Director of Sales Operations

TEAM SCG is seeking a strategic, energetic leader to serve as Director of Sales Operations for our Travel & Hospitality (T&H) division. This role is responsible for scaling our presence in the T&H vertical by refining sales processes, empowering sales teams, facilitating cross-functional alignment, and creating repeatable, high-impact programs. The ideal candidate will bring deep T&H industry experience, a track record of scaling business units, and a keen understanding of promotional products and branded merchandise. The Director of Sales Operations is responsible for making the commercial engine run smarter and more predictably within the T&H vertical.

Vertical Strategy & Growth

• Drive year-over-year revenue expansion and scale SCG's presence in the T&H vertical.
• Establish vertical specific KPIs and identify multi-property, multi-year program opportunities (guest experience kits, corporate gifting, loyalty gifting, event merchandise, company webstores).
• Partner with leadership to define and execute the strategic roadmap for the division.

Sales Operations & Enablement

• Build playbooks, SOPs, battle cards, and onboarding programs for selling into T&H.
• Define pipeline discipline, forecasting accuracy, territory design, and account segmentation.
  
• Implement dashboards, reporting tools, and insights that make strategy measurable and scalable.

Cross-Functional Alignment

• Partner with Sales, Operations, and Accounting to ensure sales promises align with operational capability.
• Translate the voice of the customer into clear operational plans and cross-functional workflows.
• Ensure smooth handoff and execution for programs (company webstores, loyalty gifting, guest experience kits, corporate gifting, event/trade show merchandise, etc.).

Guide and Influence a High Performing Team

• Guide a high-performing team of 4–6 direct reports by creating the structure, tools, and strategic focus that elevate overall performance.
• Provide clear expectations, coaching, and data-driven insights that strengthen individual capabilities and team execution.
• Build repeatable processes and operational clarity that enable the team to work efficiently and deliver consistent results.
• Set priorities and align day-to-day work with long-term vertical goals, ensuring the team remains focused on high-impact activities.
• Offer hands-on support and cross-functional coordination to remove roadblocks and keep programs running smoothly.
• Empower team members through accountability, development, and a culture of high standards.

Change Management

• Refine structure, evolve processes, and elevate expectations across a complex, matrixed environment.
• Introduce new processes thoughtfully, ensuring alignment with both high-performing and legacy teams.
• Champion a culture of continuous improvement and transparency.

Additional Responsibilities: This job description is not exhaustive, and additional duties may be assigned to support the overall goals of the company.

Qualifications:

• Existing T&H relationships and deep industry knowledge (hotel groups, cruise lines, DMCs, experiential travel, etc.). Understanding of procurement cycles, seasonality, brand standards, and on-property logistics
• 5-7 years of experience working with promotional products, branded merchandise, retail merchandising, or related consumer product fields.
• Demonstrated success building scalable, repeatable sales operations within a vertical.
• Proficiency in CRM optimization, forecasting, dashboards, and revenue insights.
• Ability to guide senior sellers and cross-functional teams through credibility, coaching, and clarity.
• Understanding of high-SKU environments, margins, decoration methods, program stores, and logistics.

Working Hours:  Team SCG operates Monday through Friday, 9AM-5:30PM. Flexibility in hours and working days is required based on client needs. This is an on-site position with additional travel required. Travel will be arranged in advance, and accommodations will be made to fit your schedule as much as possible.