Sr. Manager, Revenue Operations

Sr. Manager, Revenue Operations

The Sr. Manager, Revenue Operations is a strategic leader responsible for overseeing Revenue Operations for the Heatcraft business and is crucial to growth initiatives.

The Sr. Manager will oversee the Sales Operations and Pricing teams, which are responsible for owning the businesses pricing strategy, providing strategic insights, owning the opportunity model, designing and implementing customer segmentation, determining resource deployment, allocating quotas, designing compensation plans, executing contracts, customer pricing/rebate agreements and managing other critical data and processes within the team's charter.

Key responsibilities include:

Sales Operations

• Oversee Sales Operations by integrating all sales, channel, and service activities into a unified Revenue Operations group. Create synergies to directly drive and support revenue and optimize field organizations.
• Provide strategic leadership to maximize sales, margin goals, and customer satisfaction.
• Utilize key productivity metrics, collaborate with regions for accurate sales planning, and enhance CRM systems to accelerate growth and ensure predictable revenue through unified processes.
• Offer strategic direction on priorities, market trends, systems, reporting, process improvements, and compliance to improve operational performance.
• Oversee quota setting, allocation, and sales compensation design to ensure fairness and appropriateness.
• Own channel partner strategy, performance metrics (sell-in/sell-through, inventory turns, share of wallet), distributor onboarding, and programs to maximize channel revenue contribution.
• Collaborate with supply chain/operations to align revenue forecasts with production capacity, inventory levels, and lead times; drive improvements in forecast accuracy to minimize lost sales and optimize working capital.
• Oversee the revenue technology ecosystem, including CRM-ERP integration, CPQ, pricing/rebate automation, and partner portals to ensure data accuracy, automation, and scalability.

Pricing and Monetization

• Own and lead the businesses pricing strategy, including the development and implementation of AI tools and supporting resources to equip the field to drive execution.
• Oversee quota setting process, quota allocation and sales compensation design processes to ensure that quotas and compensation plans are executed fairly and appropriately.

Analytics and Insights

• Develop and own revenue analytics frameworks, dashboards, and predictive modeling to track channel health, pricing impact, margin trends, and forecast accuracy; provide actionable insights to leadership.

The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law.