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, accelerating pipeline, and providing day‑to‑day support and analytics for the SVP Customer Service and Chief Commercial Officer (CCO). This includes planning and organizing programs, initiatives, processes and systems that accelerate overall direct sales and business development efforts. Sales Operations Leadership experience—especially in delivering outcomes—is a must. The successful candidate will have extensive experience reconciling top‑down and bottom‑up forecasts and delivering robust business numbers. Additional responsibilities include enhancing and maintaining sales reporting systems with IT, including Salesforce CRM, sales forecasting and business intelligence tools, and coordinating 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 and deliver a Sales Forecast number with the BD / sales leadership team, highlighting focus areas and partnering with BD to close deals faster through data insights and removal of deal obstacles.
• Compile and coordinate monthly / quarterly commercial sales reporting and dashboards for the Commercial leadership team, Business leadership teams, ELT, and BOD with Finance, including updates to profit center forecasts, key wins and losses, and regularly updated risks and opportunities to the sales forecast.
• Implement CRM tools and features to enhance analytical tools and reports, delivering insights that drive business actions or facilitate decisions to win more work and maintain Revenue and Margin forecasts.
• Develop analytical tools that drive business outcomes, such as increasing pipeline velocity, win rate, and focus BD or commercial action to advance pipeline to more mature stages.
• Partner with Business Development / Sales to understand, challenge and improve commercial strategies, decreasing deal closure cycle time, increasing win rates, and increasing 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 GMs, monitoring Power BI, the Ops manpower planning tool to sync forecasted vs. Ops expected sales.
• Serve as a key participant in sales and operations planning, continuously communicating and aligning revenue expectations with the Ops planning process.
• Maintain and monitor quarterly and annual sales forecasts in Salesforce CRM, ensuring integrity and accuracy of account and opportunity ownership for accurate variable incentive compensation based on YOY sales growth.
• Track and manage 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 researching, analyzing, and reporting on competition and industry trends.
• Experience implementing business intelligence tools and CRM.
• Well‑documented strengths in planning and organizing, attention to detail, oral and written communication, independent decision‑making, and 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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