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Sr Director- Sales Effectiveness
TransUnion
Chicago, IL, United States
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Sr. Director- Sales Effectiveness
“TransUnion is committed to finding innovative ways information can be used to help businesses and consumers make smarter decisions.” - Chris Cartwright, US Information Services
TU is searching for the right candidate to fill a newly created role of Sr Director, Sales Effectiveness. As a senior member of the Sales Strategy and Operations (“SS&O”) team, you will have room to turn your innovative ideas into effective solutions for transforming how we optimize sales resource deployment and drive behaviors aligned to our corporate and sales strategies. Candidate must also be comfortable challenging the status quo with candid communications with leaders of all levels.
What you’ll bring:
The Sr Director will be responsible for leading the programs aligned to:
• Sales Compensation – lead our sales compensation strategy with emphasis on (1) designing sales incentive plans that harmonize with our sales strategies, (2) governance of exceptions and controls, and (3) measuring plan effectiveness. In this role, there will be strong collaboration with commission administration teams, Finance, HR and Legal. This role will also be a key contributor to developing a global best practice around commission administration, platforms and technology.
• Sales Performance Optimization (“SPO”) – lead data science projects and other analytically-based improvement programs to optimize resource deployment. This can include projects related to sales coaching, quota allocation, territory segmentation, market coverage planning, etc. Candidate must be able conceptualize data projects and convert them to applicable data modeling and advanced algorithms that solve complex problems.
• Sales Transformation – lead a project management and advisory practice focused on improving our change management in support of our Sales and Go-To-Market three-year plans. This function serves our stakeholders by providing consultative and educational services for requirements gathering, solution design, planning support, stakeholder engagement, and project communications. Candidate must be a strong advocate for driving change and cultivate a culture of change leadership.
What we would love to see:
The duties and responsibilities described above are the essential functions of the job. The qualifications below are representative of the knowledge, skills, and/or abilities required.
• Very strong business acumen with a comprehensive knowledge of sales performance drivers.
• Possess high levels of strategic, analytical and conceptual thinking with the additional ability to convert those concepts into a tactical execution plan.
• Develop and communicate a strong vision that inspires stakeholder confidence.
• Excellent logical and creative problem-solving skills with a high attention to detail.
• Excellent communication skills, both verbal and written. Ability to simplify complex messages and influence ideas and initiatives throughout all levels of the organization
• Demonstrated ability to simultaneously manage multiple, critical projects.
• Self-motivated to deliver high quality results in a collaborative team environment.
Education / Experience
• A Bachelor’s degree (or equivalent) is required; graduate degree is strongly preferred.
• 10+ years of sales operations, sales compensation and/or sales performance management experience with 5+ years as a director (or higher) in a complex, progressive sales environment.
• Proven track record in leading strategic change in a global organization preferably in a public technology company exposed to financial services.
• Experience in developing short and long term strategic plans, with ability to move seamlessly between strategic planning and tactical execution
• Experience with sales compensation/ performance automation tools like Xactly and Callidus.
• Self-starter with results-orientation in pursuit of innovation and business growth.
• Expert knowledge of the MS Office suite of products.
• Industry-recognized credentials, such as PMP, Six Sigma, etc. are strongly preferred.
Impact you’ll make:
The Sr Director, Sales Effectiveness will need to build internal credibility with the executive team, sales leadership, Finance, HR and other key stakeholders. There must be a healthy and proactive curiosity into sales process, analytics, sales discipline, change management and industry best practices. The Sr Director, Sales Effectiveness will also be required to build and maintain a 3-year Sales Effectiveness roadmap that leads to operational execution and integration with our existing systems and sales technology (i.e. Salesforce.com, Xactly, Callidus, etc.).
How You Will Contribute:
• Be a key member of the SS&O leadership team that is built to enable all sales professionals with the most favorable environment for accelerating growth, exceeding targets & delighting our customers.
• Lead the overall strategy and tactical execution of sales performance management with quarterly business reviews to measure and review progress towards objectives.
• Establish strategic relationships and become an expert partner to our executives, sales leaders, HR, and Finance across TransUnion to understand complex business drivers and interactions.
• Lead, engage and excite direct and indirect teams to set priorities, drive results and find success even during ambiguous times across multiple work streams.
• Be flexible and adaptable to pivot to urgencies while delivering high quality output.
• Perform ROI and other financial analyses on investment plans to help drive informed decisions.
• Efficiently lead and drive change through effective collaboration and change leadership.
• Provide coaching and support to all resources across SS&O.
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability status, veteran status, marital status, citizenship status, sexual orientation, gender identity or any other characteristic protected by law.