Jun 13, 2018
Purpose of Position The Director Sales Operations (DSO) manages support functions essential to sales force productivity and sales enablement. These include planning, reporting, quota setting and management, sales process optimization, RFP management, sales job design, sales training, sales program implementation, sales compensation design and administration, and training, recruiting and selection of sales force talent. The DSO is responsible for the overall productivity and effectiveness of the assigned sales organization. Reporting to the Vice President of Sales, the DSO also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported. Primary of Key Responsibilities To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Responsibilities and essential job functions include but are not limited to the following: Coordinates sales forecasting, planning, and budgeting processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’ s planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the firm.
Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.
Works to ensure all sales organization objectives are assigned in a timely fashion.
Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement.
Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed.
Implements enabling technologies, including CRM, to field sales teams. Monitors the assigned sales organization’ s compliance with required standards for maintaining CRM data. Works closely with sales management to optimize the effectiveness of the firm’ s technology investments.
Coordinates training delivery to sales, sales management, and sales support personnel in the sales organization supported.
Provide input to senior leadership in the development and administration of sales incentive compensation programs.
Working with Accounting, Finance, and Human Resources, provides assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures.
Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.
Directs and supports the consistent implementation of company initiatives.
Builds peer support and strong internal-company relationships with other key management personnel.
Competencies: Leadership - Setting goals for the work group, developing organizational capability, and modeling how we work together: Develops the sales operations and sales management teams across the company to deliver sales operations objectives.
Drives the implementation of company programs by motivating and supporting the management teams within the markets to develop and implement action plans that meet sales and organizational objectives.
Manages through unusual events to keep the markets operating to standard.
Manages with integrity, honesty and knowledge that promote the culture, values and mission of the company.
Plans, identifies, communicates and delegates key responsibilities and practices to the sales operations and sales management teams to ensure smooth flow of sales operations across the company.
Reviews business environments and key business indicators across the company to identify problems, concerns, and opportunities for improvement in order to provide coaching to the sales operations and sales management teams to take action and achieve sales operations goals.
Planning and Execution - Developing strategic and operational plans for the work group, managing execution, and measuring results: Creates implementation plans to support execution of regional and company initiatives to achieve both operational excellence and business results. Follows up consistently to ensure accountability to plans.
Monitors and manages company-wide sales staffing levels. Ensures management-level partner development and talent acquisition in order to achieve and maintain company requirements.
Utilizes existing tools to identify and prioritize communications and filters communications to the sales organization across the company. Communicates clearly, concisely and accurately in order to ensure effective sales operations.
Business Requirements - Providing functional expertise and executing functional responsibilities: Accesses external resources to support company-wide sales operations and to execute company and regional initiatives such as YVC, CVC, Marketing, Safety, Finance, and Sales Development.
Ensures adherence to applicable wage and hour laws for nonexempt partners.
Solicits customer feedback to understand customer needs and the needs of the local community.
Utilizes management information tools and analyzes financial reports to identify and address trends and issues in sales performance.
Colleague Development & Team Building - Providing colleagues with coaching, feedback, and developmental opportunities and building effective teams. Experience 8-10 years of sales operations or finance, sales and operations experience
Experience managing, leading, and developing a team
Experience researching and implementing new sales tools to aid the work flow of an inside sales force
Ability to navigate a matrixed organization and build strategy with buy-in from multiple departments
Experience identifying necessary sales process improvements and leading projects to drive change
Strong communication skills
Organized and can juggle working on multiple different projects at once
Experienced working with CRM systems and preferably Salesforce
Excellent understanding of standard business practices related to Sales Operations processes and systems
Strong analytic and quantitative skills; ability to determine trends and propose solutions
Bachelor’ s Degree in Business, Marketing or other related field
Reading, PA, USA