Director of Sales

Job Locations US-IL-Bolingbrook
Req No.
2022-22658
Type
Regular Full-Time

Overview

Reporting to the Vice President, Sales and Customer Experience, the Director of Sales Operations plays a critical role in the efficiency and effectiveness of the sales team and overall function. S(he) will serve as the people leader of the business development managers, assisting with forecasting, prioritization, and sales achievement measurement while supporting the team’s continuous learning and development.

 

The Director of Sales Operations will be responsible for working with the Sales and Go-To-Market leadership teams to drive key objectives for the business and turning data driven insights into actions. The right candidate must have built data driven programs, can both think strategically to develop plans, and have the operational expertise to execute on them.

 

The ideal candidate also has exceptional analytical and problem-solving skills and is comfortable interacting at all levels including executive leadership, sales, marketing, finance, and operations leaders and colleagues with proven ability to juggle and prioritize multiple tasks, be able to work productively in a team-oriented environment and be comfortable with supporting a rapidly growing organization. The Director of Sales Operations will understand the customer tollgate process and what must happen at each stage to achieve success.  S(he) will track the process, provide input and suggestions, and communicate to the Sales leadership team to keep the project moving forward amplifying the uniqueness of Wi-Tronix.    

Responsibilities

Who are we looking for?

 

  1. People Leadership
    • Day to day management and coaching of sales and sales operations team members
    • Prepare and deliver formal and informal performance review feedback
    • Talent acquisition, and retention
    • A servant leader/coach for team members guiding and supporting career aspirations and development
    • Cascade business communications across team to enable direct team and broader company alignment
    • Develop and monitor effectiveness of operational best practices to optimize team performance and business outcomes
    • Inspire the team to focus on sales process outcomes including movement through well-defined stages, predictable scheduled next steps, and effective communication on status on a regular cadence
    • Ensure cross-functional collaboration between sales and customer success team members
    • Position holder is accountable for control activities that operate under their direct supervision
  2. Sales Forecasting
    • Work with stakeholders to define and execute the company sales strategy leveraging the vision of the VP of Sales and Customer Experience
    • Accountable for pipeline reporting and accuracy
    • Fully understand the economics of customer contracts in order to effectively track and communicate relevant metrics and financial health of contracts
    • Contribute to and fully understand sales commission and other incentive programs including tracking commissionable and incentive eligible sales and business outcomes
    • Optimize Salesforce and any other financial management and reporting tools to enable data analysis, that informs effectiveness of sales and the overall sales strategy
    • Accountable for sales forecast and pipeline reporting and accuracy
    • Prepare sales board deck materials, account progress reporting, and lead generation updates summarizing data with actionable insights and leadership/team asks
    • Lead, engage, and leverage an array of subject matter experts and Wi-Tronix business stakeholders on the strategy and execution of proposals
    • Lead sales operations to train new and current sales and customer success team members on sales Wi-Tronix systems, products and services
  3. Personal Accountability & Development
    • Develop and maintain relevant Wi-Tronix domain knowledge and competitive positioning
    • Build sales operations mastery by evolving sales operations strategies through learnings

Qualifications

What will you need?

 

  • Bachelors’ degree or relevant experience
  • 7+ years sales operations experience
  • 5+ years people management/leadership experience
  • 2+ years’ experience in business-to-business client-facing role building enterprise relationships (i.e. sales operatives, head of sales operations, sales operations specialist)
  • Industry experience a plus (Railway, SaaS/Technology, Engineering)
  • Experience tracking sales commission programs a plus
  • Familiarity with RFP process
  • Familiarity with Salesforce
  • Proven project management skills (planning, communication, escalation, follow through, outcome driven
  • Strong competence in how data drives decisions; a command of how to collect, evaluate, and share data that tells a story, informs action, and maximizes efficiency and sales productivity
  • An agile mindset and the willingness to apply agile concepts to the sales process
  • A background in working with agile development processes is a plus

 

CRITICAL COMPETENCIES FOR SUCCESS

LEADERSHIP

Leading with Purpose & Values

Living the organization’s purpose and values by keeping it at the forefront of employee’s decision making and actions. Acting as a role model, passionate about our brands, our heritage, and our future.

 

Valuing Inclusion & Diversity

Working effectively with individuals of diverse cultures, interpersonal styles, abilities, motivations, or backgrounds; making the most effective use of the capabilities, insights, and ideas of all individuals.

 

Building Trust

Interacting with others in a way that gives them confidence in one's intentions and those of the organization.

 

Building Organizational Talent

Establishing systems and processes to attract, develop, engage, and retain talented individuals; creating a work environment where people can realize their full potential, thus allowing the organization to meet current and future business challenges.

 

INTERPERSONAL

Courageous Collaboration & Feedback

Developing purposeful relationships to facilitate the accomplishment of goals and personal growth by acting with candor, kindness, and humility, acting courageously and with vulnerability when seeking, receiving, and providing feedback.

 

Strategic Influence

Creating and executing influence strategies that gain commitment to one’s ideas and persuade key stakeholders to take action that will advance shared interests and business goals.

 

Energizing the Organization

Motivating increased employee effort by communicating a compelling view of the organization’s purpose and its future state in a way that helps others understand the importance of their contributions and feel how outcomes will be different when progress is achieved.

 

Passion for Results

Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.


BUSINESS/OPERATIONAL

Establishing Strategic Direction

Establishing and committing to a long-term business direction based on an analysis of systemic information and consideration of resources, market drivers, organizational values, and emerging economic, technological, and regulatory conditions.

 

Driving Execution

Translating strategic priorities into operational reality; aligning communication, accountabilities, resource capabilities, internal processes, and ongoing measurement systems to ensure that strategic priorities yield measurable and sustainable results.

 

Innovation

Creating an environment that inspires people to generate novel solutions with measurable value for existing and potential customers (internal or external); encouraging experimentation with new ways to solve work problems and seize opportunities that result in unique and differentiated solutions.

 

 

 

Wi-Tronix is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Wi-Tronix is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Wi-Tronix are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, work authorization status, association to anyone in a protected class or disability, perceived or otherwise, or any other status protected by the laws or regulations in the locations where we operate. If you have a disability or handicap and would like us to accommodate you in any reasonable way, please inform your recruiter so that we can discuss the appropriate alternatives available.

 

If you have a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact Mary Oster or hrhelp@wi-tronix.com for assistance.

 

Wi-Tronix does not accept and will not review unsolicited resumes from recruiters and/or search firms.

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