Company Background
Our client is an upper middle market wholesaler of building materials operating within a family of similar brands backed by a global private equity firm boasting a track record of successful exits. Currently, the company is generating top-line revenues of $1B with manufacturing operations spread across seven major US plants. They are a leading manufacturer of commercial and residential remodeling and new construction products, with a legacy of quality running back to 1947.
The organization is driven by a dedicated sales team that is working to rapidly accelerate the company’s expansion. The team needs a high-performing commercial leader to provide strategic and operational direction to sales operations and drive the organization’s growth goals.
The Position
The VP of Sales Excellence is responsible for developing a scalable share-capture growth strategy based on commercial best practices as well as commercial customer success factors that drive customer satisfaction and retention. Working closely with the President of the organization, Market GMs and broader field leadership, the VP will drive an end-to-end overhaul of the company’s commercial GTM strategy and operations, thereby transforming the sales and sales support organizations.
The VP will oversee the development of tools, analytics, and metrics to ensure business success. They will directly and indirectly lead teams that are responsible for optimization of the sales process to include pipeline health, conversion rate, analysis of sales performance, and customer satisfaction.
The ideal candidate is highly analytical and data-driven with a strategic mindset and track record of leading by influence to create a systematic and disciplined approach to drive sales.
Key Responsibilities
- Lead the development and implementation of commercial GTM strategies
- Identify and evaluate Commercial best practices as well as Commercial customer success factors and capabilities to drive satisfaction and retention.
- Help finalize the implementation of, and improve upon, the company’s CRM (Salesforce) with the intention to overlay an analytics platform of business intelligence tools
- Leverage company-wide analytics to identify margin and revenue growth levers
- Work with sales leadership to develop and document sales budgets, playbooks and forecasts
- Develop, implement, and manage sales compensation and incentive plans
- Optimize pipeline health and conversion rate and drive process improvements related to funnel management
- Manage end-to-end sales process improvements for the commercial organization
- Work cross-functionally to build connective tissues throughout sales and other verticals in the organization to ensure maximum efficiency and reliability across the company
- Leverage marketing capabilities to enhance lead flow and new customer acquisition
- Assume a leadership role in managing sales transformation consultants, as needed
Qualifications and Candidate Background
- 8+ years of Sales Operations, Excellence, Transformation in consulting and industry roles
- Commercial excellence focus, with sales process design and implementation
- Strong technical skillset with knowledge of Salesforce CRM and business intelligence tools
- Executive-level operator with sufficient gravitas to work individually across a large sales organization
- Professional collaborator and people manager with ability to build strong relationships
- Deep emphasis on metrics and quantitative analysis
- Strong ownership mentality, with the ability to prioritize among multiple ‘balls in the air’ and drive key projects forward
- Excellent interpersonal & stakeholder management skills, with the ability to work effectively across functions
- Top-notch communication, both verbal and written
Location
The role is remote with regular travel to Ohio; proximity to Eastern or Central Time Zones preferred
Contact
Justin Sy
[email protected]
Please reference job number 2666 in your email.
Your information will not be shared with any outside parties without your prior consent.
