POSITION/TITLE: Director of Sales Operations

DEPARTMENT: Sales

REPORTS TO: CEO and COO

STATUS: Exempt

WORKPLACE LOCATION: Santa Paula, CA Theodore, AL

JOB SUMMARY:

The Director Sales Operations (DSO) is responsible for understanding key business and stakeholder priorities, and creating innovative and value-add change management, communication, and learning & development. The DSO manages support functions essential to sales force productivity and sales force revenue growth. These include planning, reporting, quota setting and management, sales process optimization, sales job design, sales training, sales program implementation, sales design and administration, and recruiting and selection of sales force talent. The DSO will oversee our sales team and will be responsible for the strategic leadership of our sales team, including crafting sales plans as well as the supervision, coaching, mentoring, and disciplining of sales directors and managers to ensure programs are being executed correctly and goals and objectives are being met. The DSO is responsible for the overall productivity and effectiveness of the assigned sales organization. Reporting to the CEO and COO, the DSO also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled and met within the sales organization.

KEY TRAITS AND CHARACTERISTICS:

· Able to focus on the big picture while being passionate about every minute detail

· An excellent communicator and motivator comfortable working with cross-functional teams

· A true Problem Solver – can think holistically and present scenarios to solve the problem at hand

· Comfortable operating in ambiguity. Apply process where it creates value, and design process where necessary

· Ability to meet multiple deadlines, prioritize work and keep projects moving forward.

KEY RESPONSIBILITIES:

· Conduct an analysis of the current state of sales productivity in conjunction with Sales Operations.

· Establish metrics and objectives for sales enablement and make recommendations for increasing sales productivity.

· Map company’s sales process with our customer’s buying process to understand and enhance what skills, knowledge, process and tools are required by our sales force to increase velocity and conversion rates at each stage in those processes.

· Shift market share from competitors

· Develop target account lists, saturating and penetrating each through proactive solicitation

· Respond to group and leads through all lead channels

· Provide weekly recap to executive management

· Learn details about our products and services

· Meet with potential clients and act as their consultant

· Understand all the prospects needs, problems or wants

· Explain how our solutions align with their pain points

· Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts.

· Coordinates sales forecasting, planning, and budgeting processes used within the sales organization.

· As needed, coordinates planning activities with other functions and stakeholders within the firm.

· Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.

· Works to ensure all sales organization objectives are assigned in a timely fashion.

· Proactively identifies opportunities for sales process improvement.

· Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement.

· Assists sales management in understanding process bottlenecks and inconsistencies.

· Facilitates an organization of continuous process improvement.

· Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization.

· Recommends revisions to existing reports, or assists in the development of new reporting tools as needed.

· Implements enabling technologies, including CRM, to field sales teams.

· Monitors the assigned sales organization’s compliance with required standards for maintaining CRM data.

· Works closely with sales management to optimize the effectiveness of the firm’s technology investments.

· Coordinates training delivery to sales, sales management, and sales support personnel in the sales organization supported.

· Provide input to senior leadership in the development and administration of sales incentive compensation programs.

· Working with Executive Management, Accounting, and Human Resources, provides assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures.

· Directs and supports the consistent implementation of company goals and initiatives.

· Builds peer support and strong internal-company relationships with other key management personnel.

· Accountable for achievement of sales, profit, and strategic objectives for the business.

· Accountable for the on-time implementation of sales organization quotas, KPI’s and performance objectives.

· Accountable for the thorough implementation of sales organization-impacting initiatives.

· Responsible for the oversight, supervision, mentoring, couching, and disciplining of sales staff.

· Responsible for the efficient allocation of technology, support, and training resources impacting the sales organization.

· Accountable for accurate and on-time reporting essential for sales organization effectiveness.

· Achievement of strategic objectives defined by company management.

· May directly manage a support staff made up of Administrative Specialists, Sales Operations Coordinators, or Analysts.

· Directs the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed, coordinating with the appropriate management-level supervisors.

· Own the sales enablement strategy, including sales team development, onboarding and sales process optimization.

· Determine sales enablement priorities with sales stakeholders and maintain the roadmap of sales initiatives.

· Gathers and relays feedback to continuously iterate on enablement strategy

· Provide the sales team with the learning materials, content, and resources to drive growth and success.

· Coordinates educational content and assets for ongoing training and upskilling.

· Continuously optimize the sales playbook for the business to follow throughout prospecting, negotiation and onboarding phases.

