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, 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 transparency into market trends, competitive dynamics, growth opportunities, and customer and end-user behavior and purchasing decisions.
• Assess and recommend optimal salesforce design and organization structure, coverage, and productivity improvement.
• Evaluate sales incentive / compensation plans to ensure they align with company profitability goals / objectives.
• Evaluate time spent by salesforce on value-add activities and effectiveness of their customer interactions, and recommend solutions.
• Review and optimize a consistent sales process.
• Review usage of advanced tools and technologies including CRM to drive accountability and establish greater visibility into the sales pipeline.
• Assess the customer segments and channels to optimize the go-to market strategy to gain differentiation and competitive advantage.
• 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.
• Work with project team to understand, manipulate, and analyze client and market data using various tools.
• 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.

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.
• 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).

Qualifications

• Experience in B2B sales and operations.
• 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 in complex project management and solution design.