Why you would want to work on our team…
To be the #1 service organization in the athletic industry.
We exist to energize and galvanize teams and communities.
To be our customers most trusted partner for fast, high quality, thoughtful solutions.
Humility, Team, Hunger, Ownership & Agility.
Our benefits package includes:
Medical, Dental, Vision, Short- and Long-Term Disability, Life Insurance
Paid Vacation, Paid Holidays, Floating Holiday, and Paid Sick Time
401(k) Plan, with annual Company Contribution
Discounts on Momentec Brands products (formerly ASB and FSG brands)
Clean work environment with a casual dress code…no uniforms!
The Director of Revenue Operations is responsible for supporting the sales team with sales enablement, sales program activation, sales analytics and customer insights. Incumbent will support the Chief Commercial Officer with setting the GTM strategy and designing a customer-centric GTM model that aligns the product, marketing, sales and customer service teams.
ESSENTIAL DUTIES & RESPONSIBILITIES (includes other duties as required):
Segmentation, Sales Coverage / Territory Sizing, and Incentives
Create account segmentation framework and structure using both potential and current value to Momentec criteria
Redesign coverage model based on channel strategy. Identify and design roles to align with coverage model
Identify appropriate headcount count and account load by role / segment using call plan assumptions or some other type of bottoms up methodology
Design equitable and optimized territories using appropriate indices
Continuously evaluate sales org and spans and layers
Design and optimize sales quotas / targets, and compensation plan
Conduct sales productivity analysis and evaluate current incentive plans and design motivational plans to enable and drive sales performance
Revenue tech-stack and sales productivity tools
In collaboration with IT, design and implement an on-going scalable approach for configuring and rolling out updates to Zoho, lead routing and opportunity management processes that is aligned with the overall sales process
Drive CRM platform adoption (Zoho CRM) & usage with the sales organization
Develop and implement efficient sales processes and workflows
Establish sales reporting and KPIs to measure pipeline health (volume, turns, conversion rates, coverage, etc.)
Working closely with IT, review and evolve current tools tech-stack and data architecture to determine gaps and redundancies. Working closely with Sales, IT and Finance, make recommendation on where to what to add and where to streamline
Market and Customer Insights and Analytics
Provide insights into sales trends, customer behavior, via primary and third party research (e.g., sales barometer, customer panel / VoC, etc.)
Identify appropriate sources to leverage for macro research and competitor insights
Collaborate with the sales team to develop strategies based on market and customer insights
Sales & Customer Program Activation
Design and execute seasonal selling programs and customer incentives (e.g. Momentec Bucks / road rep SPIF, Your School Deals, etc) in collaboration with marketing, product and finance stakeholders
Drive the measurement and reporting of sales programs in collaboration with sales finance
Ensure the programs are working from both a financial and operational lens, and make adjustments when needed
Sales Enablement
Account Planning and Management
Develop and own annual planning templates. Determine variations by channels and segments. Work with finance to determine level of granularity and determine what can and will be prepopulated.
Create and run annual process that aligns with overall sales business rhythm (including QBRs)
Partner with sales and finance to develop strategic account plans for high-value customers covering between 60 – 70% of revenue
Facilitate cross-functional account reviews to align on growth opportunities, risk mitigation, and customer engagement strategies.
Monitor account health, performance, and expansion opportunities using data-driven insights.
Working closely with finance and CCO to establish an annual operating plan process and QBRs that leverages a bottoms up approach from the Annual Plans (accounts, sports, products) and tops down approach to provide input into the budget
7. Sales Rep Performance Management
Measure and report on sales rep effectiveness
Design and deploy best-practice sales performance management processes (e.g. rankings, 9 box performance grid, review process, etc.)
SKILLS/QUALIFICATIONS/EDUCATION/LICENSES & CERTIFICATIONS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Direct experience working with sales organizations, processes, and pipeline management—as a former sales representative, account manager, and/or sales operations leader
Strong analytical and problem-solving skills, and proficiency in data analysis and reporting tools
Experience with Customer Relationship Management (CRM) systems and sales performance tools
Ability to work cross-functionally with sales, finance, and operations teams.
Strong communication and training skills to work with both technical and non-technical stakeholders
Strong bias for action and pragmaticism; Sense of urgency
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Qualifications:
Bachelor's degree in Business Administration, Finance, Marketing, or related field.
10+ years of experience in sales, revenue operations or sales operations.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. In accordance with the Americans with Disabilities Act, it is possible that requirements may be modified to reasonably accommodate disabled individuals. However, no accommodation will be made which may pose serious health or safety risks to the employee or others, or which impose undue hardships on the organization.
Ability to sit for extended periods of time (up to 8 hours)
Ability to stand and walk regularly
Occasionally, be able to lift/carry, push/pull up to 35 lbs.
Frequent head and neck rotation
Frequent handling, grasping, and writing as needed for daily tasks at a standard computer workstation.
Ability to constantly use a computer keyboard/mouse/monitor to enter data (repetitively)
Ability to endure occasional movement bending, stooping, and reaching above shoulder level as needed for daily tasks
Occasionally climb stairs to multi-level work site
All descriptions have been reviewed to ensure that only essential functions and basic duties have been included. Peripheral tasks, only incidentally related to each position, have been excluded. Requirements, skills, and abilities included have been determined to be the minimal standards required to successfully perform the positions. In no instance, however, should the duties, responsibilities, and requirements delineated be interpreted as all inclusive. Additional functions and requirements may be assigned by supervisors as deemed appropriate.
Momentec Brands provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Momentec Brands complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. Momentec Brands requires all candidates to pass a pre-employment drug screen (necessity varies by location) and background check.
Applicants have rights under Federal Employment Laws which can be found at the following sites by holding the Ctrl button and clicking on the link:
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Family and Medical Leave Act
https://www.dol.gov/agencies/whd/posters/fmla
https://www.dol.gov/sites/dolgov/files/OFCCP/regs/compliance/posters/pdf/22-088_EEOC_KnowYourRights.pdf
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Employee Polygraph Protection
https://www.dol.gov/agencies/whd/posters/employee-polygraph-protection-act
https://www.e-verify.gov/sites/default/files/everify/posters/EVerifyParticipationPoster.pdf
https://www.everify.gov/sites/default/files/everify/posters/IER_RightToWorkPoster%20Eng_Es.pdf