· Facilitates and develops sales assets and content used by sales teams.

· Ensures alignment of marketing, sales and delivery value messages throughout the buyer's journey and drive consistency within sales methodologies

· Provide effective onboarding and training programs for the sales team and establish a sales force training plan focused on developing and reinforcing critical sales competencies.

· Use performance data to identify knowledge or skill gaps across the sales team.

· Shorten the path to proficiency and effectiveness for the various sales teams.

· Works closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success.

· Fosters close, cooperative relationships with peer leaders, sales management, and sales and support personnel.

REQUIREMENTS AND TECHNICAL COMPETENCIES:

· Some college preferred. High school diploma, general education degree or equivalent is required.

· 5+ years’ experience in sales and sales management in a business-to-business sales environment

· Previous experience as a sales executive, sales manager or sales and marketing director

· Ability to communicate, present and influence all levels of the organization, including executive and C-level

· Proven ability to drive the sales process from plan to close

· Proven ability to articulate the distinct aspects of products and services

· Proven ability to position products against competitors

· Demonstrable experience as head of sales, developing client-focused, differentiated and achievable solutions

· Demonstrated proficiency managing analytically rigorous initiatives.

· PC proficiency

· Excellent knowledge of MS Office, including Sharepoint, Outlook, MS Word and MS Excel.

· Demonstrated skills using CRM software

· Must be proficient in English written and communication skills

· Working knowledge of business systems processes

· Strong data entry, and written and oral communication skills

· Able to comfortably present to small and large audiences in person or over web conferencing tools.

· Able to leverage MS Teams, Zoom or other web conferencing tools to effectively communicate with customers, make sales presentations and train team members who are not on site.

· Knowledge in effectively facilitating live and virtual training programs of various attendance levels

· Ability to learn new technical applications quickly and in-depth

· Professional demeanor

· Highly motivated and target-driven

· Prioritizing, time management and organizational skills

· Knowledge of business best practices and administrative procedures

· Ability to type (45-60 WPM)

· Interpersonal and listening skills

· Problem analysis and problem-solving, and attention to detail and accuracy

· Strong analytical, oral and written communication skills with the ability to build quick rapport with all levels of staff, SMEs, and customers

· Demonstrated strong attention-to-detail and ability to work with accuracy.

· Ability to work autonomously on multiple projects and to prioritize daily tasks and responsibilities effectively.

· Ability to interact with team-members in a professional manner using tact, courtesy and good judgment to provide timely inquiry response and other routine customer support.

· Ability to collect, organize, analyze, distill and document significant amounts of information and process steps

· Ability to lead without authority to ensure documents move through the required review and approval steps

WORK ENVIRONMENT and PHYSICAL DEMANDS:

· This job operates in a professional office, call center and sales environment.

· This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines and various computer programs.

· The Director of Sales Operations is routinely required to sit, stand, walk, climb stairs, touch, see, and hear; occasionally operate machinery and occasionally lift up to 45 pounds.

· While performing the duties of this job, the employee is regularly required to sit, stand, walk, climb stairs, talk and hear.

· Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

· Able to sit at computer in cubicle workstation for extended periods of time, 5 days a week

· Must regularly be required to sit, talk, hear, and have regular use of hands and fingers to operate mouse, keyboard, telephone, and any other computer related equipment

· Must have vision abilities to operate computer and phone system

· Employee must have ability to complete product training which can include but is not limited to meet independent lifting ability of 40-50 lbs. and physical demands including but not limited to: standing squatting, operate machinery, and perform repetitive motions

· Some travel(domestic and international) may be required.

BendPak Inc. is an equal opportunity employer. Applicants are considered for employment without regard to race, religion, creed, color, national origin, ancestry, medical condition (including genetic characteristics), mental and/or physical disability or handicap, marital status, sex, age, veteran status, citizenship status, sexual orientation, gender identity, political party preference, political belief, socioeconomic status, familial status, registered domestic partner status, military service, pregnancy, childbirth, and related medical conditions and any other characteristic or activity protected by federal, state or local law.

Job Type: Full-time

Pay: From $70,000.00 per year

Benefits:

401(k)
Dental insurance
Health insurance
Vision insurance

Schedule:

Monday to Friday

Ability to commute/relocate:

Santa Paula, CA 93060: Reliably commute or planning to relocate before starting work (Required)

Experience:

Sales management: 5 years (Preferred)

Willingness to travel:

25% (Preferred)

Work Location: One location

BendPak

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Director of Sales Operations