Position summary
The Vice President of Sales Operations will be accountable for the Sales Operations Department’s overall strategy, effectiveness, productivity, & team development. This person will work closely with Sales and Marketing management teams as well as internal and external stakeholders to define the strategy and procedures to support the sales organization in achieving the company business plan. This role manages the strategy, people, processes, technology and procedures that are essential to the productivity, effectiveness and measurement/forecasting of the sales organization. This position will partner with Sales, Business Development, Marketing, Account Management, Legal and other cross-functional departments to facilitate process improvements and sales operations effectiveness.
In this position, the individual will report to the Executive Vice President of Sales & Marketing.
Position description
Design and implement regular forecasting and revenue projections that are accurate, and run regular (weekly, monthly and quarterly) pipeline reviews
Ensure planning and budgeting efforts are appropriately integrated with other planning processes employed within Sentry
Ensure measurement and effectiveness of marketing campaigns is tied to sales leads and success
Continuous pipeline assessment amd measurement, ensuring we are in a position to meet forecast
Ongoing review and assessment of the sales cycle and work with Sales leadership to ensure an effective and efficient sales cycle
Participate and facilitate win/loss reviews
Management oversight, development and retention of assigned sales operation team staff
Responsible for the optimal deployment of sales personnel and organizational design with Sales Management, Human Resources, Finance and the executive team. Makes recommendations for changing sales roles, coverage models or team configurations in order to maximize sales productivity. Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.
Provide overall cross functional vision for departmental coordination for Sales Operations
Accountable for overall sales planning, leadership, strategy and reporting
Accountable for forecasting, budget, quota setting and management
Accountable for sales process optimization, sales training, program implementation and sales compensation
Accountable to regularly assess, document and improve Sales Operations processes
Responsible for implementing standard procedures and documentation for department
Partner with senior sales leadership to identify opportunities for sales process improvement. Facilitate successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch. Foster an organization of continuous process improvement.
Responsible for implementing and enforcing strategies that improve and support the sales processes
Leads training (both recurring and onboarding) and drives the sales enablement functions of the team
Ensure sales reports and other internal intelligence is provided to the sales organization. Maintain reporting tools and manages ad hoc reporting requests for the Sales and Marketing departments to analyze and monitor their performance at various levels. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives. Also provides report design and development to provide sales performance accountable to design and implement internal audits and controls
Oversight, measurement and improvement of sales process for accurate forecasting and data integrity
Collaborate with HR and senior sales leadership to design sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives. This includes working closely with finance, accounting, and HR to establish rules, policies, & procedures associated with sales compensation
Assist with the recruiting and retention of the sales force
Sponsor new automation and processes to facilitate company objectives
Maintain up-to-date knowledge on sales process theories and management strategies
Manage and complete other ad hoc responsibilities and projects in support of sales operations
Other duties as assigned by the EVP of Sales & Marketing
Qualifications / requirements
12+ years of experience in sales operations experience, preferably in the healthcare market
5+ years of experience in sales operations, business planning, or sales support management role
Demonstrated leadership, management, and supervisory skills
Extensive knowledge of sales theories, sales cycle, sales methodologies, CRM applications, reporting, compensation, territory management, quotas and sales management techniques
Strong business and financial acumen
Strong analytic and quantitative skills, with the ability to determine trends and propose solutions, as well as experience successfully managing analytically rigorous corporate initiatives
Strong understanding of revenue recognition principles
Excellent analytical and problem-solving skills
Excellent oral, written communication and organizational skills
Demonstrated ability to assess team skills sets, coach and train others
Ability to lead and actively participate on working teams
Willingness to travel; this position requires up to 25% travel outside the local area and overnight
Education / experience / technical knowledge
Bachelor’s Degree in business, finance, or related field; Master’s Degree preferred
High level of computer proficiency required for Microsoft Office (Word, Excel, Power Point, etc.)
Must have intermediate proficiency in Salesforce.com
Knowledge of Insight Squared beneficial
Personal characteristics
Attention to detail, analytical ability and leadership qualities
Ability to establish and maintain professional working relationships with all staff, clients and the public
Detail oriented with the ability to work with little or no supervision
Ability to understand and follow verbal and written communication
Willingness to be part of a team-unit in the accomplishment of departmental goals and objectives
The ability to adjust to rapidly changing conditions
The post Vice President, Sales Operations appeared first on Sentry Data Systems, Inc..