What Exactly Does a COO Do in an IT Firm? Seeking Insights for Our New Structure

Dear Friends,

Good Day. This is Manighanda Raaja working as a Human Resource Officer in a Software Solutions firm (Offshore Development Centre) in Chennai. We have changed the Organization Structure and included a position called 'Chief Operating Officer'. However, we have not yet implemented it to understand the role of the COO in an IT Firm. Please help me to understand the role of a COO, which will be very useful to activate this in our firm.

My advance thanks to the viewers and their help!

Regards,
Mani Raja

Maniraja,

HERE IS SOME USEFUL MATERIAL.

REGARDS

LEO LINGHAM

POSITION: CHIEF OPERATIONS OFFICER [COO]

Position reports to:

Chief Executive Officer [CEO]

Primary objective

Plan, direct, and control selected operational activities through divisions/states to achieve business goals and profit targets.

Specific accountabilities

Direct the operations of selected business activities to ensure the current and future plans of the organization are met.
Report to the Chief Executive and Board on major operational issues and results.
Develop procedures, policies, and controls to assist in achieving acceptable profit situations throughout the organization.
Oversee and direct the activities of Division/State managers in achieving business objectives.
Implement policies and controls to maintain existing operating results and growth.
Supervise the preparation of new branch operations' business forecasts, budgets, and reports on aspects of profitability, capital expenditure, and operational performance where appropriate.
Participate in group business planning and monitor results and policies of competitive organizations in preparing future plans and strategies.
Develop and review marketing plans and opportunities to promote the organization's products and services.
Monitor revenue and expenditure in the operating divisions to ensure the attainment of profit objectives.
Direct and supervise the opening of new operations, including staffing, equipment, licenses, signs, etc.
Coordinate the activities of managers with operational responsibilities in states and divisions to ensure the company's operating policies and procedures are maintained and to review the performance of those areas of responsibility.
Supervise daily production where appropriate to optimize resource use, minimize costs, and maintain quality standards.
Ensure compliance with all legal, statutory, and corporate affairs requirements on a timely basis as appropriate.

Some of the responsibilities are set by the CEO/ the Board---guided by:
- the expertise of the COO.
- the objectives/strategies adopted by the company.
- the needs of the organization.
etc, etc.

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Mr. Leo, I need roles and responsibilities for the Sales Director - IT for a banking solution product. Can you please assist me with this?

Gerry

Hello,

I am providing you with job responsibilities for COO; I hope it's useful and correct.

Please try to mix and match all the views provided and then kindly come to a conclusion.

Understanding of the software services industry and a strong knowledge of technology architectures, software development/management processes.

Strong knowledge of industry applications and development life cycles, general knowledge of professional services vendors, tools, and experience with geographically distributed and culturally diverse workgroups.

To support customers in the adoption of new technologies.

Plan and control the business unit Centers of Excellence in emerging technologies.

Development of competencies and reusable assets.

Man management skills are important as he would be handling a large team of senior experts.

Should have laid down systems and procedures for the fast-growing technology company in the past, which is an ongoing procedure.

He should understand the systems and operating systems.

Should be able to make decisions on software integrations and be aware of databases.

Work directly with industry domain teams to enable the delivery of solutions and service innovation in response to changing market and technology conditions.

Rapidly assimilate emerging technologies understanding.

Develop competencies and transfer to internal training groups for broad-based training.

Development of competencies and reusable assets.

Thank you,
Octavious

Gerry,

Here is some useful material. Before you fine-tune the JD, you should:
- Review the corporate objectives.
- Review the corporate strategies.
- Review the corporate marketing objectives/strategies.
- All these will influence the sales job role.

Regards,
Leo Lingham

POSITION: Sales Director.

Position reports to,
Chief Executive Officer [CEO]

Primary objective: Develop, direct, and control the sales business strategies and activities for the organization's sales activity to achieve revenue, sales, and profit targets.

Specific accountabilities:
- Direct all sales activities for the achievement of short and long-term business objectives, increased profit, and market control.
- Establish and coordinate the sales objectives, policies, and programs within the context of the overall corporate plan and, where appropriate, recommend standards and set targets and quotas.
- Prepare or arrange for preparation of the budgets, reports, and forecasts and ensure they are presented in a timely manner to the Chief Executive.

Define, implement, and lead sales strategy for THE BUSINESS SOLUTION SALES operation driving generation of margin and revenue through multiple sales channels of business. Plan and develop a sales organization that is best in class.

Define and implement the sales strategy, implementing monthly and quarterly sales targets that drive improved business performance, devise and drive strategic recommendations that lead the sales organization to outperform budget/targets.

Lead the sales organization, providing direction, focus, and motivation on the strategy and key business deliverables across the sales channels. Engage with Industry Bodies or influencers in the industry to leverage sales opportunities, and increase awareness of the company on various channels. Review market trends, market pricing, competitive position, and key developments and threats for the company, and provide recommendations to the sales organization and commercial management team. You will lead strategic direction on the market area, anticipating internal and external business challenges.

Appraise the activities of the sales staff according to overall sales strategies. Monitor and evaluate the performance and the efficiency of staff and procedures. Coordinate subordinate staff to optimize the use of human and material resources to achieve goals. Consult with subordinate staff and review recommendations and reports. Direct the preparation of operational matters including volume and profit objectives, promotion distribution, pricing, and selling. Direct sales activities by setting product mix, geographical sales areas, and customer service standards. Control and monitor sales methods, key customer strategies, and arrangements by recommending prices, discount policies, credit arrangements, and conditions of sale. Monitor customer service, invoicing, expenditure, payments, and administration costs. Direct the development of initiatives such as new products, incentive bonus schemes, and the dropping of unprofitable products. Maintain necessary contact and negotiations with major suppliers, key customers, industry associations, and government representatives to achieve the objectives of the division. May assist in the direction of merchandising methods and distribution policy. Select, or approve the selection and training of staff. Establish lines of control and delegate responsibilities to subordinate staff. Ensure all the activities of sales comply with relevant Acts, legal demands, and ethical standards.

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