Now Hiring - PODS - Manager II - Sales Operations & Market Development in Clearwater, FL

JOB SUMMARY

The Manager of Sales Operations & Market Development is a critical role for the Commercial organization, responsible for assessing systems, reporting, customer acquisition and operations to continually driving process improvement. This position will work closely with Commercial leadership to establish ongoing reporting, analysis and setting strategic direction to identify and source new leads and opportunities for the Commercial organization. He/She will own the customer funnel to identify improvements for acquisition, retention, and conversion. They will develop intimate relationships with Field Operations to improve Commercial CSAT scores for deliveries and customer interation. They will liaise with internal and outside sales teams & Marketing to identify growth opportunities, drive superior sales effectiveness, cost saving efficiencies and analytic support. They will also lead/support management reporting, forecasting, strategic planning, KPI tracking, monitor market conditions, and competitive landscaping providing insights to the commercial organization.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Improve sales results and performance through data driven analytics, insights, identification of opportunities and creation/implementation of strategic plans

• Partner with outside, inside sales, call center and Marketing to identify sources of new growth opportunities, sales performance and process improvements

• Lead continuous improvement projects to increase productivity and efficiency of inside and outside sales

• Lead management of sales software applications including Salesforce

• Assist/lead in developing strategic planning to ensure sales results are achieved

• Develop and distribute metrics and reporting

• Work with sales teams and management to lead forecasting accuracy

• Review and develop sales approaches and provide guidelines, training modules and best practices for maintaining competitive edge

• Understand tools and technology used to manage KPIs and SLAs

• Analyze and respond to changing market conditions, to include competitive benchmarking

• Analyze trends which includes producing statistical reports on individual performance and sales performance

• Provide team motivation and development to maximize sales opportunities

• May perform other duties and responsibilities as assigned

• This is a highly visible position that will have direct impact on the success of the organization

MANAGEMENT & SUPERVISORY RESPONSIBILTIES

• Typically reports to Management. Direct supervisor job title(s) typically include: VP Commercial Sales and Marketing

• Job is responsible for liaising with Salesforce Engineer/Programmer to communicate the needs of the commercial organization and drive changes

JOB QUALIFICATIONS: Essential Skills, Abilities and Example Behavior(s)

• BE ANALYTICAL: Able to effectively gather all relevant information; Able to identify key issues; Able to qualitatively and / or quantitatively process data; Able to identify relationships, draw logical conclusions and interpret results for use in decision-making

• SOLVE PROBLEMS: Able to apply both rational and creative processes and approaches to identify root causes of problems and solutions

• PLAN: Able to develop short- and long-term operational and / or financial plans that are appropriately comprehensive, realistic, and effective in achieving goals; Able to anticipate obstacles and define alternate strategies; Able to integrate planning efforts across work units

• ORGANIZE: Able to assemble appropriate resources (people, funding, material, support) to get things done; Able to manage multiple activities simultaneously to accomplish goals; Able to schedule and coordinate work of others; Able to establish efficient work procedures to meet objectives; Able to form the right structures and teams to enhance productivity

• DELIVER EXCEPTIONAL CUSTOMER SERVICE: Able to demonstrate sensitivity to customer needs (both internal and external) and proactively address customer needs; Able to make customer satisfaction a high priority

• SPEAK COMPETENTLY: Able to speak clearly and concisely; Able to use appropriate vocabulary for the audience; Able to get point across unambiguously and check for understanding

• MANAGE CHANGE: Able to make a point to understand the change; Able to promote the benefits of change and develop systems and procedures to effectively implement change; Able to consider the business and human impact of change

• COACH: Able to observe and track performance in order to instruct, guide, encourage, and support employees; Able to provide positive and developmental feedback on performance; Able to place emphasis on continuous improvement

• DEVELOP OTHERS: Able to provide a challenging and supportive climate that encourages development in the work team; Able to assess the strengths and development needs of staff; Able to actively seek and promote opportunities for the development of others; Able to take an active part in the training and ongoing development of direct reports

• INFLUENCE: Able to use effective communication and interpersonal skills to convince others to accept ideas or goals (with or without the formal authority of a higher position); Able to gain agreement and commitment from others to support and implement methods or processes

• PROVIDE DIRECTION: Able to establish and communicate a common vision; Able to translate company strategy into team goals and objectives; Able to set clear priorities; Able to clarify roles and responsibilities through individual performance plans; Able to make self available for questions

• THINK STRATEGICALLY: Able to see the "big picture" and be future-thinking; Able to anticipate future trends and consequences accurately; Able to take a broad perspective; Able to create a vision of organizational objectives; Able to make decisions based on long-term company goals

• BE INNOVATIVE / CREATIVE: Able to examine the status quo and consistently look for better ways of doing things; Able to recommend changes based on analyzed needs; Able to develop proper solutions and identify opportunities

• DEMONSTRATE SOUND JUDGMENT: Able to make appropriate decisions and has the vision to understand their impact; Able to use factual information to develop logical assumptions; Able to examine alternatives and consider resources, constraints and risks before committing to action

• PROFICIENT COMPUTER USER: Able to keyboard, navigate a desktop, type, perform data entry and use required software applications to produce basic correspondence, electronic communication, presentations and maintain spreadsheets and databases. Able to operate general office equipment including company telephone system

• ADVANCED TELEPHONY USER: Able to use required telephony system which may include call flow, control, routing and reporting in a contact center environment

JOB QUALIFICATIONS: Education & Experience Requirements

• Bachelor’s Degree preferred, or an equivalent combination of education and experience may be considered

• 10-14 years of overall experience in sales operations, sales strategy, technology sales, logistics sales or sales call center operations preferred, or an equivalent level of direct sales leadership experience

• 7+ years of supervisory or managerial experience

• Project management experience required

• High level of proficiency with Salesforce, Tableau, Excel, and other MS software required

• Six Sigma certification preferred

• Possess math skills sufficient to perform required duties

• Or an equivalent combination of education, training or experience