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 to address complex business challenges within the Commercial Excellence practice.

Responsibilities

• Advise companies on Revenue & Margin Management strategies, focusing on sales force effectiveness, margin management, marketing optimization, and interim sales leadership.
• Manage teams to implement and optimize Revenue & Margin Management programs.
• Design and implement B2B and B2C customer measurement solutions.
• Develop and present data-driven business insights.
• Develop and manage sales processes to ensure efficient lead generation and conversion into profitable sales.
• Optimize salesforce design and organization structure, coverage, and productivity.
• Evaluate sales incentive and compensation plans to align with company profitability goals.
• Analyze customer segments and channels to optimize go-to-market strategies.
• Work with project teams to understand, manipulate, and analyze client and market data using various tools.
• Lead project teams in project management, fulfilling project work, and providing insights.
• Motivate, develop, and challenge team members to exceed client expectations.
• Manage client relationships and collaborate with internal client team members to define project requirements, gather data, and generate recommendations.

Requirements

• Industry experience, particularly in B2B and business services.
• Experience working with private equity and/or private equity relationships.
• Strong financial acumen and ability to build a quarterly/annual business plan.
• At least 15 years of experience running a B2B sales team, preferably at a Regional Sales Director level or RVP/VP level.
• Familiarity with CRM tools like Salesforce for dashboards, reports, metrics, and analytics.
• Exposure to various tools and technologies, including relational databases (SQL), BI (Alteryx, Tableau), statistical (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 one's feet, and respond with confidence and creativity.
• Consulting experience preferred (not required).
• An MBA from a top-tier university preferred (not required).

Qualifications

• Bachelor's degree in a relevant field.
• Proven ability to build a quarterly/annual business plan.
• Experience in managing a sales team and holding sales reps accountable to results.
• Knowledge of CRM tools such as Salesforce.
• Experience with various tools and technologies, including relational databases (SQL), BI (Alteryx, Tableau), statistical (SPSS, R), and web analytics (SiteCatalyst, Google Analytics).
• Strong quantitative skills combined with excellent communication and interpersonal skills.
• Experience leading junior team members and helping guide their careers.
• Experience providing intellectual and task leadership on complex projects.
• Ability to work independently in an unstructured environment, think on one's feet, and respond with confidence and creativity.

Skills

• Project management and fulfillment skills.
• Data manipulation and analysis skills.
• People and team leadership skills.
• Client relations and collaboration skills.

Benefits

The salary range is $175,000--$250,000 annually, dependent on several variables including but not limited to education, experience, skills, and geography. In addition, A&M offers a discretionary bonus program based on individual and firm performance. Employees are also eligible for a 401(k) retirement plan and various benefits including healthcare plans, flexible spending and savings accounts, life, AD&D, and disability coverages, as well as paid time off including vacation, personal days, sick time, and holidays.