Senior Director, Sales Force Effectiveness

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
Segmentation and Channel Optimization

Assess the customer segments and channels to optimize the go-to market strategy to gain differentiation and competitive advantage

Professional Skills

Project Management: Own and manage the high-quality execution of individual projects. End-to-end project management will include roadmap design, management of the project team and plan, and development and presentation of final deliverables.

Project Fulfillment: Contribute to project work by combining creative problem solving with analytical rigor to drive actionable insights. Representative project work includes developing reporting frameworks and dashboards, performing B2B/B2C customer segmentation and statistical modeling, and managing digital community & social media execution and measurement.

Data Manipulation & Analysis: Work with project team to understand, manipulate and analyze client and market data using various tools, which may include: MS Excel, SQL Server, BI tools such as SSRS or Tableau, and statistical programs such as SPSS or R.

People & Team Leadership: Motivate, develop, and challenge all members of project teams to exceed client expectations. Provide value-added thinking and mentorship to ensure junior team members develop over time and are satisfied.

Client Relations: Manage client relationships on a day-to-day basis while collaborating with internal client team members. Partner with client teams to define project requirements, develop hypotheses, gather data, brainstorm alternatives, and generate recommendations.

Qualifications:

Industry Experience, B2B, and Business Services; experience working with PE and/ or PE relationships is a plus
Strong financial acumen, understanding of P&L and cost drivers; proven ability to build a quarterly/annual business plan
15+ years’ experience running a B2B sales team (at a Regional Sales Director level or RVP/VP level) and has held responsibility for forecasting, building/managing a sales pipeline, and holding sales reps accountable to results, managing coverage, performance, and compensation
Familiar with, and has used CRM tools such as Salesforce for dashboards, reports, metrics and analytics to run a sales team through CRM dashboards, familiarity with CRM such as Salesforce
Analytically driven and exposure to various tools and technologies, including relational database (SQL), BI (Alteryx, Tableau), statistical (SPSS, R), web analytics (SiteCatalyst, Google Analytics)
Strong quantitative mindset combined with excellent communication and interpersonal skills
Exceptional project management and presentation skills
Outstanding people development and management skills; ability to lead junior team members and help guide their careers
Demonstrated experience providing intellectual and task leadership on complex projects
Ability to work independently in an unstructured environment, think on your feet, and respond with confidence and creativity
Consulting experience preferred (not required)
MBA from a top-tier university preferred (not required)