Director Sales Operations

Crawford & Company is seeking a dynamic, strategic, and data‑driven Director of Sales Operations to elevate sales performance, optimize processes, and fuel the growth of our U.S. Sales organization.

Why Join Crawford and Company?

• Work From Home Position
• Excellent Crawford Benefits Supporting Financial, Physical & Mental Wellness
• Generous Employee Referral Bonus Program
• Access to Multiple Employee Discounts

Role Overview

• Drive Sales Performance & Process Optimization: Contributes to setting and executing performance objectives for sales and leadership teams, while optimizing sales processes through automation, business compliance, operational model adherence, and evaluation of new sales technologies.
• Lead Analytics, Reporting & Business Insights: Leverages strong analytical skills to deliver data insights, dashboards and reporting that measure sales productivity, support revenue reconciliation, and enable budget and forecasting needs for segment and operations leaders.
• Facilitate Client Deliverables & Cross-Functional Collaboration: Serves as lead facilitator for creating key client deliverables – presentations, proposals, RFIs/RFPs, and reporting – by partnering closely with sales, marketing and other business units.
• Own CRM Governance & Market Intelligence: Acts as the Salesforce SME ensuring data integrity and process governance, while obtaining and publishing voice-of-customer insights and broader market intelligence; success is defined by enabling the sales team in achieving revenue growth goals.

Apply Now and take the next step in advancing your career!

Qualifications

• Bachelor Degree, preferably in Business Administration, Risk Management, Insurance or a related discipline.
• Ten years of related experience in sales operations roles.
• Previous experience with the use and analytics of CRM platforms.
• Previous experience with revenue analysis and the use of supporting software tools.
• Previous experience managing or working in a matrix sales structure.
• Previous experience in direct employee management.
• Previous experience with delivery of claims handling services or supervising those that do.
• Strong leadership skills to support ongoing sales performance, provide analysis and insight to support revenue achieving goals.
• Communication skills for effective verbal and written communications with sales teams, collaborating departments and upper management.
• Advanced analytical and problem‑solving skills to identify opportunities for sales process improvements and develop and implement new strategies.
• Experience with sales tech stack management, including Salesforce, sales enablement, forecasting, reporting, and analytical tools.
• Ability to communicate analysis findings and recommendations clearly and persuasively to different stakeholders, including Operations, Sales Leaders, Business Development and Data Management Team.
• Financial skills and business acumen to understand sales forecasts and revenue recognition.
• Ability to solicit and incorporate feedback and input from stakeholders to foster a culture of trust and transparency.
• Ability to demonstrate and promote a growth mindset, a customer‑centric attitude, and a continuous improvement approach.
• Ability to reason strategically and holistically about the sales organization and its goals.
• Research and reporting skills to analyze sales data and consumer trends to create sales forecasts and other relevant data points.
• Position may require travel, some of which may be overnight. Additional sales training may be required from time to time.
• Must complete continuing education requirements as outlined by Crawford Educational Services.

Responsibilities

• Develop and publish all reporting and dashboards related to sales performance, revenue reconciliation and client performance to meet the ongoing needs of the market.
• Conduct analysis of actual to budgeted results for Client & Business Development.
• Establish consistent CRM processes, practices and data governance to support the execution of the sales cycle.
• Provide Salesforce administration support and training through maintaining and updating information, ensuring accuracy of our CRM.
• Assist Sales Leadership with monitoring sales pipeline efforts to help minimize barriers, identify gaps, forecast conversion rates and potential cross‑selling opportunities.
• Direct and coordinate with the Business Development Lead during the RFI/RFP process, incorporating strategy development, critical thinking and pricing in collaboration with relevant Crawford stakeholders.
• Contribute to the development of sales presentations and proposals to drive client acquisition and retention.
• Establish and facilitate our lead generation and triage process.
• Promote and coordinate the implementation of new accounts through effective coordination with the onboarding team as needed.
• Promote and coordinate the onboarding and training of new team members.
• Research and coordinate sales automation efforts (AI) to accelerate and enhance the sales cycle.
• Represent Client & Business Development in corporate initiatives and shared services committees within the home office as assigned.
• Support market events and thought leadership efforts with marketing as needed.
• Contribute to researching and collecting market and client conditions, trends, and competition.
• Ensure interdepartmental reporting is completed correctly and timely.
• Perform other duties as assigned.
• Uphold the Crawford Code of Conduct.

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