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Senior Director, Sales Operations
Internet Industry Company
Chicago, IL, United States
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Based in Chicago and operating in major regions globally, we are a local e-commerce marketplace where people discover and save on amazing things to do, see, eat and buy in their neighborhoods. We're enabling real-time commerce across local businesses, travel destinations, consumer products and live events. At the same time, we provide merchants with the resources and tools to grow and manage their businesses. Culturally, we believe that great people make great companies and that starting with the customer and working backward moves us forward.
The Senior Director, Sales Operations will be a key member of the executive team that leads our $2B+ North American Local business. They will be the business leader responsible for ensuring that our 700+ frontline sales employees are operating with maximum efficiency and effectiveness.
If you love the cross-section of Sales and Operations, have huge intellectual horsepower, possess an uncanny ability to get things done, and have extreme comfort with ambiguity, this position is for you.
The Senior Director, Sales & Merchant Operations will be a key member of the executive team that leads our $2B+ North American Local business. They will be the business leader responsible for ensuring that our 700+ frontline sales employees are operating with maximum efficiency and effectiveness. Their impact will span the following:
• Leading the North American Local business’s strategic sales planning process, and ensuring that the business is on track to achieve its sales goals throughout the year
• Owning major strategic initiatives, meaning full accountability for delivering top and bottom line results that generate $10-$100M+ in impact. These initiatives will have visibility with Company’s C-Suite. Example initiatives are reorganization of the end-to-end sales process (including possibly being the daily lead with external consulting firm) and driving a new merchant payment methodology and consumer front-end for anytime trade-in.
• Lead our sales training team and drive decisions on how and where to invest in our sales reps, and how to calibrate impact and ROI of those decisions
The successful candidate will report to our Vice-President / Sales and Merchant Ops and lead a team of 20+ people that oversee Performance Management systems, Commissions Strategy, Change Management & Communications, Operational Excellence, Tools, Lead Management, and Training. This role requires a dynamic individual who can draw insights quickly and make decisions rapidly, has incredible problem solving skills, and the ability to influence change and manage across multiple departments and conflicting priorities.
Responsibilities:
• Play an integral role in the annual operating plan process for the Daily Deals business
• Lead key strategic initiatives identified as part of the operating plan process
• Define the right organization structure for the Local organization, and continue to refine how we are set up to ensure success. This includes territory, geographical, and vertical alignment of sales reps and managers, management structures and ratios, and specialization between outside and inside sales.
• Ensure the Local organization has the right set of KPIs, provide reporting to all levels of sales on their progress towards these goals, and share insight with sales leaders on actions they can take to improve performance
• Lead the performance management strategy and implementation for the organization which includes commissions, targets, performance plans, scorecards, contests, and rewards and recognition
• Drive operational improvements for our front line and managers through lean operations
• Own the roadmap, roll-out, and adoption for all sales and account management tools
• Define and execute sales headcount strategy
• Refine our lead management and prioritization strategy so that every rep’s opportunity is maximized and that our merchants are being contacted at the right time with the right offer and product
• Lead all major change management efforts
Job Requirements:
• 10-15+ years of professional experience; the ideal candidate will have a background in both Sales Leadership and/or Sales Operations
• Rigorous course of undergraduate study in business, economics, mathematics, or engineering. MBA (or other advanced degree) preferred, but not required
• Strong project management skills
• Extreme comfort with ambiguity
• The ability to get stuff done in a fast-paced environment
• Dynamic team leadership
• Strong executive presence
• The confidence to challenge the status quo in an ever-evolving business, and the ability to influence others to adopt superior alternatives to the norm