Senior Director, Sales Force Effectiveness

How You Will Contribute

Advise companies in the areas of Revenue & Margin Management—sales force effectiveness, margin management, marketing optimization and interim sales leadership. Our team focuses on driving performance improvements in top-line revenue, margin improvement and marketing mix optimization. The ideal candidate must be capable of managing teams of Alvarez & Marsal professionals to address complex business challenges within the Commercial Excellence practice. The right person will be highly skilled at communicating with C-level management, conceiving, and structuring analytical plans to uncover drivers of performance, designing actionable solutions to Revenue & Margin Management issues, and developing implementation plans.

The Senior Director, Salesforce Effectiveness will be responsible for leading teams that execute our clients’ ongoing Revenue & Margin Management programs, design B2B and B2C customer measurement solutions, and deliver data-driven business insights. In addition to project work, you will also be expected to contribute to the creation of intellectual property and internal team building. You will be expected to learn new concepts quickly, stay abreast of advances in technology and related fields, and apply your experience to creatively solve our clients’ business problems.

Sales Force & Market Coverage

Develop transparency into market trends, competitive dynamics, growth opportunities, and customer and end-user behavior and purchasing decisions
Assess and recommend optimal salesforce design and organization structure, coverage, and productivity improvement
Review and adjust sales incentive / compensation plans to ensure they align with company profitability goals / objectives
Evaluate time spent by salesforce on value-add activities and effectiveness of their customer interactions, and recommend solutions
Sales Process & Operations

Review and optimize a consistent sales process
Ensure leads are efficiently generated & converted into profitable sales, and sales is held accountable to KPI’s and metrics
Review usage of advanced tools and technologies including CRM to drive accountability and establish greater visibility into the sales pipeline