Senior Director, Sales Force Effectiveness (OPEN TO ALL U.S. LOCATIONS)

About the role

The Senior Director, Salesforce Effectiveness will advise companies in areas of Revenue & Margin Management, focusing on driving performance improvements in top-line revenue, margin improvement, and marketing mix optimization. This role involves managing teams to address complex business challenges within the Commercial Excellence practice, communicating with C-level management, and designing and implementing actionable solutions.

Responsibilities

• 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 alignment with company profitability goals
• 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
• 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, 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

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, 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)

Qualifications

• Experience in B2B sales, preferably in a commercial or industrial setting
• Proven ability to manage and motivate sales teams
• Strong analytical skills and experience with data manipulation and analysis
• Experience with CRM tools and advanced analytics software
• Excellent communication and interpersonal skills
• Project management and presentation skills
• Leadership experience and ability to mentor junior team members
• Experience in Revenue & Margin Management, Sales Force Effectiveness, and Marketing Optimization

Skills

• Strong financial acumen and understanding of P&L and cost drivers
• Experience in managing and motivating sales teams
• Proficiency in data manipulation and analysis using tools like SQL, BI, and statistical programs
• Experience with CRM tools and advanced analytics software
• Excellent communication and interpersonal skills
• Project management and presentation skills
• Leadership experience and ability to mentor junior team members
• Experience in Revenue & Margin Management, Sales Force Effectiveness, and Marketing Optimization

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. Full-time positions and part-time positions are offered with full benefits, including healthcare plans, flexible spending and savings accounts, life, AD&D, and disability coverages, as well as a 401(k) retirement plan. Part-time positions are eligible for the 401(k) retirement plan. Alvarez & Marsal does not require or administer lie detector tests as a condition of employment or continued employment.