Position Summary:

The Senior Director, Global Sales Operations is a new role to Ergotron and be critical to successfully achieving Ergotron’s growth and profit objectives. This leader will must partner cross-functionally with Sales, Marketing, Finance, IT, Operations, and Supply Chain to implement and manage the sales operations functions to enable the commercial organization to achieve it’s goals. This leader will design and build the Sales Operations function, to include but not limited staffing the team, systems utilization (CRM, etc.), design and reinforce standard processes, produce sales and customer KPI’s, project manage sales programs and initiatives, account administration, etc. It will be critical to work with region (North America, EMEA and APAC) leaders to define how the organization can most effectively support the global sales effort rationalizing what work should be done centrally versus in region.

The leader will also work cross functionally related to sales training, compensation and marketing to jointly develop, execute and measure demand generation programs, integration of marketing support into the sales process, IT to manage sales systems e.g., Salesforce CRM, and finance to manage forecasts and budgets. The Senior Director of Global Sales Operations will also be expected to help prepare monthly operating review and board of directors materials for the EVP of Global Sales. This leader must be prepared to establish an ongoing effort and support structure to drive discipline and consistency in the process of managing sales performance through leveraging Salesforce ecosystem and change management to include training and reinforcing metrics used to manage sales representatives and leaders.

Position Responsibilities:

Develop and implement innovative sales processes and tools to maximize the overall effectiveness of the sales organization globally.
Develop and execute annual plan for Sales Operations and Support teams; including development of strategy, support structure, and talent management to enable the overall company and sales strategy
Work with the EVP Global Sales to design and publish sales KPIs
Work cross functionally at the direction of the EVP of Global sales to design standard sales and company processes to enable consistent sales execution and measurable results
Partner with sales leadership, finance and HR on new sales structures and deployment models in response to evolving customer needs, market changes and competitor moves.
Collaborate with marketing to ensure alignment of processes and KPIs in support of joint go-to-market strategies
Drive continuous improvement in sales techniques and capabilities such as strategic enterprise selling, value based selling, and consultative selling
Partner with IT to leverage standardized tools and systems globally that improve the efficiency and effectiveness of sales processes including quotation, order management, sales activity management, Salesforce CRM, quota setting, pipeline reporting, forecasting, performance to plan and incentive payment.
Lead development processes for key account planning and track utilization of the plans
Establish and manage key financial, service level, and performance metrics through standardized reports, scorecards and operational reviews.
Utilize LEAN tools to identify and resolve the most significant operating inefficiencies and causes of customer dissatisfaction.
Focus on continuous improvement of processes and the development of employees through individual performance and development plans.
Partner with human resources to design and administer the on-boarding process for new sales team members.

Core Deliverables and Key Objectives

Increased sales productivity (revenue/volume per headcount)
Increase sales effectiveness (size, number of and win rates of opportunities)
Decreased sales OPEX as a % of sales
Gain market share and customer wallet share
Successful CRM system utilization aligned with key metrics - SALESFORCE
Reduced time to effectiveness for new hires
Normal distribution of performance to quota across sales team
Sales program and project management – scoping, implementation, and tracking success
Successfully design, build and implement sales operations protocols across the globe, ensuring consistency in process while balancing regional sales operations nuances
Support pricing programs
Design and manage consistent process for RFPs, etc.

Management & Organizational Development

Design, implement and lead sales operations function and team that ensures quality reporting and process consistency across global regions to achieve sales objectives
Direct reporting responsibility for US Sales Operations team with matrix reporting to resources within EMEA and APAC regions
Clearly define roles, ownership and responsibilities for the sales operations team, partnering with key stakeholders across the organization to identify critical relationships and interdependencies
Provide leadership, coaching and development plans for global team members
Responsible for timely and accurate updating of all required systems and programs necessary for sales operations including Salesforce and others as appropriate to ensure customer data is well maintained and ensure sales tech stack supports the go to market plan
Additional duties as requested.
Supports “Lean Business Enterprise” initiatives for continuous process improvement and waste elimination for Ergotron and Customer/Channel effectiveness

Position Requirements (Knowledge and Experience):

5+ years in an outside or inside sales role
7+ years working in a formalized sales enablement/operations function leveraging salesforce technology
Strong Salesforce CRM experience including Salescloud pipeline management
10+ years in a sales, sales operations or customer engagement leadership role
Has a change management methodology and tools and experience implementing change
Experience integrating salesforces and sales operations required, across multiple verticals and regions preferred
Understand how to leverage multiple channels (field and insides sales, distribution, resellers, etc.) to manage specific customer segments
Is a resourceful self-starter, self-directed and thrives in a fast paced, “boot-strapped” organization requiring a high-level self-reliance and comfortable building capability from the “ground up”
Experience researching, analyzing codifying data from internal and external sources to provide insights into business performance
Strong comprehension of sales resource optimization/deployment/coverage, sales process, tools, metrics, programs, and resources, including nuances or regional variations that need to be considered
Demonstrated problem solving and decision-making ability
Experience designing and scaling best practices to increase the level of sales acumen in the sales function
Strong experience developing and using market, customer, and sales metrics to provide insights to the sales organization
Experience with sales compensation design, implementation, and tracking
Knowledgeable about a variety of sales training methodologies
Demonstrated ability to create, set, and achieve strategic initiatives that specifically align with organizational goals.
Must possess strong analytical skills and the ability to distill complex situations into actionable items.
Must possess an open, collaborative working style that thrives in a cross-functional, matrix team environment.
A track record of high achievement, meeting/exceeding goals and driving results is required.
The ability to inspire, lead, influence and motivate is imperative.
Skilled at designing and using KPI’s to provide actionable insights about the business
Must have a passion for customer satisfaction, prior leadership of customer service and engagement programs preferred
Solid understanding of methods to facilitate the sales organizations’ ability to support the company’s overall pricing initiatives
Demonstrated good business acumen and decision-making skills.
Demonstrated intellectual curiosity, responsibility, determination, creativity, flexibility, drive, and self-confidence
Must be able to travel domestically and internationally up to 25% and have a valid driver’s license and passport.
Live within a commutable driving distance of the Eagan, MN headquarters preferred or willingness to travel to headquarters a substantial amount of time.
Proficient in Microsoft Office (including Excel, PowerPoint, and Outlook), Oracle, Salesforce and company owned websites.
Must be able to perform the physical requirements of the job as described to you for the position.

Benefits:

At Ergotron, we are committed to moving you forward with leading benefits and reward programs. Beyond a fast-paced, innovative work environment, we offer a comprehensive and competitive pay and benefits package, including but not limited to; medical, dental, vision, life, disability, tuition reimbursement, 401k with match, and an Employee Assistance Program (EAP)
We work hard and we recharge. With five weeks of Paid Time Off (PTO), eleven paid holidays and summer hours our employees have ample time throughout the year to spend with family and friends, traveling or relaxing.

Ergotron

New Jobs

Sr. Director, Global Sales Operations