Kingspan Light + Air is an award-winning innovator of high-performance daylighting and ventilation solutions for building envelopes. Our translucent walls, skylights, canopies, and smoke vents are engineered to optimize the role that natural light and air play in the design of buildings and the health and well-being of its occupants.
To help us continue to grow our business, we’re searching for a Director of Sales Operations to drive revenue growth and achieve operational excellence. As the Director of Sales Operations, you will shape the sales operations strategy, focusing on pipeline management and sales training, while managing various teams including Estimating, Inside Sales, and Customer Service departments.
- Sales Process Efficiency: Streamlining sales processes to reduce complexity and redundancy. This can include everything from lead generation and qualification to estimating, proposal development, etc.
- Cross-Brand and Tool Integration: The Director of Sales Operations will drive integration among different brands and segments, promoting seamless sales operations. This involves aligning all sales teams on the same software and tools, collaborating with sales leaders across brands to ensure the tools support their unique needs, and establishing protocols for data sharing. This unification enhances communication, streamlines processes, and boosts revenue by leveraging each sales opportunity across our diverse portfolio.
- KPI Development and Monitoring: Establish key performance indicators (KPIs) that align with our corporate objectives and drive desired performance. Regularly monitor these KPIs, adjusting strategies as necessary based on performance. Ensure all team members understand their individual and collective KPIs and their role in achieving them.
- Technology and Tools: Evaluating and implementing the right technology and tools to support the sales process. This could involve customer relationship management (CRM) systems, data analysis tools, and sales automation tools.
- Training and Development: Ensuring the sales team is fully equipped with the skills and knowledge required to perform their roles efficiently. This could involve organizing training programs, coaching sessions, and other learning opportunities.
- Metrics and Performance Management:Defining key performance indicators (KPIs) for the sales team, tracking performance against these metrics, and making necessary adjustments to improve performance.
- Customer Relationship Management:Ensuring excellent customer service by implementing strategies for effective customer relationship management. This could include setting up systems for tracking customer interactions, feedback, and satisfaction.
- Team Management: As the Director, Sales Operations, it's critical that you foster a culture of teamwork, collaboration, and accountability. You'll need to nurture an environment where open and honest communication thrives and is valued. To manage the sales pipeline effectively, clear roles and responsibilities should be established and communicated within your team to ensure everyone knows how their role contributes to the overall sales goals.
- Resource Allocation: Ensuring the right resources are in the right place at the right time is a key aspect of effective management. This could involve allocating team members to specific task s or projects based on their strengths, or redistributing resources based on changing needs or priorities.
- Compliance: Proactively identify and address compliance risks, implement Quality and Compliance controls as appropriate for the Sales Operations function, and maintain accurate records to meet regulatory requirements and uphold our commitment to ethical business practices.
Necessary Skills and Attributes:
- Cross-functional Collaboration: Works successfully with other departments such as marketing, finance, and customer service to ensure alignment in achieving company goals.
- Strategic Planning: Involves the team in strategic planning and decision-making processes to increase team Kingspan Light + Air – North America Job Description ownership and commitment.
- Performance Management: Regularly evaluates the performance of direct reports, providing constructive feedback and implementing training or development plans as needed.
- Resource Planning: Determines the resources needed for the team and collaborates with VP, Sales and HR to recruit and onboard new team members when necessary.
- Conflict Resolution: Addresses any issues or conflicts within the team promptly and fairly, ensuring a harmonious working environment.
- Communication: Regularly communicates company updates, team performance, and individual targets to team. Facilitates communication between your team and other departments.
- Change Management: Leads and manages change within the department and the wider organization as needed. Experience implementing new strategies, systems, or processes, or adapting to changes in the market or the business environment.
- Compliance: Experience ensuring all activities and processes within the sales department are compliant with company policies, as well as local, state, and federal laws and regulations.
- Risk Management: Accurately identifies and manages any risks that could impact our sales objectives or business plans. This could involve mitigating financial risks, managing reputational risks, or addressing operational risks.
At Kingspan, we believe our employees are our greatest resource. We offer a competitive salary, benefits, and vacation package for all full-time permanent positions. Kingspan is proud to be an equal opportunity workplace and is an affirmative-action employer.