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

About the role

The Commercial Excellence team is a growing business targeting high growth in the next 2-4 years. We offer excellent opportunities for career advancement and building leadership skills. The leadership team is focused on providing career development, training and exposure to international business assignments.

Responsibilities

• Advise companies in the areas of Revenue & Margin Management—sales force effectiveness, margin management, marketing optimization and interim sales leadership.
• Manage teams of Alvarez & Marsal professionals 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 implementation plans and contribute to the creation of intellectual property.
• Contribute to the creation of B2B and B2C customer measurement solutions and deliver data-driven business insights.
• Own and manage the high-quality execution of individual projects, including roadmap design, management of the project team and plan, and development and presentation of final deliverables.
• Combine creative problem solving with analytical rigor to drive actionable insights, including developing reporting frameworks and dashboards, performing B2B/B2C customer segmentation and statistical modeling, and managing digital community & social media execution and measurement.
• Work with project team to understand, manipulate and analyze client and market data using various tools, which may include: MS Excel, SQL Server, BI tools such as SSRS or Tableau, and statistical programs such as SPSS or R.
• Motivate, develop, and challenge all members of project teams to exceed client expectations, provide value-added thinking, and mentor junior team members to ensure they 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.

Qualifications

• Industry experience, B2B, and Business Services; experience working with PE and/or PE relationships is a plus.
• Strong financial acumen, understanding of P&L and cost drivers; proven ability to build a quarterly/annual business plan.
• 15+ years’ experience running a B2B sales team (at a Regional Sales Director level or RVP/VP level) and has held responsibility for forecasting, building/managing a sales pipeline, and holding sales reps accountable to results, managing coverage, performance, and compensation.
• Familiarity with, and has used CRM tools such as Salesforce for dashboards, reports, metrics and analytics to run a sales team through CRM dashboards.
• Analytically driven and exposure to various tools and technologies, including relational database (SQL), BI (Alteryx, Tableau), statistical (SPSS, R), web analytics (SiteCatalyst, Google Analytics).
• 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.
• Able to work independently in an unstructured environment, think on your feet, and respond with confidence and creativity.
• Consulting experience preferred (not required).
• MBA from a top-tier university preferred (not required).