Prologis is the global leader in logistics real estate. We own, manage and develop high-quality properties in the world’s most vibrant centers of commerce, with over 1 billion square feet in 19 countries, over $200B of gross AUM. Some of the world’s largest brands (e.g., Amazon, BMW, DHL, FedEx, Pepsi) turn to us because they know an efficient supply chain will make their businesses run better, and a strategic relationship with Prologis will create a competitive advantage. As a top ranked U.S. company among the Global 100 Most Sustainable Corporations in the World, we take our global footprint seriously.
Job Title
Director, Sales Operations
Company
Prologis
What Is Prologis Essentials
Prologis Essentials is creating the most convenient way for our customers to get the products, services, and support they need to get operational fast. As a B2B business unit, Essentials positions Prologis as a proven expert in providing turnkey industrial warehouse infrastructure solutions. We have world class network of high-quality vendor partners to offer solutions across Lighting, Racking and Storage, Material Handling, IT Warehouse Infrastructure (e.g Cabling & Wireless Networks), Power Resiliency (e.g Generators), Moving & Relocation, Warehouse Decommission, and even Office Design and Furniture.
The Prologis Essentials Team is growing rapidly to create the first and only turnkey warehouse solution.
Essentials Director Sales Operations
We are looking for an outstanding individual to join & lead Prologis’s Sales Operations team. In this role you will lead support functions essential to sales force productivity, efficiency, and automation. These accountabilities include business planning, reporting, data analytics, market research, sales quota setting and management, sales process optimization, sales program implementation, sales force incentive compensation design and administration, sales force recruiting and support, and Tableau CRM dashboard and report management.
What’s Needed In Order To Do That- Lead sales forecasting, opportunity management, and overall sales pipeline process used within the sales organization. Proactively monitor and strive to maintain high levels of quality, accuracy, and process consistency in the sales organizations selling motion.
- Provide weekly perspective on state of the global sales business and recommendations on how to maximize sales revenue.
- Lead forecast calls and deal reviews, including lost deal analysis to leverage learnings and continuously improve our sales go-to-market strategy
- Manage and update the sales process, forecasting, pipeline management, KPIs, reports, and dashboards in CRM.
- Refine customer segmentation, assist with territory management, and create a plan to enhance renewal and upsell processes.
- Work closely with sales and finance leadership in preparing executive management & sales leadership presentations; build go-to-market annual operating plan for contracted sales and update as needed on a monthly and quarterly basis
- Establishes trust and build peer support with all sales leaders and sales professionals. Leading by example demonstrating our core Prologis values.
- Establish clear sales structure and compliance guidelines and measure sales adherence to defined processes. This involves ensuring planning, forecasting and budgeting efforts are appropriately integrated with other planning processes across essentials operations
- Partner with senior management to identify opportunities for sales process improvement. Foster an environment of continuous improvement as we continue to build out and scale the sales channels
- Participate in the annual sales quota, compensation, and sales organizational planning process by providing data backed insights and fact-based recommendations.
- Responsible for looking after the development of current and new enablement initiatives. Includes the programmatic design of sales programs & communicating to sales teams
- Includes sales enablement, sales communication and change management for onboarding sales reps and rolling out new sales programs (ie lead gen campaigns, commission spiffs and new product training)
- Oversee Salesforce CRM & other sales tools gather insights and collaborate with cross-functional teams in order to execute initiatives that improve upon existing sales processes, and ultimately align to broader company goals.
Tell us if you’re ready.
- 8+ years of Sales Operations experience with 3+ years leading sales operations teams, preferably with a fast paced, start-up company with little or no defined infrastructure or processes.
- You have demonstrated success in developing & implementing standards for sales excellence including key scorecards, productivity metrics, operational design and process & business outcomes.
- You have exceptional communication skills with the ability to clearly and succinctly articulate complex problems and solutions/recommendations with a track record of presenting to senior management.
- You display excellent judgment, mature personality, and experience working with executives.
- You have high EQ with demonstrated ability relating to and building trust across all levels of the sales organization.
- You are highly organized, with exceptional multi-tasking skills, and efficient in ambiguous situations.
- You are a data driven & technology savvy leader with proficiency in Salesforce, Tableau CRM, LinkedIn Sales Navigator or other sales automation/enablement tools.
- You are an agile innovator who will be entrenched in understanding emergent sales & revenue trends, theories, and tools.
- You are open-minded when looking at modifying the approach based on the ever-changing sales enablement landscape and learnings.
- Bachelors degree required; MBA or graduate degree a bonus.
Hiring Salary Range of $118,000-$162,000. Salary and whole compensation package (bonus target and long-term incentive plan) to be determined by the candidate’s location, education, experience, and skills, as well as internal equity and alignment with market data.
All full-time roles in the US come with a robust benefits package which includes healthcare, dental, and vision insurance for employees and eligible dependents. Prologis also offers several other wellness, financial, and work/lifestyle-specific benefits. Our 401(k) retirement plan has a company match of 50% up to 12% of eligible compensation. We also offer generous PTO with a starting accrual of 22 days a year in addition to paid holidays and volunteer time.
People First
Each of us working at Prologis plays an essential role in the enduring success of our company. We value people who are decisive, courageous and adaptable. While we are one company, locations and departments operate with autonomy and accountability.
Individuals take the initiative here.
When you join Prologis, you work shoulder to shoulder with some of the top talent in the industry to do the best work of your career. Every employee belongs. Every employee contributes.
Employees advance their careers here.
As a successful global enterprise, Prologis has never lost sight of what matters most, our strong belief that our people are the most important part of our business. And because of that, we provide a generous total rewards package and take a lot of time to focus on quality management and leadership development.
People come first here.
All job offers are contingent upon successful completion of drug screen and background verification. Prologis is an Equal Opportunity/Affirmative Action employer and all qualified applicants will receive consideration for employment without regard to race, color, religions, sex, national origin, sexual orientation, gender identity, disability status, protected veteran status, or any other characteristic protected by law.
Employment Type
Full time
Location:
Denver, Colorado
Additional Locations:
Atlanta, Georgia, Cerritos, California, Chicago Office, Dallas, Texas, East Rutherford, New Jersey, New York City Office, San Francisco Office
As a condition to the commencement of your employment, Prologis requires proof of full vaccination against COVID-19. You are considered fully vaccinated two (2) weeks after your second dose in a two-dose series, such as the Pfizer, Moderna or Novavax vaccines, or two (2) weeks after a single-dose vaccine, such as the Johnson & Johnson vaccine. In addition, all employees must have at least one vaccine booster when eligible. Prologis will consider requests for a reasonable accommodation as to the vaccination requirement on the basis of a disability or sincerely-held religious belief in accordance with applicable law.