Senior Vice President of Sales Operations
3 weeks ago
The Senior Vice President of Sales Operations holds the critical role of steering profitable revenue expansion and capturing market share across the region. This leadership position is tasked with orchestrating the sales initiatives of the organization throughout the territory.
This role involves crafting and executing comprehensive strategies aimed at substantially enhancing business growth among our key clients and market sectors. The SVP will spearhead efforts across various sales teams, including field sales, inside sales, and specialized sales divisions to leverage the full spectrum of Insight's capabilities.
Key Responsibilities# Formulate and implement sales strategies that effectively meet revenue and profit objectives.
# Mentor and guide the sales workforce, including sales leaders and account representatives.
# Design and execute training programs to elevate the skills and performance of the sales team.
# Assess and analyze the effectiveness of sales operations, systems, costs, and outcomes.
# Establish and enforce both short-term and long-term goals, objectives, policies, and operational procedures.
# Identify emerging market opportunities and devise strategies to penetrate these sectors.
# Monitor and evaluate sales performance to ensure revenue targets are achieved or surpassed.
# Set clear performance benchmarks and key performance indicators (KPIs).
# Cultivate and sustain robust relationships with pivotal clients and stakeholders.
# Oversee the creation of customer engagement strategies.
# Streamline sales processes and workflows to enhance operational efficiency.
# Utilize customer relationship management (CRM) systems to oversee sales activities and data.
# Analyze sales metrics and generate reports to provide insights to senior leadership.
# Leverage data to inform decisions regarding sales strategies and approaches.
# Collaborate closely with other departments, such as marketing, product development, and customer service, to synchronize efforts and maximize sales potential.
# Engage in strategic planning and contribute to the overarching growth strategy of the organization.
# Stay abreast of market trends, competitor movements, and industry advancements.
# Employ market intelligence to refine strategies and maintain a competitive advantage.
# Ensure that the Insight brand achieves optimal market presence and is recognized as a global leader by key brokers, decision-makers, clients, and partners.
# Effectively manage the sales budget, including revenue, profit, and expense targets. Establish financial growth objectives and develop the necessary infrastructure to support robust financial management, tracking, reporting, and forecasting.
# Lead and manage the sales personnel, directing sales initiatives, performance management, coaching, team building, goal setting, and professional development.
# Recruit, hire, manage, and cultivate a high-performing sales organization.
# Provide leadership and guidance in the formulation of the sales compensation framework, ensuring equity and consistency throughout. Recommend enhancements to the existing compensation structure to better incentivize and reward sales personnel for desired outcomes.
# Additional responsibilities as assigned.
Qualifications
# A Bachelor's degree (B.A.) from an accredited institution; an MBA is highly preferred.
# 10-12 years of experience in sales management within a consulting, high-tech, or service-oriented industry.
# Demonstrated leadership capabilities in teamwork and communication across diverse organizations.
# Strong knowledge of IT products and services is essential.
# Proven track record of consistently surpassing corporate objectives and quotas.
# Experience in engaging and winning over mid-market and enterprise clients.
# Proficiency in strategic planning and execution, including contracting, negotiation, and change management.
# Familiarity with structuring sales quota goals and revenue expectations.
# Experience in implementing sales methodologies that drive solutions and services.
# Professional written and verbal communication skills are required.
# Ability to inspire teams to achieve results within tight deadlines while managing multiple projects.
# Capacity to participate in and facilitate group discussions.
# Willingness to work a flexible schedule.
# Bilingual proficiency in French and English is highly desirable.
Physical Requirements
The physical demands outlined here are representative of those that must be met by an employee to successfully perform the essential functions of this role.
Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.While fulfilling the responsibilities of this position, the employee is frequently required to sit, communicate, hear, and operate a computer, telephone, and keyboard.
Specific vision abilities required for this role include close vision due to computer work.Regular, predictable attendance is expected, including quarter-driven hours as business needs dictate.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this role.
Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.Moderate noise levels (i.e., business office with computers, phones, printers, and light traffic).
Ability to work in a confined space and sit at a computer terminal for extended periods.
Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, or any other characteristic protected by law.
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