The posting
Responsible for managing support functions essential to sales force productivity. These include planning, reporting, quota setting, sales process optimization, sales training, sales program implementation, sales compensation design and administration. The DSO is responsible for ensuring that the Sales department has all the tools, resources, and systems to achieve their sales revenue targets and plays a key role in improving and maintaining the overall productivity and effectiveness of the sales organization. Works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported.
Essential Responsibilities:
Develop and implement, along with sales management, a sophisticated and robust sales process with elements from various sales processes (ex: Miller-Heiman).
Proactively identifies opportunities for sales process improvement.
Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement.
Assist sales management in understanding process bottlenecks and inconsistencies.
Coordinate sales forecasting, planning, and budgeting processes used within the sales organization.
Liaise with the Technology/Engineering team and develop value-selling programs that improve the selling of company technologies, new products, new services, etc.
Implement enabling technologies, including customer relationship management (CRM), to field sales teams. Monitors the assigned sales organization’s compliance with required standards for maintaining CRM data; optimize the effectiveness of the firm’s technology investments.
Develop and manage sales training program and support the training delivery to sales, sales management, and sales support personnel.
Develop and implement a bid proposal process and maintain the process for long term.
Monitor the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed.
Work with Accounting, Finance, and Human Resources, develop and administer the sales incentive compensation program.
Support the equitable assignment of sales force quotas and ensure quotas are optimally allocated to all sales channels and resources.
Develop and implement sales support metrics and track/ report on performance and productivity of the sales team.
Accountable for the on-time implementation of sales organization quotas and performance objectives.
Provide accurate and on-time reporting essential for sales organization effectiveness.
Directly manage a support staff made up of Administrative Specialists, Sales Operations Coordinators, or Analysts, as directed.
Direct the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed, coordinating with the appropriate management-level supervisors.
Performs other related duties as required.
Education and Experience:
Four-year college degree from an accredited institution preferred.
Minimum 6 years of sales management experience in a business-to-business sales environment.
Minimum 4 years in a sales operations, business planning, or sales supporting management roles.
Sales/marketing experience in industrial or oil/gas industries preferred.
Experience successfully managing analytically rigorous corporate initiatives.
Demonstrated proficiency managing analytically rigorous initiatives.
PC proficiency
Fosters close, cooperative relationships with peer leaders, sales management, and sales and support personnel.
Sensitive to confidential information
Must work independently and as a member of team
Knowledge, Skills, and Abilities:
Able to read, speak and write English.
Ability to use sophisticated computer software programs to achieve job functions.
Strong physical and mental health to maintain demanding workload.
Able to work under stressful conditions at times.
Communication - phone communication, communication with personnel and vendors.
Seeing - able to see the computer screen.
Climbing – able to go up, down and over equipment in a safe manner using good judgment and proper safety equipment as required.
Position will require a minimum of 40 hours per week with frequent extended hours required based on workload requirements.
Position will require (24) twenty-four hours availability, with (7) seven-day weeks when workload requires, with time off scheduled per current workload.
Strong work ethics of integrity and honesty striving for excellence in all activities employing accompanying communication.
Dependability, reliability, fulfilling responsibilities.
This job description should not be interpreted as an exhaustive list of responsibilities or as an employment agreement between the employer and employee. The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification and is subject to change as the needs of the employer and requirements of the job change. Any essential functions of this position will be evaluated as necessary should an employee/applicant be unable to perform the functions or requirements due to a disability as defined by the Americans with Disabilities Act (ADA). Reasonable accommodation for the specific disability will be made for the employee/applicant when possible.
