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. This role focuses on driving performance improvements in top-line revenue, margin improvement and marketing mix optimization.

Responsibilities

• Advise companies on sales force effectiveness, margin management, marketing optimization, and interim sales leadership.
• Manage 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 implementation plans and contribute to the creation of intellectual property.
• Contribute to the creation of B2B and B2C customer measurement solutions.
• Deliver data-driven business insights.
• Develop and present reporting frameworks and dashboards.
• Perform B2B/B2C customer segmentation and statistical modeling.
• Manage digital community & social media execution and measurement.
• Work with project team to understand, manipulate, and analyze client and market data using various tools.
• Own and manage the high-quality execution of individual projects.
• Contribute to project work by combining creative problem solving with analytical rigor to drive actionable insights.
• Lead teams that execute ongoing Revenue & Margin Management programs.
• Evaluate time spent by salesforce on value-add activities and effectiveness of their customer interactions, and recommend solutions.
• Optimize sales process, ensuring leads are efficiently generated & converted into profitable sales, and sales is held accountable to KPI’s and metrics.
• Review and optimize a consistent sales process, ensuring leads are efficiently generated & converted into profitable sales, and sales is held accountable to KPI’s and metrics.
• Review usage of advanced tools and technologies including CRM to drive accountability and establish greater visibility into the sales pipeline.
• Assess customer segments and channels to optimize the go-to market strategy to gain differentiation and competitive advantage.
• Manage client relationships on a day-to-day basis while collaborating with internal client team members.

Requirements

• 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.
• Familiar 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).

Qualifications

• Experience in B2B sales and sales management.
• Proven ability to build and manage a sales pipeline and hold sales reps accountable to results.
• Experience with CRM tools such as Salesforce.
• Strong analytical skills and experience with tools like SQL, BI, and statistical programs.
• Excellent communication and interpersonal skills.
• Project management and presentation skills.
• Leadership and mentoring experience.
• Experience with complex projects and problem-solving.

Skills

• Strong financial acumen and understanding of P&L and cost drivers.
• CRM tools proficiency (Salesforce).
• Statistical analysis and data manipulation skills.
• Project management and leadership skills.
• Communication and interpersonal 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 which is based on a number of factors, including individual and firm performance. Click here for more information regarding A&M’s benefits programs.

Pay

The salary range is $175,000--$250,000 annually, dependent on several variables including but not limited to education, experience, skills, and geography.

Schedule

Full-time Positions and Part-time Positions under 30 hours Regular employees working 30 or more hours per week are also entitled to participate in Alvarez & Marsal Holdings’ fringe benefits consisting of healthcare plans, flexible spending and savings accounts, life, AD&D, and disability coverages at rates determined from time to time as well as a 401(k) retirement plan. Provided the eligibility requirements are met, employees will also receive a discretionary contribution to their 401(k) from Alvarez & Marsal. Additionally, employees are eligible for paid time off including vacation, personal days, seventy-two (72) hours of sick time (prorated for part time employees), ten federal holidays, one floating holiday, and parental leave. The amount of vacation and personal days available varies based on tenure and role type. Click here for more information regarding A&M’s benefits programs.

Part-time Positions

Over 30 hours Regular employees working less than 30 hours per week are entitled to participate in Alvarez & Marsal Holdings’ 401(k) retirement plan. Provided the eligibility requirements are met, employees will also receive a discretionary contribution to their 401(k) from Alvarez & Marsal. Click here for more information regarding A&M’s benefits programs.