Director - Sales Operations

As the Director – Sales Operations, you will be responsible for driving effectiveness, improving efficiencies, and expanding productivity of company’s sales organization. You will be responsible for continuously improving and safeguarding our sales-centric culture and making the company the employer of choice for industry’s best sales professionals. This role will support organizational transformation while promoting collaboration across Industrial, OEM, and Construction business segments.

Responsibilities:

• Act as voice of sales organization to multiple internal support resources and identify areas of improvement where sales bandwidth can be created while eliminating misalignment of departmental goals that hinder delivery of value to clients, sales, and margin expansion.
• Define sales performance criteria and standardizes message of value by customer segment ensuring operation of differentiated strategy, powered by services, which is scalable and deployable throughout organization and leveraged to generate measurable customer value.
• Create consistent dataset to ensure uniform process to evaluate sales productivity and efficiency, including those designed from Salesbook application.
• Create and implement uniform process whereby sales leaders evaluate data and performance of sales professionals.
• Define consistent process for performance improvement plan (PIP) deployment for both sales leaders and account managers with clearly defined milestones and key performance expectations. Define criteria when not met triggers implementation of a PIP.
• Create standardized coaching process for sales leaders that is leveraged across company to increase productivity and drive high-performance culture.
• Define sales operations territory productivity criteria, including sales and margins required for deployment of an outside sales professional.
• Define recommended mix of company sales resources and OPEX allocated to deliver excellent customer experience, while expanding sales, margin, and EBIT.
• Work with supply chain services and value creation team to create and deploy standardized quarterly review process for global and priority clients in which value delivery and financial impact of company’s solution-set can be measured.
• Drive creation of documented plans for sales and margin expansion for global and priority clients. Plans should concisely define strategy to take share and drive customer value, including set measurable field expectations for customer engagement. Processes to be closed loop system, managed through Salesbook, driving accountability for global account managers and other segment resources in support of local branch needs to remove barriers preventing growth.
• Define sales operations expectations for utilization and data quality within Salesbook. 
• Act as single point of contact to IT and final decision maker on design criteria to create optimal value for sales organization and ensures optimal usage. 
• Drive consistent process using well defined datasets, including historical trends, backlog, and pipeline from Salesbook to establish branch, district, and region forecasts, including supplier volume rebates.
• Remove barriers across multiple business units that prevent delivery of company’s customer value, including product and service capabilities.

Qualifications:

• Bachelor’s Degree required; Master’s Degree preferred
• 10 years of relevant experience in a matrix environment
• 10 years experience in managing against budgets, including sales and profit growth
• 6+ years experience as a sales leader (electrical distribution industry or related Industrial, OEM, Construction experience preferred)
• Ability to manage multiple tasks at once
• Strong decision-making and problem-solving skill
• Sense of urgency and deadline driven
• Strong analytical skills
• Strong interpersonal and communication skills
• Attention to detail/organization skills
• Excellent written and verbal communications
• Ability to influence and lead change in a cross-functional team environment
• Ability to travel up to 25%

 

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This amount is what we reasonably believe we will pay for the position; however, offer amounts may vary based on factors such as geographic location, relevant education, experience, qualifications, skills, shift, or any collective bargaining agreements. For eligible positions, compensation may include participation in a bonus or sales incentive plan, subject to the terms and conditions of the applicable plan documents. For certain sales roles, Wesco also offers a commission structure that provides additional compensation based on sales results, as defined by the applicable commission plan.