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.
• Drive performance improvements in top-line revenue, margin improvement and marketing mix optimization.
• 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, design actionable solutions to Revenue & Margin Management issues, and develop implementation plans.
• Lead teams that execute our clients’ ongoing Revenue & Margin Management programs, design B2B and B2C customer measurement solutions, and deliver data-driven business insights.
• Contribute to the creation of intellectual property and internal team building.
• Learn new concepts quickly, stay abreast of advances in technology and related fields, and apply your experience to creatively solve our clients’ business problems.
• 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.
• Review and adjust 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.
• Ensure 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 the customer segments and channels to optimize the go-to market strategy to gain differentiation and competitive advantage.
• 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 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.
• Partner with client teams to 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.
• Familiar with, and has used CRM tools such as Salesforce for dashboards, reports, metrics and analytics to run a sales team through CRM dashboards, familiarity with CRM such as Salesforce.
• 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).

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.

• 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.