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

• Advises companies on sales force effectiveness, margin management, marketing optimization, and interim sales leadership.
• Manages teams to address complex business challenges within the Commercial Excellence practice.
• Communicates with C-level management, conceives, and structures analytical plans to uncover drivers of performance, and designs actionable solutions to Revenue & Margin Management issues.
• Develops implementation plans and contributes to the creation of intellectual property.
• Contributes to the creation of B2B and B2C customer measurement solutions and delivers data-driven business insights.
• Owns and manages the high-quality execution of individual projects, including roadmap design, management of the project team, and development and presentation of final deliverables.
• Combines 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.
• Works with project team to understand, manipulate, and analyze client and market data using various tools, such as MS Excel, SQL Server, BI tools like SSRS or Tableau, and statistical programs like SPSS or R.
• Motivates, develops, and challenges all members of project teams to exceed client expectations, providing value-added thinking and mentoring to ensure junior team members develop over time and are satisfied.

Requirements

• Industry experience, particularly in B2B and business services, with experience working with private equity and/or private equity relationships is a plus.
• Strong financial acumen and 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), with responsibility for forecasting, building/managing a sales pipeline, and holding sales reps accountable to results, managing coverage, performance, and compensation.
• Familiarity with CRM tools such as Salesforce for dashboards, reports, metrics, and analytics to run a sales team through CRM dashboards.
• Analytically driven and exposed 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 your feet, and respond with confidence and creativity.
• Consulting experience preferred (not required).
• An MBA from a top-tier university preferred (not required).

Qualifications

• Experience in sales force effectiveness, margin management, marketing optimization, and interim sales leadership.
• Leadership experience in managing teams to address complex business challenges.
• Strong financial acumen and ability to build business plans.
• Proven experience in running a B2B sales team, including forecasting, pipeline management, and sales rep accountability.
• Familiarity with CRM tools and their use in sales operations.
• Quantitative skills and exposure to various analytical tools.
• Excellent communication and interpersonal skills.
• Project management and presentation skills.
• People development and management skills.
• Experience in providing intellectual and task leadership on complex projects.
• Ability to work independently and think creatively.
• Consulting experience, though not required.
• An MBA from a top-tier university, though not required.

Skills

• Project management and fulfillment skills.
• Data manipulation and analysis skills.
• People and team leadership skills.
• Client relations and relationship management skills.
• Intellectual and task leadership 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.