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Director, GTM Sales Operations

2 months ago

Boca Raton, United States Office Depot Full time
Overview

The Director, GTM Sales Operations is responsible for directing, and overseeing strategic sales operations programs. This role involves analyzing sales data, identifying areas for improvement, developing and implementing sales strategies, and collaborating with cross-functional teams to drive sales growth, efficiency, and effectiveness. The Director of Sales Operations will provide insights, guidance, and support to the sales team to maximize revenue and enhance overall sales performance.

Primary Responsibilities

Sales Process Optimization:

Design and implement strategic selling processes, including the use of methodologies such as MEDDICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) to qualify opportunities effectively. Ensure that sales processes and rigor are tailored to support these methodologies and drive consistent, high-quality outcomes.

Analytics And Reporting

Develop and maintain comprehensive analytics and reporting frameworks tailored to the 3PL space. Track revenue and profit margins across varying contract lengths, from short-term to long-term agreements. Implement robust systems to monitor sales stage conversions and conduct probabilistic analysis to forecast revenue outcomes accurately.

Deal Desk Development

Establish and lead a Deal Desk function to facilitate weekly deal review processes. Drive velocity in deal execution by orchestrating cross-functional teams across the company, ensuring accountability and speed in closing deals. Implement structured processes to streamline deal approvals, pricing strategies, and contract negotiations to optimize revenue generation and customer satisfaction.

Forecasting And Trend Analysis

Lead sales forecasting efforts using current tools such as HubSpot, with plans to migrate to Salesforce.com next year. Manage the transition and optimization of the CRM system to support accurate forecasting and trend analysis. Experience in managing CRM programs, especially Salesforce.com, is highly beneficial.

Sales Enablement

Collaborate closely with the Marketing Director and marketing team to develop comprehensive sales enablement programs. Educate the sales team on new company capabilities, market trends, and programs using resources from across the organization. Ensure alignment between sales and marketing initiatives to optimize sales effectiveness and drive revenue growth.

Chief Of Staff Support

Act as the chief of staff to the CRO (Chief Revenue Officer), managing tasks such as building content for weekly executive review sessions, monthly metrics reviews (MMR), preparation of board content for the President, and developing content for internal communications with guidance from the CRO.

Education And Experience

Level of Formal Education: Bachelor's degree or equivalent experience

Area of Study: Business Administration/Finance

Minimum Years of Experience: 10+

Type of Experience: Sales Financial background: Analysis/Implementation/ROI/Cash Flow/P&L

Special Certifications: MBA is preferred

Skills & Abilities

  • Excellent verbal and written communication skills.
  • Ability to create, analyze, interpret and report analysis.
  • Outstanding analytical and statistical skills.
  • Advanced proficiency in SQL, Excel, and data management systems.
  • High level of creativity and leadership skills.

Language Skills: Well-spoken and possessing exemplary writing skills

Personal Attributes & Other/Preferred: Ability to manage multiple priorities in a fast paced environment; strong written and verbal communication skills with strength to succinctly convey message content at all levels of the organization; to interact with Senior Management and influence decisions; solid presentation skills; Strong excel skills with the ability to quickly learn new applications; Ability to develop associates in new areas through a mentoring environment. Demonstrated the attributes to perform at a higher organizational level

About The ODP Corporation

The ODP Corporation (NASDAQ:ODP) is a leading provider of products and services through an integrated business-to-business (B2B) distribution platform and omnichannel presence, which includes world-class supply chain and distribution operations, dedicated sales professionals, a B2B digital procurement solution, online presence, and a network of Office Depot and OfficeMax retail stores. Through its operating companies Office Depot, LLC; ODP Business Solutions, LLC; Veyer, LLC; and Varis, LLC, The ODP Corporation empowers every business, professional, and consumer to achieve more every day.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by associates assigned to this classification and are not intended to be a complete list of all responsibilities, duties and skills required of associates so classified. Other duties may be assigned.

Pay, Benefits & Work Schedule

The company offers competitive salaries, a benefits package, which includes a 401(k) and more, along with plenty of opportunity to move and grow within our organization For immediate consideration for this exciting position, please click the Apply Now button.

How To Apply

Click the Apply Now button and follow the instructions on each page. When you have completed the application, click the submit button.

Application Deadline

The job posting will remain open for a minimum of 3 days and will expire once the position has been filled.

Equal Employment Opportunity

The company is committed to providing equal employment opportunities in all employment practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship status, marital status, age, disability, protected veteran status, sexual orientation or any other characteristic protected by law.

We will consider for employment qualified applicants with arrest and conviction records City & County of San Francisco Fair Chance Ordinance.