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Vice President, Sales Operations - Connect Air (GCG)

Company: EIS
Location: Tracy
Posted on: January 9, 2021

Job Description:

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 management resources.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 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 objectives.
  • 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 improvement.
  • 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 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 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 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.
  • Fosters close, cooperative relationships with peer leaders and other senior executives.
  • Directs and supports the consistent implementation of company initiatives.Qualifications
    • 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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