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, design actionable solutions, and develop implementation plans.
• 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 customer segments and channels to optimize the go-to market strategy to gain differentiation and competitive advantage.
• Contribute to the creation of intellectual property and internal team building.

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 business services.
• 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

• Project management and fulfillment skills.
• Data manipulation and analysis skills.
• People and team leadership skills.
• Client relations and relationship management 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. Employees are also 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.