VP of Sales Strategy and Operations

| Chicago | Hybrid
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Responsibilities
Strategic leadership

  • Make recommendations to CRO and broader organization on key components of sale strategy:
    • Account segmentation
    • Sales Coverage
    • Territory Planning
    • Sales Capacity
    • Incentive Compensation
  • Identify actionable strategic insights based on relevant business analysis (e.g., win / loss, close rates, renewal rates, etc)
  • Institute team KPIs that tie to the team and corporate strategy; articulate why particular KPIs are used and articulate how they tie to strategy

 

Revenue generation

  • Put in place the reporting and operating cadence to measure and manage all facets of new business generation from lead to deal closure to deal post mortems.
  • Partner with field sales leadership to forecast new business and deliver against this forecast based on both analytics and rigorous deal inspection.
  • Partner with field sales leadership to define and enhance our sales process (e.g., stages, content created at each stage, etc).
  • Support broader SMS leadership in forecasting, revenue, sales targets, and other financial analysis efforts.

Pricing

  • Manage a small team that delivers pricing recommendations based on multiple factors, such as in-depth customer insights, sound financial forecasting and a thorough understanding of the competitive landscape
  • Develop and lead a cross-functional deal desk process

Operational Leadership

  • Serve as a single point of contact for leadership inside the organization as the owner of sales    data in the SMS CRM and additional data platforms
  • Oversee existing applications related to sales operations or automation
  • Build and maintain collaborative relationships with both internal and external clients

Misc.

  • Serve as a subject matter expert to the departments on sales, operations and pricing best practices; coach and mentor sales operations staff
  • Foster a positive team environment
  • Ensure confidentiality of internal and external data
  • Perform ad-hoc projects and other duties as assigned
  • Travel expected up to [5%] of the time

Professional Skills

These are the professional skills we would expect from an individual fully established in this role.

  • Customer Service - Expert
  • Verbal Communication- Expert
  • Written Communication- Expert
  • Teamwork- Expert
  • Relationships - Expert
  • Negotiation - Advanced
  • Organizational Awareness- Expert
  • Analysis - Expert
  • Problem-Solving - Expert
  • Process Orientation- Expert
  • Prioritization - Expert

Role Specific Skills

  • Computer Skills: Proficient in Microsoft Word, Excel, PowerPoint, Outlook required
  • Professional, relevant examples of effective sustainable client relationships
  • Creativity/innovation to apply new and evolving ideas, methods, designs and technologies
  • Ability to thrive in ambiguous situations and driven by urgency.
  • Proactive, collaborative and decisive leader

People Management Skills

  • Advanced proficiency in all people management processes, including recruitment, performance management and reward
  • • Advanced proficiency in building, growing and developing a team; including department structure design and resourcing
  • • Advanced proficiency in coaching and developing individual team members to reach their potential
  • • Proficient in engaging multiple teams through communication, processes, personal impact and influence

Minimum Qualifications

  • Bachelor’s degree required
  • At least 8 years of sales experience and a minimum of 5 years of complex sales to executives in large organizations, ideally in technology or services required
  • Extensive knowledge of sales process, methodology and data required
  • Comprehensive understanding of CRM’s and sales reporting

 

Other Relevant Qualifications

  • Master’s Degree in relevant field preferred
  • Industry knowledge and experience preferred

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Location

130 E. Randolph Street, Chicago, IL 60601

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