VP of Sales Strategy and Operations
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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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