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Associate Vice President, Sales Operations

2 months ago

Alpharetta, United States StimLabs Full time
The Associate Vice President of Sales Operations directs and supports StimLabs investments in sales force effectiveness and manages functions essential to sales force productivity. These include planning, reporting, quota setting and management, sales process optimization, sales training, and sales program implementation.

Responsible for the overall productivity and effectiveness of the sales organization. Reporting to the Chief Commercial Officer, this person fosters close working relationships with internal and external stakeholders to ensure the sales organization's efficient operation and success. The AVPSO may manage one or more direct reports.

Job Responsibilities

  • Designs, implements, and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization. Ensures planning, forecasting and budgeting efforts are appropriately integrated with other planning processes employed within StimLabs.
  • Provides leadership to the sales organization, and counsel to the executive team, in implementing sales organization objectives that appropriately reflect the StimLabs business goals.
  • Responsible for equitably assigning sales force quotas and ensuring StimLabs financial objectives are optimally allocated to all sales channels and resources through the quota program
  • Accountable for the timely assignment of all sales organization objectives.
  • Partners with sales leadership to identify opportunities for sales process improvement. Facilitates successful implementation of new programs through the sales organization by ensuring a well- defined, efficient sales process is in place. Fosters an organization of continuous process improvement.
  • Prioritizes investments in enabling technologies in support of sales organization productivity. Works closely with the executive team to understand StimLabs sales and technology strategy. Recommends changes and enhancements to the company Customer Relationship Management technology platform
  • Responsible for the optimal deployment of sales personnel. Makes recommendations for changing sales roles, coverage models, or team configurations in order to maximize sales productivity. Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models
  • Works closely with sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns reporting, training, and incentive programs with these performance management priorities
  • Ensures sales reports and other internal intelligence is provided to the sales organization. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives
  • Working closely with sales leadership and Human Resources, establishes a sales force training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for selling, sales management, and sales support roles. Oversees the delivery of field and HQ training to sales, sales management, and sales support personnel
  • Working with Human Resources and senior sales leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives
  • Oversees sales compensation plan administration. Establish sales compensation program rules, policies, and procedures. Ensures sufficient resources are assigned to adequately administer sales compensation programs. Works closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation
  • Directs and supports the consistent implementation of company compliance initiatives.

Accountabilities And Performance Measures

  • Implementation and execution of quarterly field sales inventory
  • Achievement of firm sales, profit, and strategic objectives
  • Accountable for the on-time implementation of sales organization forecast, quotas, and performance objectives
  • Accountable for the thorough implementation of sales organization-impacting initiatives. (Ex. Product launch - Sales contests - Customer Service contests)
  • Responsible for the efficient allocation of technology, support, and training resources impacting the sales organization
  • Accountable for accurate and on-time reporting essential for sales organization effectiveness
  • Achievement of strategic objectives defined by company management

Organizational Alignment

  • Reports to the Chief Commercial Officer
  • Directs the support of sales executives, implementation resources, service resources, and other sales and management resources as needed, coordinating with the appropriate management resources
  • Fosters close, cooperative relationships with peer leaders and other senior executives.