Sales Operations Director
The Director of Sales Operations (MSO) manages support functions essential to sales force productivity. These include planning, reporting, quota setting and management, sales process optimization, sales role design, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force talent. The MSO is also responsible for understanding the market opportunity across all areas of NAFS and identifying trends and macroeconomic influences to develop actionable insights that sales leaders and other cross-functional teams can use. Reporting to the Head of NAFS Sales, the MSO also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported.
Specific responsibilities include (but are not limited to):
- Coordinates sales forecasting, planning, and budgeting processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the firm.
- Develops territory assignments/optimization to maximize sales productivity including assessment of existing book of business, market size and total addressable market across segments, roles, and industries.
- Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales segments and regions by aligning existing and prospective accounts by geography, account type, and market segment, coordinating with all internal stakeholders.
- Apply statistical analysis to identify the top new business prospects and candidates for various types of upsell and cross-sell initiatives.
- Identify macroeconomic trends in NAFS that influence growth opportunities.
- Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement.
- Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed in collaboration with other stakeholders. Manage special projects, as needed, by the business to help drive sales performance.
- Implements/improves enabling technologies, including CRM, to field sales teams. Monitors the assigned sales organization’s compliance with required standards for maintaining CRM data. Works closely sales management to optimize the effectiveness of the firm’s technology investments.
- Coordinates training delivery to sales, sales management, and sales support personnel in the sales organization supported.
- Provide input to senior leadership in the development and administration of sales incentive compensation programs. Working with Accounting, Finance, and Human Resources, provides assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures.
- Directs and supports the consistent implementation of firm initiatives.
- Builds peer support and strong internal-company relationships with other key management personnel.
ACCOUNTABILITIES AND PERFORMANCE MEASURES
- Achievement of sales, profit, and strategic objectives for the business unit supported.
- Accountable for the on-time implementation of sales organization quotas and performance objectives. Accountable for the thorough implementation of sales organization-impacting initiatives.
- Responsible for the efficient allocation of technology, support, and training resources impacting the sales organization.
- Accountable for accurate and on-time reporting essential for sales organization effectiveness and achievement of strategic objectives defined by company management.
An ideal candidate will have the following:
- Four to six years of experience in an analytical role, preferably in sales operations with territory analysis and market assessment responsibilities in information services/research industry.
- A bachelor’s degree (minimum).
- A strong client service orientation, including the ability to identify and deliver analyses to support the needs of our internal clients.
- A strong understanding of overall business operations.
- Strong project management skills and a track record of working with multiple stakeholders outside your team to drive a process forward.
- Advanced Microsoft Excel skills, including the:
- Integration of data from multiple sources.
- Analysis of large data sets.
- Development of tools and forms that nontechnical users can use.
- Deep understanding and proficiency in optimizing and managing full breadth and depth of Salesforce.com
- Proficiency in Microsoft Office Suite (Excel, PowerPoint and Word).
About GLG / Gerson Lehrman Group
GLG’s platform connects business to expertise for smarter, faster decisions. Our clients rely on GLG’s 650,000+ member-experts and 1,800 employees around the globe to provide 24/7 insight and exceptional service within a rigorous compliance framework. Visit www.glg.it.
#LI - JL1
EEO Policy Statement
Gerson Lehrman Group, Inc. (“GLG”) is an equal opportunity employer and will not discriminate against any employee or applicant on the basis of age, race, religion, color, marital status, disability, gender, national origin, sexual orientation, veteran status, or any classification protected by federal, state, or local law.