Senior Director, Sales Forecasting Lead

Position Overview

Own the end-to-end forecasting process, which consolidates inputs across the worldwide sales organization to produce an accurate and actionable view for CRO and Sales leadership on a weekly basis. Ensure field teams have the tools and data required to deliver high-quality forecasts. 

Team & Structure: Within Sales Strategy & Excellence (executes on sales strategic initiatives & coordinates cross-functional efforts); process owner for the global sales forecasting cadence. 

Responsibilities

• Coordinate the global sales forecasting process and cadence (weekly/monthly/quarterly), consolidating inputs from frontline managers through leaders into a single forecast for executive leadership

• Partner with Go-to-Market Strategy, Segment Strategy, Finance, and Enterprise Architecture to ensure field teams have the tools and data required for accurate forecasts

• Identify forecast gaps and risks; lead coordination of follow-up analyses and corrective actions

• Incorporate indirect channels (e.g., partners) into the consolidated forecast through AI models and regular cross-functional touchpoints with channel leaders

• Continuously refine forecasting policies, methodologies, templates, and workflows to improve accuracy, timeliness, and reporting efficiency; calibrate for bias

• Publish C-Suite ready materials with drivers, risks, and recommended mitigations; track forecast accuracy versus actuals

Minimum Qualifications

• Bachelor’s degree in Finance, Business Administration, Economics, or related field. MBA or advanced degree in a relevant field is highly desirable

• A minimum of 10 years of experience in sales forecasting, financial analysis, or sales operations, with at least 3 years in a leadership or managerial role

• Proven expertise in coordinating sales forecasting processes and partnering with finance and strategy teams to ensure comprehensive and accurate sales forecasts

• Exceptional analytical skills with the ability to interpret complex data sets, identify trends, and develop actionable insights

• Strong business acumen with a deep understanding of sales processes, forecasting methodologies, and financial principles

• Excellent project management skills, with the ability to manage multiple tasks and deadlines in a fast-paced environment

• Demonstrated experience in collaborating with cross-functional teams, including GTM Strategy, Segment Strategy, Channel Finance, and Chief Architect to develop and implement effective forecasting tools and processes

• Proficiency in sales forecasting tools, CRM systems, and advanced skills in Microsoft Excel and other analytics software

• Strong technical skills, including the ability to work with large data sets, generate reports, and build forecasting models using various tools and software

• Experience with business intelligence tools and data visualization platforms, such as Tableau, Power BI, or similar

• Understanding of and experience with GDI & GET data systems to ensure field teams' forecasting data needs are met

• Proven ability to lead and mentor a team, fostering an environment of collaboration and continuous improvement

• Strong decision-making skills, with the ability to prioritize and manage resources effectively to support the forecasting process

• Ability to communicate and present complex data insights succinctly to various stakeholders, including senior leadership

• Excellent verbal and written communication skills, with the ability to convey complex ideas clearly and persuasively

• Strong interpersonal skills, with the ability to build and maintain relationships across different functions and levels within the organization

• Ability to influence and drive change across the organization to improve forecasting accuracy and streamline reporting processes

Preferred Qualifications

• High level of integrity, professionalism, and commitment to excellence

• Strong attention to detail with a focus on delivering high-quality work

• Flexibility and adaptability to adjust to changing business needs and priorities

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