As the Senior Director – Sales Operations, you will be responsible for driving effectiveness, improving efficiencies, and expanding productivity of company’s sales organization. You will work with the leadership team to develop appropriate strategic plans and identify quantitative performance metrics and tactics to achieve objectives. You will also be responsible for continuously improving and safeguarding our sales-centric culture, making the company the employer of choice for industry’s best sales professionals.

Responsibilities:

• Act as voice of sales organization to multiple internal support resources and identify areas of improvement where sales bandwidth can be created while eliminating misalignment of departmental goals that hinder delivery of value to clients, sales, and margin expansion.

• Define sales performance criteria and standardize message of value by customer segment ensuring operation of differentiated strategy, powered by services, which is scalable and deployable throughout organization and leveraged to generate measurable customer value.

• Create consistent dataset to ensure uniform process to evaluate sales productivity and efficiency, including those designed from Salesbook application.

• Oversee and implement uniform process whereby sales leaders evaluate data and performance of sales professionals.

• Create and drive standardized coaching process for sales leaders that is leveraged across company to increase productivity and drive high-performance culture.

• Define sales operations territory productivity criteria, including sales and margins required for deployment of an outside sales professional.

• Define recommended mix of company sales resources and OPEX allocated to deliver excellent customer experience, while expanding sales, margin, and EBIT.

• Work with supply chain services and value creation team to create and deploy standardized quarterly review process for global and priority clients in which value delivery and financial impact of company’s solution-set can be measured.

• Maintain a strong understanding of external market, technology, and competitive dynamics, and use data-driven insights researches targeted market to identify branch expansion opportunities.

• Drive creation of documented plans for sales and margin expansion for global and priority clients. Plans should concisely define strategy to take share and drive customer value, including set measurable field expectations for customer engagement. Processes to be closed loop system, managed through Salesbook, driving accountability for global account managers and other segment resources in support of local branch needs to remove barriers preventing growth.

• Define sales operations expectations for utilization and data quality within Salesbook.

• Collaborate with Sales Operations Director to act as the point of contact to IT and final decision maker on design criteria to create optimal value for sales organization and ensures optimal usage.

• Drive consistent process using well defined datasets, including historical trends, backlog, and pipeline from Salesbook to establish branch, district, and region forecasts, including supplier volume rebates.

• Remove barriers across multiple business units that prevent delivery of company’s customer value, including product and service capabilities.

Qualifications:

• Bachelor’s Degree - Sales, Business Administration, or relevant field required

• Master’s Degree - Sales, Business Administration, or relevant field preferred

• 12 years of relevant experience in a matrix environment

• 12 years experience in managing against budgets, including sales and profit growth

• 8+ years experience as a sales leader

• Ability to manage multiple tasks at once

• Strong decision-making and problem-solving skills

• Sense of urgency and deadline driven

• Strong analytical skills

• Strong interpersonal and communication skills

• Attention to detail/organization skills

• Excellent written and verbal communications

• Ability to influence and lead change in a cross-functional team environment

• Ability to travel up to 25%

Wesco International, Inc., including its subsidiaries and affiliates (“Wesco”) provides equal employment opportunities to all employees and applicants for employment. Employment decisions are made without regard to race, religion, color, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law. US applicants only, we are an Equal Opportunity and Affirmative Action Employer.

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