Description
At Fortis Solutions Group, we create outstanding labeling and packaging solutions for our customers. We are one of the country’s premier label converters serving customers nationwide from our 18 locations. As a member of the Fortis Family, you will be part of a great team that seeks to deliver industry-leading quality and service in every facet of our business. As a Fortis employee you will experience a work environment that is fun, fast-paced, inclusive, and friendly.
Fortis Solutions Group is hiring an experienced Director of Sales Operations! Step into a pivotal leadership role where data-driven decision making, commercial excellence, and strategic enablement come together. As our Director of Sales Operations, you’ll be the engine powering a high-performing sales organization—streamlining processes, elevating productivity, and transforming insights into action.
You're the ideal applicant if you're experienced and capable of executing the following:
- Managing the sales pipeline process.
- Driving sales analytics and forecasting.
- Overseeing CRM data stewardship and adoption.
- Expertise in crafting and executing a pricing strategy and bid reviews, etc.
- Building scalable systems & driving accountability through KPIs.
- Crafting winning sales playbooks and turning complex market signals into a clear competitive advantage.
- Conducting post-bid performance reviews.
This position provides full benefits including medical, dental, vision, short/long term disability, accident and critical care insurance, life insurance, pet insurance, 401k with company match, paid time off, paid sick time, parental leave, paid holidays, tuition reimbursement, charitable gift matching, holiday bonus and more!
As the Director of Sales Operations, you are responsible for enabling and enhancing the sales effectiveness and productivity of the sales organization. You will work collaboratively and cross functionally to continually improve processes that support our sales team ensuring their success. As the Director of Sales Operations, you are responsible for executing the following duties, to support and drive sales excellence:
Essential Duties and Responsibilities:
- Own customer health scorecard driving engagement with other functions and action ownership based on scorecard KPI’s.
- Drive commercial excellence through sales analytics, market analytics supporting product management, and customer segmentation definition and tiering process.
- Execute proactive attrition analytics translating trend observations into actions to reduce customer attrition measured in downsell or outright sales losses.
- System Integration & Tools – Oversee CRM data stewardship and adoption, ensuring Salesforce, BI, and pricing tools are aligned with clean data flow and process support.
- Drive Sales Pipeline analytics by market pillar, focusing on leads, critical opportunities & ‘next steps’ as a sales process accelerator.
- Own sale lead process including targeted growth campaigns leveraging CRM and Power BI.
- Communicate and diagnose wins and losses to transfer best practices.
- Own strategic pricing process including development of ‘deal desk’, cross functional price counsel, bid development framework, proposal review process, and post bid performance review.
- Drive pricing cadence migrating from ‘event driven pricing’ to ongoing pricing management to optimize profitability by customer and market.
- Execute proactive margin analytics to drive sales accountability, post-deal close.
- Lead demand management and sales forecast process owning input, cadence, and collaboration with sales, finance, and supply leadership to feed SIOP.
- Own management and tracking of sales compensation plans. Propose incentive refinement, supporting sales development and revenue growth. Collaborate with sales leadership, HR, and Finance to put plans into action.
- Lead demand and pricing inputs for annual budget process in collaboration with finance.
- Facilitate sales onboarding and training in sales tools (customer retention scorecard, sales escalation process, SLA’s by plant/product) and self-serve analytics (Power BI reports, sales KPI’s, CRM sales dashboard) to build sales excellence.
- Define and implement a structured “solution oriented” sales process driving accelerated close rate through needs identification and influencing decision makers.
- Develop KPI’s to measure and drive accountability to improve conversion rate, shorten sales cycles, and maximize new business (new additions/new logo) for both offense and defense.
- Sales Playbook Development – Create, document, and update standardized playbooks aligned to industry/market verticals.
- KPI Dashboard Ownership –Maintain dashboards used by sales leadership and executives.
- Drive service level agreement adoption and execution in collaboration with customer experience leadership by defining, communicating, and measuring customer performance and cost to serve.
- Support sales training to include onboarding, reinforcement of training on tools, pricing, negotiations, and customer insights.
- Sales Master Data Governance – Review accuracy of data for sales rep, customer group, industry, SLAs, and all customer related information.
- Contract lifecycle support – Coordinate with legal/finance on terms, renewals, pricing, and compliance.
- Additional job duties as assigned.
Qualifications
Requirements:
Education and Experience:
- Bachelor’s degree required.
- At least 3-5 years of experience in sales operations management.
- At least 5 years of experience in the packaging sector.
Job Knowledge, Skills, and Abilities:
- Exceptional communication skills.
- Demonstrated track record of sales enablement and commercial success in a matrix organization.
- Driven, hard worker, capable of handling multiple priorities.
- Able to think strategically, proactively and creatively to identify and resolve problems.
- Proven people management skills and demonstrated ability to improve sales results.
- Data-driven management approach.
- Able to work cross-functionally and collaborate effectively with employees from other divisions of the organization.
- Proficient with Microsoft Office (including Microsoft Excel and Outlook) as well as other web-based software (CRM, SalesForce, Smartsheet, etc).
Supervisory Responsibilities:
- Sales operations team, including sales analytics manager, pricing process leader.
Training Requirements:
- Willing to attend required training courses or sessions related to the job as assigned.
Physical Demands:
- Pass a pre-employment drug test and subject to random drug screening.
Work Environment:
- Home office: Adequate Wi-fi access required to support company provided computer and allow for seamless use of communication applications and tools for conducting daily business (ie: Video calls, chat, messaging, etc).
- Regular exposure to dust and noise while in the production environment.
- Warehouse environment temperatures may be influenced by outside temperatures.
Personal Protective Equipment:
- Safety shoes and eye protection are highly recommended in the production areas.
Travel requirements:
- This position will require regular travel, up to 30% annually including monthly leadership, team and personal engagement.
Employees must be able to perform the essential functions of their position satisfactorily and, if requested, reasonable accommodation will be provided to enable employees with disabilities to perform the essential functions of their job, provided this does not create undue hardship for the company. Fortis Solutions Group retains the right to change or assign other duties to this position, as needed.
Fortis Solutions Group is committed to a diverse and inclusive workplace. We are an equal opportunity employer and therefore, do not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.
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