The Sr. Director of Sales Operations is responsible for the overall productivity and effectiveness of the Carlisle Weatherproofing Technologies (CWT) sales organization and manages all support functions essential to sales force productivity. Reporting to the VP, Waterproofing, you will work closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization to reach set targets and overall company sales goals. Responsibilities include planning, reporting, quota setting and management, sales process optimization, sales job design, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force talent. This position must be effective at making educated and knowledgeable choices that will increase sales performance contributing to the future success of the Company.

Duties and Responsibilities:

Lead and direct the sales operations function to serve as a strategic advantage for the overall CWT sales organization.
Drive sales excellence across the sales organization in the form of sales playbooks which define our selling strategies, sales methodologies, roles, coverage models, processes, and metrics to ensure a high-performance sales culture.
Proactively identify opportunities to improve and optimize sales processes by assessing quality of our prospecting, opportunity qualification, conversion practices, territory management, account management, and pipeline management approaches.
Lead sales enablement strategy and initiatives to arm the sales teams with the tools, technologies, and processes (e.g., CRM and quoting systems) needed to sell more effectively and efficiently. Manages rollout processes, training, and post-launch support. Works closely with sales management to optimize the effectiveness of the firm’s technology investments.
Work closely with HR to develop sales talent through effective onboarding, coaching, and training programs for sales organizations.
Oversee sales analytics and sales reporting to enable sales teams to effectively engage with customers. Works closely with sales leaders to define KPIs and puts in place processes to collect and evaluate sales performance trends, competitive actions, customer win-loss experience, and other relevant customer relationship measures (e.g., Net Promoter Score).
Develop, design, and administer variable sales incentive programs that attract, motivate, and retain high performing sales talent. Ensure accurate and timely payout of incentives and alignment between incentives, performance goals, and business objectives.
Manage and oversee an inside sales team by coaching, training, and monitoring sales representatives’ performance.

Requirements

Required Skills/Abilities/Knowledge:

10+ years of business experience required with strong commercial and financial acumen.
Demonstrated proficiency managing analytically rigorous initiatives. Experience developing teams and appropriately enhancing them to meet the needs of a growing business.
The ideal candidate will have worked in building products or a related industry that understands the business-to-business cycle.
Experience with CRM systems such as Salesforce, Dynamics, NetSuite

Education and Experience:

BS/BA degree in applicable discipline required. Master's in Business Administration, Accounting or Finance preferred.
Prior experience in Sales Excellence or Sales Operations role

Competencies

The successful candidate must bring a high level of ethical, intellectual, professional, and personal values. Including:

Demonstrates ability to work collaboratively with the Senior Leadership Team to achieve company business plan and goals. Assertive in style, but respectful of others, and skilled in navigating competing organizational priorities and agendas. Ability to develop a team and coach others and earn the respect of other team members. A strategic thinker regarding competitive strategy, business models and financial management
Executive presence with demonstrated ability to lead change and drive execution. Possess exceptional interpersonal and communication skills needed to effectively share and engage the organization in key strategic initiatives and communicate effectively. Must contribute and thrive in a dynamic environment.
High energy, self-motivated, and hands-on management style working with all levels of the organization to drive performance and continuous improvement using an analytic and metrics-based approach.

Carlisle Construction Materials

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Sr. Director of Sales Operations