Director of Sales Operations - NorthStar Professional Search

The Director of Sales Operations is responsible for driving profitable revenue growth by providing essential insights into pipeline analytics. This role supports the VP of Business Development by developing and implementing key sales processes, initiatives, and systems that enhance the company’s direct sales efforts. As the liaison between Sales and other key stakeholders within the company, the Director of Sales Operations ensures that sales efforts are effectively aligned with business objectives and collaborates with various departments to optimize performance.

Responsibilities:

• Revenue Growth & Pipeline Analytics:
• Drive profitable revenue growth through analysis and insights in pipeline management.
• Develop sales processes for sales teams, specialists, and other sales representatives to optimize performance.
• Sales Forecasting & Reporting:
• Compile and coordinate monthly commercial sales reporting and dashboards for the Board of Directors (BOD) with the Finance team.
• Update profit center forecasts, track key wins and losses, and identify risks and opportunities to sales forecasts.
• Maintain and monitor annual sales forecasts in the CRM system, ensuring the accuracy of account and opportunity ownership.
• Collaboration & Sales Planning:
• Work closely with Profit Center General Managers (GM’s) in Solutions Consulting to adjust sales forecasts.
• Monitor the Operations manpower planning tool to align forecasted vs. expected sales.
• Act as a key participant in sales and operations planning, ensuring continuous alignment with revenue expectations.
• Sales Reporting & Metrics Tracking:
• Compile specialized sales reporting and metrics tracking for senior leadership, including the SVP of Business Development, CEO, and CFO.
• Manage the analysis and creation of sales forecasts based on market data, consumer trends, and sales insights.
• Sales Compensation & Systems:
• Track and manage sales compensation plans in collaboration with Finance and Business Development leadership.
• Coordinate sales system enhancements with IT and Finance to improve CRM functionality and user adoption.
• Collaboration with Cross-functional Teams:
• Collaborate with other departments, including Marketing and IT, to ensure alignment of business goals and initiatives.
• Maintain and update data on market share and competitor sales, conducting industry-related research as needed.
• CRM & Automation:
• Leverage CRM tools (Salesforce) to maximize opportunities, track customer relationships, and generate reports.
• Develop and implement automation tools to improve sales process efficiency.
• Training & Development:
• Coordinate sales training programs and educational initiatives for the sales team.
• Facilitate consulting engagements to ensure successful outcomes for Business Development teams.
• Other Duties:
• Manage and facilitate special projects as assigned by the VP of Business Development.

Requirements:

• Education:
• Bachelor’s Degree in a related field required; MBA preferred.
• Experience:
• Minimum of 5 years of professional experience in sales, sales administration, or sales operations.
• Experience in the utility or telecom industry is a plus.
• Skills & Competencies:
• Strong understanding of competitive data analysis and insight generation.
• Experience with customer relationship management systems (Salesforce preferred).
• Proficient in Business Intelligence tools, with experience in Power BI preferred.
• Strong skills in Microsoft 365 products (Excel, PowerPoint, Word).
• Excellent planning and organizational skills with strong attention to detail.
• Ability to communicate effectively, both orally and in writing.
• Demonstrated ability to work independently and make decisions.
• Highly collaborative with experience leading and participating in cross-functional teams.

Travel:

Occasional overnight travel.