Senior Director of Sales Operations

Job Details

The Role:

The Sales Operations Director leads the planning, deployment and execution of commercial excellence programs across the region, focused on driving sales productivity and secured order growth. Working in a matrixed organization the successful candidate will report into the global commercial operations function, but work in close partnership with the sales leadership organization to align on priorities and together build strong commercial fundamentals.

Whilst the role is primarily focused on driving execution within our North American field businesses you will be part of a newly constructed global team, and therefore the expectation is the successful candidate will actively participate in the drive to create global standards, and support initiatives spanning multiple businesses.

Within role, you will directly lead the region sales operations team, consisting of two primary roles (see over for details):

• Process & applications - subject matter experts for applications, tools and processes forming the commercial ecosystem. Leads continuous improvements, user experience and governance.

• Business partners - partners for commercial leaders, enabling success via driving projects and activities such as quota design, coverage planning and lead to book execution.

Critical for success is the ability to build effective working partnerships across business and function, creating demonstrable value for the enterprise. It is therefore imperative the successful candidate can orchestrate resources via indirect and direct leadership to execute work effectively, across functional partners such as IT, finance, field operations, learning & development and our sales/marketing community.

The role requires strong analytical skills to interpret real time data and work with sales leaders to identify improvements through the complete sales process (including but not limited to lead, account, territory, opportunity and pipeline management). Inconjunction with driving productivity and excellence programs the successful candidate will lead:

• Continuous improvement of our core commercial cadences, driving working standards and best practices across content, tools, data, process and enablement (at all levels of our commercial organization)
• Technology and process improvements to refine and simplify the ecosystem in which sales professionals win; particularly leveraging salesforce.com as the core CRM application, but expanding into areas such as sales coaching, configure - price - quote (CPQ) and marketing automation
• Commercial planning process including sales quota design, capacity and productivity planning, performance and KPI tracking
• Provision of standard work and insights for commercial reviews, and business planning discussions

How you will do it:

• Collaborate with business and sales leaders to develop long term growth strategies and aligned execution, create trusted and valued partnership with all teams
• Champion our commercial user community through an active CX program, and ensure we prioritise accordingly
• Effectively lead your direct team and create and environment of trust, innovation and excellence
• Leverage data effectively and early to inform decision making and priority setting
• Engage with functional partners as a commercial SME to ensure continuous development to our ecosystem & take information to proactively improve our execution (for example - market data, new product introductions, new marketing campaigns)
• Lead areas of discussion in local, regional and business level commercial in areas such as pipeline health, forecast accuracy, sales productivity with data based recommendations for improvement
• Continually perform business evaluations to identify future opportunities for improvement and barriers to achieving strategic growth and financial objectives.
• Lead coaching and support for growth initiative owners
• Drive consistent focus and improvement actions to continually mature strong execution of sales fundamentals within a strategy to enhance the ecosystem within which we work

What We Look For:

• Bachelor degree in related subject with minimum 10 years of demonstrable business experience in senior commercial roles/functions
• Specific experience managing or matrix direction to a distributed sales organisation in a multi-line business
• Ability to succinctly clarify, explain and sell concepts and initiatives to broad groups of professionals.
• Knowledge of customer and competitive programs, and the ability to develop effective programs understanding the trends and issues facing commercial teams in the digital age
• Excellent analytical and interpersonal skills and presents convincingly to peers, executives, partners, and customers
• Exceptional enterprise leadership skills in a dynamic and fast growing organization
• Strong knowledge of CRM and associated technologies
• Ability to communicate effectively with all levels of employees/management and experience in a cross-functional matrix reporting structure

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.