Senior Director, Sales Force Effectiveness (OPEN TO ALL U.S. LOCATIONS)

About the role

The Senior Director, Salesforce Effectiveness will advise companies in the areas of Revenue & Margin Management—sales force effectiveness, margin management, marketing optimization, and interim sales leadership. They will lead teams that execute ongoing Revenue & Margin Management programs, design B2B and B2C customer measurement solutions, and deliver data-driven business insights.

Responsibilities

• Advise companies on Revenue & Margin Management strategies, focusing on sales force effectiveness, margin management, marketing optimization, and interim sales leadership.
• Manage and lead teams to address complex business challenges within the Commercial Excellence practice.
• Communicate with C-level management, conceive, and structure analytical plans to uncover drivers of performance, and design actionable solutions to Revenue & Margin Management issues.
• Develop and present implementation plans for Revenue & Margin Management initiatives.
• Contribute to the creation of intellectual property and internal team building.
• Learn new concepts quickly, stay updated on advances in technology and related fields, and apply experience to creatively solve clients' business problems.
• Develop and maintain transparency into market trends, competitive dynamics, growth opportunities, and customer and end-user behavior and purchasing decisions.
• Evaluate and recommend optimal salesforce design and organization structure, coverage, and productivity improvement.
• Adjust sales incentive and compensation plans to ensure alignment with company profitability goals.
• Evaluate time spent by the salesforce on value-add activities and effectiveness of their customer interactions, and recommend solutions.
• Optimize the consistent sales process, ensuring leads are efficiently generated and converted into profitable sales, and hold sales reps accountable to KPIs and metrics.
• Use advanced tools and technologies like CRM to drive accountability and establish greater visibility into the sales pipeline.
• Assess customer segments and channels to optimize the go-to-market strategy for differentiation and competitive advantage.
• Work with project team to understand, manipulate, and analyze client and market data using various tools, including MS Excel, SQL Server, BI tools, and statistical programs.
• Motivate, develop, and challenge all members of project teams to exceed client expectations.
• Provide value-added thinking and mentorship to ensure junior team members develop over time and are satisfied.
• Manage client relationships on a day-to-day basis while collaborating with internal client team members.
• Define project requirements, develop hypotheses, gather data, brainstorm alternatives, and generate recommendations with client teams.

Qualifications

• Industry experience, particularly in B2B and Business Services, with experience working with PE and/or PE relationships.
• Strong financial acumen, understanding of P&L and cost drivers, and proven ability to build a quarterly/annual business plan.
• 15+ years’ experience running a B2B sales team (Regional Sales Director level or RVP/VP level), including responsibility for forecasting, building/managing a sales pipeline, and holding sales reps accountable to results, managing coverage, performance, and compensation.
• Familiarity with CRM tools such as Salesforce for dashboards, reports, metrics, and analytics.
• Analytically driven with exposure to various tools and technologies, including relational databases (SQL), BI (Alteryx, Tableau), statistical programs (SPSS, R), and web analytics (SiteCatalyst, Google Analytics).
• A strong quantitative mindset combined with excellent communication and interpersonal skills.
• Exceptional project management and presentation skills.
• Outstanding people development and management skills; ability to lead junior team members and help guide their careers.
• Demonstrated experience providing intellectual and task leadership on complex projects.
• Ability to work independently in an unstructured environment, think on your feet, and respond with confidence and creativity.
• Consulting experience preferred (not required).
• An MBA from a top-tier university preferred (not required).