Director of Sales Operations
Purpose:
The Director of Sales Operations will be responsible for optimizing the effectiveness of the Sales organization through the development, implementation and maintenance of a range of sales operations functions. This role will manage the maintenance and upkeep of key sales tools used to track forecasting, sales team performance, and key rep, and team level metrics.
The position will also apply advanced analytical, problem solving and leadership skills while engaging sales team members and interdepartmental resources in the execution of streamlined sales processes.
The primary objective is to improve efficiency of front line sellers and sales management.
Keys:
Innovation: The Director of Sales Operations is responsible for bringing improved and innovative processes and systems to the sales team and managers aimed at reducing the amount of non-sales time required from both roles
Results: The results of the Sales Operations Team are directly tied to the overall performance of the sales team and a key component to success in this role will be increasing selling time by actively working to reduce / eliminate non-selling functions that steal time from sellers
Fully understand your client’s goals: This role exhibits understanding by truly walking in the shoes of the managers and reps, to find ways to look into the business, help others get better and make the whole process better
Proactive: The Director of Sales Operations will proactively look for ways to support managers and reps, stay focused on revenue generating opportunities, coaching and improving as well as surfacing data that helps everyone stay on track
Get things done: The Director of Sales Operations will help everyone get more done by using the data and systems we have to help build and sustain a culture of accountability for the daily actions that lead to success
Examples:
First, you will coordinate with Sales Management Executives to create systems and process that support the goals and objectives of the sales organization. Secondly, you will work to increase sales effectiveness by finding ways to removing and solving many of the things that “steal” sales time from sellers while still providing the data and insights needed to the rest of the company. Thirdly, you will find ways to help sales leaders surface all the information they need in order to level-up, coach and improve performance of the sellers. This will be done through getting into all kinds of data, helping make meaning from that and providing insights that sales management can use to help our sellers.
Accountabilities:
Build a world class Sales Operations Program that reduces non-selling tasks and increases awareness about how the team is performing
Collaborate with other Scorpion departments that directly affect the sales department (Corporate Marketing, Marketing, & PMO)
Track and report on utilization of our CRM and identify ways to help sellers keep current on their Results, Pipeline and Activity
Support sales leadership by actively surfacing information about rep performance for recognition / reward as well as areas to improve / coach so that sales leaders can spend more time helping sellers
Be an expert and own the reporting, analytics and business intelligence we use to determine the performance of the sales team.
Evaluate and implement any new sales tools to make sure they will add efficiency to their day rather than impose more work that is not customer facing.
Ensure the availability and accuracy of relevant sales, pipeline, forecast reports, and dashboards to sales management
Conduct ad-hoc analysis to determine performance of the team in various stages of the sales cycle
Supports Sales Management with quota setting and maintenance tasks for the assigned regions
Commissions reporting and compensation analysis when required
Reporting and analysis: Provide the Sales and Marketing departments appropriate data to make sound decisions, including building standards, key metrics, analyzing trends and providing reporting for Sales Managers
Increase the effectiveness of sales leadership by serving up weekly and monthly performance reporting to be used in one-to-one meetings and coaching sessions.
Success Metrics:
Reduction of time that sellers and sales management spends on non-sales or coaching activities so that the team can reliably hit quota targets.
Consistent, accurate reporting of metrics to Sales Management and Senior Executive Team
Ongoing insights derived from data delivered to Sales Management that can be used for coaching and development
Own the ongoing tracking and reporting of sales attainment and improve it
Commission reporting on a timely basis to finance
Input to commission plans
Creation and monitoring of games, contests and spiffs/games for sales team (mojo)
Support Sales Team in all non-selling activities
Expected Output:
Generate and maintain all sales support materials for the sales team per above
Complete all sales reporting on time per above
Improve and update any sales related processes on an ongoing basis
Organize all sales operations processes in a single place and keep current at all times
Track sales results and keep impeccable track of where individuals and the team are to goal
Manage and track client specific information
Ensure End of Quarter reporting is timely and accurate
Track progress of our clients as they move through the lifecycle
Synthesize and report to management on various aspects of sales team performance
Assist with payroll and commission reporting
Competencies / Qualifications:
Strong Organizational Skills
Attention to detail
Prior experience of managing Sales Operations in a B2B service business company
Demonstrated analytical skills to identify trends, opportunities, and threats
Strong project management skills
Expert level skills in Excel, Google Sheets, Pivot Tables, Google Data Studio and anything spreadsheet and or data related, with a preferred light background in macros / programming
Results oriented with strong decision making skills and the ability to prioritize multiple objectives while meeting aggressive deadlines
Ability to evaluate sales team procedures and create processes to manage workflow
Process oriented, but flexible around business needs
Ability to provide consultative input to management regarding performance and productivity analysis and suggest optimal solutions
Capacity to see and work both broadly and deeply within the organization
Must have a sense of urgency and excellent time management skills
Pay: Salary + Bonuses