ROLE OVERVIEW

The Director, Sales Operations & Commercial Excellence leader plays a critical role in supporting the sales team by integrating non-customer-facing activities across sales, marketing, customer service, and finance to drive growth through operational efficiency and ensure accountability to revenue. This position requires a blend of technical and analytical skills to manage the CRM system, analyze sales data, and improve sales processes, leveraging data and metrics to make informed decisions. Primary responsibilities include implementing efficient systems to increase organizational productivity, demonstrating company values, building internal relationships, influencing, and achieving results without direct authority.

RESPONSIBILITIES: Director, Sales Operations & Commercial Excellence

Organize, analyze, and interpret commercial sales data to provide actionable insights, ensure accurate forecasting, and drive strategic decision-making for revenue growth and market competitiveness.
Translate metrics into actionable insights and execute efficient processes to drive revenue growth and productivity.
Oversee the new business sales funnel and periodically analyze and adjust the sales compensation program to meet business objectives.
Create and implement continuous sales process and productivity training content to ensure high utilization and business impact.
Lead the execution and retraining of the commercial sales team for improved sales effectiveness.
Drive CRM data management tool adoption to support robust and predictable growth and efficient business processes.
Build and maintain dashboards/KPIs to translate data into clear insights for faster decision-making.
Spearhead volume and revenue forecasting, working with sales, finance, and supply chain leaders.
Manage CRM tools for contact, account, and opportunity management, and evaluate integrated solutions for marketing automation and other tech stack needs.
Stay current on market trends, maintaining awareness of competitor activity, competing products, services, and relevant organizations. Recommend appropriate product solutions and evaluate sales techniques within the industry.
Responsible for all other aspects of planning, scheduling, organizing, managing, and assessing performance on all sales programs and contracts.

REQUIREMENTS: Director, Sales Operations & Commercial Excellence

A minimum of a bachelor’s degree in business, finance, aviation, or a related field is preferred or commensurate experience.
5+ years of experience in the Aviation & Aerospace industry, specifically related to commercial excellence, sales, and data analysis with a strong focus on commercial metrics.
A proven track record in sales operations and commercial excellence, including metrics tracking, driving sales meetings, and managing scorecards and commercial metrics.
High degree of emotional intelligence, with the ability to use influence – not authority – to listen to and understand the needs of managers and employees, with the ability to build a strong management team.
Compelling interpersonal, listening and presentation skills; business writing skills at an advanced level; good written and verbal communications skills; and proven negotiation skills with a strong sense of accountability and follow-up.

COMPENSATION: Director, Sales Operations & Commercial Excellence

A meaningful compensation package will be developed for the successful candidate that includes a base salary plus performance-based bonus.

Harvard Group International

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Director Sales Operations and Commercial Excellence