Director of Commercial Operations

Job Summary

The Director of Sales Operations leads the sales operations team, processes, and tools to drive world‑class sales force productivity and serves as a strategic partner to the sales leadership team. This person leads and executes strategic initiatives that boost revenue and improve efficiency for continuous exponential growth. Responsible for the CRM, Sales compensation, Analytics and identifying and improving overall business processes.

This person will build strong internal company relationships across all levels of the organization.

• Identify, scope and drive critical projects and sales initiatives partnering with cross‑functional teams across the organization
• Drive operational excellence through identification and execution of opportunity areas that create efficiency, remove obstacles, or create improved processes and approaches to the business, leading cross‑functional teams to get work done and driving recommendations through to implementation
• Proactively identify 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.
• Optimize sales processes and programs as it relates to Quote to Cash, Deal review, forecasting. Sales Pipeline & Forecast Management to drive forecast accuracy and predictability against bookings targets
• Manage sales technology strategy & deployments. Develop strategies to optimize SFDC as a tool and data quality improvement
• Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.
• Provide input to senior leadership in the development and administration of sales incentive compensation programs.
• Owns corporate pricing process ensuring new business quotes are submitted in a timely manner, execution of customer contracted price agreements, implementation of price changes, and overall price administration
• Identify and manage margin expansion projects
• Own profitability of organizational markets, prepare presentations for both monthly business reviews and quarterly profitability reviews. Prepare information, provide detailed analysis on organizational profitability while identifying trends that impact profitability as well as areas to improve results.
• 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
• Design, implement and own sales metrics, sales reporting and analytics. Partner with Sales leadership to improve sales forecasting and accuracy. Directs the sales forecasting process.
• 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.
• Lead recurring and ad‑hoc analysis to enable well informed executive decision making
• Identify, develop and provide the direct and inside sales forces the use of analytical tools that can be used in customer communications, pricing, and measurement of sales metrics. Develop monthly and quarterly sales representative scorecards
• Advance within the operations and supply chain teams the use of analytical tools that can be used to measure actual vs. planned cost by order, product, and time period
• Provide sales performance metrics to general managers and VP of Sales & Marketing, including sales activities analysis and top customer target reporting
• Serve as  (CRM) administrator and corporate trainer, and create dashboard reporting to help drive a culture of sales excellence
• Embed coaching in everyday conversations with sales representatives and first line managers
• Other duties as…