationsBPM