Sales Operations Specialist

Applus+ Laboratories; Cerdanyola del Vallés; On-site; EUR 42,000 - 66,000; Full time

Job summary

Applus+ Laboratories, a division of the Applus+ Group, seeks a Sales Operations Specialist to own daily inbound lead flow and triage. You will route inquiries, enforce SLAs, and coordinate with marketing to feed outcomes back into campaigns.

Candidates should have a strong process mindset, 3–5+ years in Sales Ops or lead operations, and proficiency with Dynamics 365, Power BI, and marketing automation. This role emphasizes data integrity and cross-functional collaboration.

Qualifications

• Bachelor’s degree in Business Administration, Engineering, Marketing, International Relations, Data Analytics or related field.
• 3 to 5+ years in Sales Operations, Lead Operations, Inside Sales/SDR Team Lead, or B2B process management.
• Experience in TIC, technical services, industrial consulting or complex B2B is preferred.

Responsibilities

• Monitor and manage the real-time entry of leads across multiple channels (web forms, direct emails, trade shows, digital campaigns, etc).
• Enforce and manage lead assignment rules (Routing Rules) based on technical scope, industry vertical, geography, and account size.
• Resolve allocation ambiguities for multinational clients or multi-service inquiries, ensuring smooth assignment to the appropriate destination.
• Maintain strict control over initial response times, enforcing organizational SLAs.
• Ensure no lead goes unattended: elevate absences, delays or SLA breaches to Sales managers and coordinate reassignment to an available salesperson.
• Monitor unassigned and open lead queues daily, ensuring owners follow up and keep CRM statuses current.
• Ensure Sales records accurate qualification, disqualification and loss reasons in CRM. Review lead outcomes with Marketing to improve targeting.
• Maintain data integrity and consistency across top-of-funnel and middle-of-funnel CRM records.
• Identify process bottlenecks and propose workflow improvements and automation enhancements.

Skills

Lead management

CRM usage

Data analytics

SLA enforcement

Cross-functional coordination

Process discipline

Agile problem solving

Education

Bachelor's degree

Tools

Microsoft Dynamics 365

Power BI

Excel

Marketing Automation tools

Sales Engagement tools

Job description

We are Applus+ Laboratories, the division of the Applus+ Group that provides testing engineering, certification, and product development services.

We are looking for a highly process-driven, analytical, and rigorous Sales Operations Specialist to own and manage our daily incoming business flow (Lead Management).

Processing thousands of B2B inquiries and leads per month, you will ensure every lead is triaged, routed to the right salesperson and followed up within agreed SLAs. As the operational bridge between Marketing Demand Generation and Sales Execution, you will align handoffs and qualification criteria, and feed lead outcomes back to Marketing.

Key Responsibilities

1. Daily Operation & Triage of High-Volume Inbound Flow

• Monitor and manage the real-time entry of leads across multiple channels (web forms, direct emails, trade shows, digital campaigns, etc).
• Enforce and manage lead assignment rules (Routing Rules) based on technical scope, industry vertical, geography, and account size.
• Resolve allocation ambiguities for multinational clients or multi-service inquiries, ensuring smooth assignment to the appropriate destination.
• Maintain strict control over initial response times, enforcing organizational SLAs.
• Ensure no lead goes unattended: elevate absences, delays or SLA breaches to Sales managers and coordinate reassignment to an available salesperson. Sales retains ownership of customer contact and commercial qualification.
• Monitor unassigned and open lead queues daily, ensuring owners follow up and keep CRM statuses current.

4. CRM Data Quality & Closed-Loop Feedback (Marketing-to-Sales)

• Ensure Sales records accurate qualification, disqualification and loss reasons in CRM. Review lead outcomes and conversion with Marketing to improve campaign targeting and lead quality.
• Maintain data integrity and consistency across top-of-funnel and middle-of-funnel CRM records.
• Identify process bottlenecks and proactively propose workflow improvements and automation enhancements.

Requirements & Desired Profile

Experience & Education:

• Bachelor’s degree in Business Administration, Engineering, Marketing, International Relations, Data Analytics or a related field.
• 3 to 5+ years of experience in Sales Operations, Lead Operations, Inside Sales / SDR Team Lead roles, or B2B commercial process management.
• TIC, technical services, industrial consulting or complex B2B experience strongly preferred.

Technical Skills:

• Advanced proficiency in major CRM platforms (Microsoft Dynamics 365) and Marketing Automation / Sales Engagement tools.
• Strong Excel and Power BI/reporting skills to analyse funnel metrics, including Speed-to-Lead, conversion, SLA adherence and queue bottlenecks.
• Familiarity with B2B lead qualification frameworks (e.g., BANT, CHAMP).
• Process Discipline & Detail-Oriented: Exceptional execution rigor and obsession with operational consistency.
• Assertiveness & Diplomacy: Ability to enforce SLAs and hold salesteams accountable with professionalism and a results-driven mindset.
• Agile Problem Solving: Ability to make quick, sound decisions in a fast-paced, high-volume environment.