Job purpose
The sales operations’ function provides sales leaders and reps with the operational tools, lead generation support, and resources to drive growth and success. Partnering with the National Accounts sales team and supporting the sales strategy, the Director of Sales Operations will develop and execute impactful, data-driven solutions for enhancing Beacon’s sales approach. This individual will develop commercial processes and account strategies to support the NAM team as well as the divisions to understand market conditions, opportunities, and competitive offerings. In addition, this role will develop and deploy a management cadence to facilitate quotes across divisions (margin insights and analytics as well as cost to serve visibility), partner with the Sales Enablement team to develop training curricula that supports strategic account management imperatives. Success is measured by the overall business impact of the strategy and cross-functional collaboration (information and visibility to divisions), as well as the growth within the National Accounts team as part of our A25 strategy. This role will report to the Vice President of National Sales and has a peer function (Director Sales Operations) that is also in place.
Duties And Responsibilities
- Implement scalable, repeatable, and data-driven processes based on world class practices
- Develop processes for Strategic Account Management, sales forecasting, and pipeline management
- Partner with senior sales and executive leadership on key strategic imperatives
- Facilitate successful implementation and adoption of new processes within the NAM team and deploy those best practices to the field sales organization in coordination with the Enablement team and Operations team
- Foster an organization of continuous process improvement within National Accounts and across divisions to drive productivity
- Develop National Accounts sales forecasting processes that provide accurate prediction into future revenue performance. Ensure forecasting efforts are integrated with other planning processes within the company
- Work with human resources and senior sales leadership to design sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives
- Assist field sales team with sales budgets and other requirements to ensure the company's financial goals are exceeded
- Provide financial information and resources for development of business plans and analysis of sales department trends and activities, including win/loss data and insights
- Establish and implement performance measures designed to track and report progress against the National Accounts Sales strategy
Qualifications
- Bachelor’s degree or higher within related field of study, required
- 5-10 years of experience in a high-performance sales consulting or sales organization
- 3-5 years of direct experience in Sales Operations or Strategy Development and B2B solutions
- A strong understanding of the sales environment, including sales content, tools, and training
- Extensive knowledge of modern sales methodologies, sales process, and buyer’s journey alignment
- Strong strategic, conceptual, analytical thinking, decision-making, and negotiating skills
- Superior organizational, conflict resolution, and time management skills
- Strong written and verbal communication competency
- Expert with Computer Microsoft applications (PowerPoint, Excel, Outlook, and Word)
- Expert with Salesforce CRM platform is a plus
- Excellent relationship building, communication, and effective partnership approach
Working conditions
- Up to 50% travel requirements as needed for business purposes
- Work assignments may be completed remotely and/or available company offices/branches within respective markets
Physical Requirements
- Prolonged periods sitting at a desk and working on a computer and/or keyboard
- Heavy methods of verbal and auditory communication via phone, virtual calls, and/or email