Mood Media is the world's leading in-store media solutions company dedicated to elevating the Customer Experience. We create greater emotional connections between brands and consumers through the right combination of sight, sound, scent, social mobile and systems solutions. The company globally reaches more than 150 million consumers each day through more than 500,000 subscriber locations in 100+ countries around the globe. Mood's clients include businesses of all sizes and market sectors, from the world's most recognized retailers and hotels to quick-service restaurants, local banks and thousands of small businesses.

ROLE SUMMARY
The Director of Global Sales Operations and Strategy is the key business partner to our direct and channel sales organizations. Mood currently operates across all Regions globally with several sales channels defined by GTM strategy and size of opportunity ranging from SMB to multi-territory, global clients. The ideal candidate for this role is expected to have outstanding analytical, problem-solving, and processing skills plus the ability to synthesize high volumes of information and data into key metric and KPI's that support our rapidly changing organization.

The role will provide strategic and operational support to the sales organization and drive repeatability, predictability, and scalability across the business.

Key Functions include the:

Assessment and Adoption of Sales Methodologies
Sales Process Optimization / Alignment with Other Functions (Especially Operations and Legal) to drive improved communication, tracking and reporting
Selection of Enablement Software and other Technology Tools
Implementation of Salesforce across the Sales teams and channels
Deployment and Optimization of Sales Tools, Knowledge Base and other Assets
Selection, Implementation & Ongoing Governance of Key Sales Metrics (Funnel, Conversion, Financial)
Sales Management Operating Cadence Definition and Execution
Sales Effectiveness and Efficiency Reporting
Formulation, Deployment and Governance of Incentives Program
Evaluation and implementation of Sales Team Training Needs
Sales Territory Assessment / Coverage Management
Maintenance of Communication and Collaboration Channels

JOB DESCRIPTION

The role brings a strategic attitude that is critical to establishing: GTM strategy, sales planning, sales segmentation, territory design, sales quota, commission plan design & administration, and KPI/scorecard framework all with the goal of exceeding short- and long-term financial goals. The role will lead/ support the execution of multiple strategic cross-functional projects that are crafted to increase bookings, productivity, and overall efficiency in meeting corporate objectives.
Establish and maintain operating cadence/rigor across all sales/field functions to ensure the health of the business on achieving key performance metrics
Implement a comprehensive set of leading and lagging sales indicators including proposal to close productivity, pipeline value & velocity, revenue opportunity to product, bookings reporting, attach rate of RMR to E&L, etc.
Conduct an in-depth analysis of our business and develop a deep understanding of key value drivers to identify growth opportunities by channel, region and product. Develop key insights for executive-level presentations and drive critical business decisions on investment
You will oversee sales operations, establishing a foundation for the function
Drive Sales training, team and solution selling practices through the sales organization. Reduce sales conflict within the sales channels and leverage programs to drive profitable revenue growth globally
Own the strategy for instrumenting sales operations to ensure systems, processes, and goals are aligned.
Be responsible for end-to-end funnel visibility and analysis, campaign effectiveness, database cleanliness, and overall business impact.
Ensure sales process adoption, implement sales methodology practices within the sales process, capture the necessary process information to drive improvements
Refine the sales management processes, including key performance indicators and dashboards, pipeline management, quotas, rolling forecasts and account and territory planning by channel
Drive programs and create the infrastructure for sales and technical enablement
Develop reporting and analysis processes and work with leadership to define and measure all sales personnel against performance standards.
Define compensation and incentive plans that align the sales org incentives to our company-wide strategy
Work collaboratively with FP&A to build a rolling, accurate forecast for sales and integrate sales metrics with financial & P&L performance to explain key variances or trends

QUALIFICATIONS

5+ years' experience in leading a global sales operations function
BA/BS degree supported by sales or sales operations experience
Excellent analytical, business intelligence and project management skills
Experience with Salesforce, the Salesforce ecosystem, and other sales-related software
Ability to lead and facilitate cross-functional initiatives
Expertise in business analytics, key performance indicators and dashboards
Ability to analyze quantitative data to determine program effectiveness, ROI, forecasting
Budget management experience and financial analysis skills
Excellent verbal, written, and interpersonal skills
Demonstrated track record of top performance

Job Type: Full-time

Mood Media

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Global Director of Sales Operations & Strategy