Director Sales Operations

Overview

We are currently seeking a hands‑on Director / Senior Director of Sales Operations. The Director / Senior Director of Sales Operations will be responsible for leading the Business Development / Sales organization, in accelerating pipeline. This will include providing direct day‑to‑day support and analytics for the SVP Customer Service and Chief Commercial Officer, (CCO) in the areas of planning and organizing programs, initiatives, processes and systems which accelerate the overall direct sales and business development efforts of the company. Sales Operations Leadership experience—especially in delivering outcomes—is a must. The successful candidate will have extensive experience in successfully reconciling Tops Down forecasts with Bottoms Up forecasts and delivering a number for the business. Additional responsibilities will include enhancing and maintaining sales reporting systems with IT, including the Salesforce CRM, sales forecasting and business intelligence tools. The role will also integrate and coordinate with the Marketing Department to roll out BD / Sales initiatives as needed.

Location

Osmose corporate headquarters in, Atlanta, GA. No remote locations will be considered.

Responsibilities

• Successfully manage to, and deliver, a Sales Forecast number with the BD / sales leadership team by highlighting where focus needs to be placed on pipeline, and partnering with BD to close deals faster through leveraging of data insights, and removal of deal obstacles—internal and external.

• Compile and coordinate monthly / quarterly commercial sales reporting and dashboards for the Commercial leadership team, Business leadership teams, ELT, and BOD with Finance team—including updates to profit center forecasts, key wins and losses for the reporting period, and regularly updated risks and opportunities to the sales forecast.

• Implement CRM tools and features to enhance analytical tools and reports and that deliver analytical insights which either drive business actions or facilitate business decisions to win more work or maintain Revenue and Margin forecasts.

• Develop analytical tools that drive business outcomes such as – but not limited to: increase pipeline velocity, increase win rate, focus BD or other commercial action to advance pipeline to more mature stages.

• Partner with Bus. Dev. / Sales to understand, challenge and improve commercial strategies developed by the front‑line commercial team for the benefit of Osmose customers to decrease deal closure cycle time, increase win rates, and increase pipeline velocity.

• Leverage BD best practices into tools or collateral for fast and flat organizational learning by identifying commercial tools that can be replicated and scaled across the BD organization quickly.

• Coordinate adjustments to the forecast with the Profit Center GM’s, along with monitoring Power BI, the Ops. manpower planning tool to sync up forecasted vs. Ops. Expected sales.

• Serve as a key participant in sales and operations planning; continuously communicate and align revenue expectations with the Ops planning process.

• Maintain and monitor the quarterly and annual sales forecasts in the Salesforce CRM. Maintain the integrity and accuracy of account and opportunity ownership to ensure accuracy of quarterly and annual variable incentive compensation based on YOY sales growth.

• Tracking and managing sales compensation plans in conjunction with finance

• Update and maintain data on Osmose market share and sales by competitors; conduct industry related research.

• Compile and coordinate all specialized sales reporting, sales metrics tracking, etc. as needed by the SVP Customer Satisfaction, CCO, CEO and CFO.

• Update and maintain the sales Territory Maps and Service Code Tree for use by both BD and Operations.

• Coordinate sales team meetings and weekly deal review / approval calls.

• Coordinate sales training programs and other sales team educational initiatives.

• Coordinate and facilitate all consulting engagements for the BD team to ensure successful outcomes

• Coordinate all sales system enhancements and changes with IT, Product Management, and Finance to improve functionality and increase utilization (Revenue Lifecycle Transformation (RLT) Initiative, Salesforce CRM, and Power BI).

• Manage / facilitate special projects as assigned by the SVP Customer Service.

Qualifications

• A minimum of seven (7) years’ professional work experience in sales operations, direct sales, or sales administration. Utility or telecom industry experience is strongly preferred.

• Bachelor’s Degree in a related field; MBA preferred.

• Demonstrated skills in Microsoft Excel, PowerPoint and Word.

• Business, IT and financial acumen.

• Strong understanding of data analysis and insights generation.

• Experience in researching, analyzing, and reporting on competition and industry trends

• Experience in implementing business intelligence tools and CRM.

• Well‑documented strengths in planning and organizing, attention to detail, oral and written communication, independent decision‑making, interpersonal communication

• Highly collaborative with the ability to lead and participate in cross‑functional teams.

• Background and present responsibilities must demonstrate potential for personal growth and additional development

• Willingness to travel overnight and work varied hours, when necessary, to achieve desired results.

Benefits

Come grow with us! Full‑time employees enjoy a comprehensive benefits package that includes:

• Medical Insurance and Health Savings Account with company contribution

• Dental, Vision, Life Insurance, STD, LTD, Critical Illness Plan and more!

• 401(k) with excellent company match

• Paid time off (vacation, sick, floating holidays)

Osmose is an Equal Opportunity employer. EOE M/F/Disabled/Vet

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