Vice President, Sales Operations - Connect Air (GCG)
Posted on: January 9, 2021
About UsGCG is a leading North American distributor of specialty
wire and cable for motor repair and assembly markets.Our culture is
highly innovative, collaborative and focused on building and
maintaining relationships that allow us to surpass our customers'
expectations. We embrace the qualities that make each of our team
members unique and develop each other's skillsets so that together
we can be stronger than the sum of our parts.Job DescriptionThe
Vice President, Sales Operations (VPSO), directs the Company's
support 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, sales program implementation, sales
compensation design and administration, and recruiting and
selection of sales force talent. It also includes the management
and optimization of the CRM environment as well as the pricing
function. The VPSO is responsible for cultivating growth
opportunities leading to sales closures that grow market share for
Connect Air in defined geographic regions. Managers the overall
productivity and effectiveness of the sales organization in
achieving new product and portfolio growth and expansion in new and
existing markets. Reporting to the Senior VP- Sales GCG, the VPSO
fosters close working relationships with internal and external
stakeholders to ensure the sales organization's efficient operation
and success. Directly managing one or more Branch Managers- Sales,
the VPSO also directs the support of sales specialists,
implementation resources, service resources, and other sales and
management resources as needed, coordinating with the appropriate
- 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 GCG.
- Provides leadership to the sales organization, and counsel to
the Senior VP Sales, in implementing sales organization objectives
that appropriately reflect GCG's business goals.
- Responsible for equitably assigning sales force quotas and
ensuring financial objectives are optimally allocated to all sales
channels and resources through the quota program.
- Accountable for the timely assignment of all sales organization
- Partners with senior 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 for
launch. Fosters an organization of continuous process
- Prioritizes investments in enabling technologies in support of
sales organization productivity. Works closely with the Senior VP
to understand GCG sales and technology strategy. Recommends changes
and enhancements to the Customer Relationship Management technology
- 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
- Works closely with senior 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
- 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.
- Fosters close, cooperative relationships with peer leaders and
other senior executives.
- Directs and supports the consistent implementation of company
- Four-year college degree
- Minimum ten years of sales or sales management experience in a
business-to-business sales environment.
- Minimum five years in a Sales Operations, business planning, or
sales support management role.
- 5 years sales experience with Building Control and Security
Systems and an excellent knowledge of the leading Suppliers in the
marketplace is required.
- PC proficiency, and CRM, BI and ERP experience required.This
position requires extensive travel. Up to 50% of the time.
Keywords: EIS, Tracy , Vice President, Sales Operations - Connect Air (GCG), Sales , Tracy, California
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