As the Director of Sales Effectiveness, you will be responsible for overseeing all aspects of our sales operations to ensure efficiency, effectiveness, and alignment with company goals. You will play a critical role in driving revenue growth, optimizing sales processes, and enhancing the overall performance of our sales team!
The role involves measuring and analyzing sales force performance, synthesizing information through dashboards and KPIs, and partnering with the business to improve sales effectiveness.
Your responsibilities are to analyze current sales data, create solutions to maximize revenue growth and retention, develop a monthly KPI dashboard for the sales reps, lead the development of goals annually and support the sales governance processes.
Experience:Working closely with field internal management, drives the review, analysis, and evaluation of sales promotional efforts.Developing processes to enhance field force productivity.Being an integral partner of the sales and marketing team to support, challenge and validate strategic and tactics initiatives.Driving compliance with sales operations processes and tools.Developing, implementing and maintaining a comprehensive performance management dashboard across BUs and geographies both at individual and team levels, including sales targets achievement and other critical metrics.Working with cross-functional teams to develop and implement an integrated analytics plan that will align availability of key data to the business planning process (e.g., forecasting, tactical planning).Key Responsibilities:Annual Sales Planning: Collaborate with senior leadership to design and drive territory plans, booking targets, and sales plans that align with company objectives and drive revenue growth.Sales Forecasting and Reporting: Develop and maintain accurate sales forecasts, provide insightful analysis, and generate regular reports to track performance against targets. Lead planning and facilitation of various GTM meetings, including annual Sales Kickoff, Quarterly Business Reviews, regular Pipeline Reviews, and Sales' preparations for the annual Customer Conference.Sales Performance Management: Establish and monitor key performance indicators, providing coaching and support to drive continuous improvement.Sales Bonus Plan Management: Design, implement, and manage commission plans/quota bonus plans to incentivize sales team performance and get results. Ensure fairness across the sales organization.Cross-Functional Collaboration: Foster collaboration and alignment between Sales, Marketing, Finance, Sales Enablement and other departments to ensure a seamless customer experience and capitalize on revenue opportunities.Technology Enablement: Administer sales technology tools and related procedures to support sales operations and enhance productivity. Use Salesforce CRM data and functional enhancements to inform and track customer engagement, sales pipelines, and sales performance data.Support head of sales with ad hoc projects according to company needs.Qualifications:Bachelor's degree in Business Administration, Data Analytics, Marketing, or a related field; MBA or equivalent preferred.6-8 years of experience in sales operations, with a proven track record of success in driving revenue growth and operational excellence. Experience working as a sales effectiveness consultant is highly desired.Excellent analytical and problem-solving abilities, with a data-driven approach to decision-making and a focus on results.Demonstrated proficiency in sales process optimization, sales forecasting, and performance management.Experience with Salesforce, other sales technology, Excel, PowerBI, and other analytics tools.
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