Director, Sales Operations

2 months ago

Parsippany, United States Delta Dental of NJ Full time
Job DescriptionJob Description

Delta Dental of New Jersey, Inc., located in Parsippany New Jersey is currently seeking a sales operations leader to drive the delivery of efficient workflows, processes, content, data and sales operational leadership across segments in NJ and CT, and provide highly effective tools and insights in support of achieving organizational sales and retention goals. Business/Sales Sponsorship of Salesforce.com and other Enterprise Project Initiatives. Reporting to the Chief Sales Officer, this position will lead a team of analysts and operations associates both in NJ and in CT, however the position will report to our Parsippany office. We currently have a hybrid work model, in office Tuesday, Wednesday and Thursday, and remote Monday and Friday.


Delta Dental of NJ offers a competitive compensation program including medical, dental, Rx and vision, short and long term disability, life insurance, matching 401k, tuition reimbursement and much more. Come join a great organization, and get your smile on.

ESSENTIAL DUTIES & RESPONSIBILITIES

The Director will be responsible for execution of Sales Operations priorities including:

  • Management of direct reports:
    1. Senior RFP and Sales Coordinators
    2. Sales Coordinator
    3. Senior Support Admin Associates (hourly)
    4. Sales Operations Analyst
    5. Senior Sales Operations Analyst
    6. Broker Relationship Lead (shared with CSO)
  • Business Sponsorship
    1. Salesforce.com
    2. PMO Sales Initiatives
    • Championing Corporate Alignment through Salesforce.com: Act as a key liaison in aligning Salesforce.com functionalities with overarching corporate initiatives. This role involves ensuring that our CRM strategies align with our company's broader goals and that our sales team is equipped with the tools and insights needed to drive corporate objectives.
    • Guiding Sales Initiatives within the Project Management Office (PMO): Provide strategic oversight for PMO sales initiatives, ensuring they are aligned with and actively contribute to our corporate strategies. This includes offering insight and direction on various projects and helping to bridge the gap between sales objectives and company-wide goals.
    • Collaborative Influence on Cross-Functional Initiatives: Engage actively in the Senior Steering Committee, providing sales perspective and guidance on various cross-functional projects. This role involves being a voice for the sales team in broader business discussions, ensuring sales interests are well-represented and aligned with corporate directions.
  1. Oversight and Integration of Additional Strategic Initiatives: Oversee and integrate additional strategic initiatives with a sales component, ensuring they align with and contribute to overall business objectives. This role requires a deep understanding of the sales landscape and the broader business environment, ensuring a harmonious and strategic integration of sales-related activities across the company.
  2. Senior Steering Committee
  • Sales and Account Management Workflow Process Design and Reporting
  • Sales data integrity, reporting and insights at all levels and group life cycle milestones
    1. Senior, Executive, Board, UA, Finance and Sales Leadership Submissions
    2. Lead discovery, general and formal quote/RFP, pipeline, onboarding, renewal, termination, winback
    3. Responsible for providing data-driven strategic insights to both the sales team and the leadership team specific to sales growth targets

  • Sales Enablement and Events
    1. Content availability and fulfillment
      • Translation
      • Promotional Item inventory maintenance
    2. Event attendance, fulfillment and ROI
    3. Salesforce contact management
  • External Vendor and Partner Relationships
    1. PPI General Agent/Administrator Partner
    2. Small Group Broker Platforms
    3. Ben Admin Platforms
    4. Lead and broker discovery platform
  • Budget, Sales Forecasting and Program Planning
    1. Operational support
    2. Tracking and reporting
QUALIFICATIONS FOR DIRECTOR SALES OPERATIONS

To perform this job successfully, an individual must be able to perform each essential duties satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

Bachelor's degree, 5 years+ Sales Operations experience. Salesforce.com power user, reporting and experience required. Sales Channel, Insurance Carrier environment and proven leadership skills strongly preferred

The following experience and attributes are preferred:

  • Salesforce.com Sales Cloud tracking and reporting for clients, contacts, pipeline data
  • Workflow process design and documentation management
  • Leadership skills and the ability to drive projects to completion
  • In-depth analytical experience with interpretive thinking to define problems and develop innovative solutions
  • Willingness to take initiative to innovate and propose solutions to existing issues
  • The ability to understand technical issues and prioritize multiple tasks
  • Ability to work within multi-functional and multi-geographical teams
  • Strong interpersonal skills and ability to work effectively with internal partners and external customers
  • Experience with internal and external Incentive Compensation programs
  • Continually drive alignment and execution of the core business priorities
  • Organizational savvy to work across organizational boundaries and drive closure on issues and results

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and perform extensive close keyboard and PC work. The employee frequently is required to walk, talk or hear. The employee is occasionally required to stand and reach with hands and arms.


WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.

This classification will be required to sign a confidentiality agreement.

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