Managing Director of Sales Operations

Miller Heiman Group
Arlington, VA
Mar 20, 2017
Mar 21, 2017
Executive, Director
Full Time
Overview:The Managing Director of Global Sales Operations will build Miller Heiman Group's selling architecture, inclusive of technology systems, selling process and data analytics. The Managing Director will also lead compensation design, territory planning and reporting processes working in conjunction with other business functions. Due to the complexity of Miller Heiman Group's global industry focus and solution portfolio, this role is imperative to the success of sales and marketing alike. You will become the lynch-pin across multiple departments that will result in more effective decision making, more successful sales initiatives and a more efficiently run sales force. The Managing Director will own relationships with the Executive Team and will develop the cadence and process for providing them with necessary insights. This role will report to the Chief Operations Officer. Be Accountable ForMiller Heiman Group's global sales systems, selling process and data analytics framework to be used in strategic conversationsVisibility over pipeline, forecast, and consistency of the company's sales productivity The Managing Director will ensure the right projects and focus is being applied to the business. In parallel, they will be working closely with various members identifying new possible strategic sales initiatives, supported with sound data. This role requires an individual who has the ability to work with executives, identify areas for process improvement and drive positive change into an established sales force.Responsibilities:Data StrategyDevelop the company wide use of data to support making strategic business decisionsDefine, procure and integrate all data sources into daily operationsMaintain the integrity of the data architecture plan for salesAccountable for the quality and cleanliness of dataAnalytics StrategyDevelop the analytics strategy which will provide the basis for key insights to be derived driving greater revenue and margin from customers and prospectsAccountable for accurate and effective pipeline and forecasting management processesEstablish regular Executive Team Meetings to provide key insightsEstablish processes to assist with "Big Deals"Reporting StrategyDevelop the reporting strategy which includes monthly, quarterly and annual reports to the Executive TeamAccountability over all dashboards with data originating in sales operationsAccountability over delivery of information to all Executive Team membersCross-Functional CollaborationCollaborate with Marketing on improving the efficiency and effectiveness of Lead & Demand GenerationCollaborate with Finance on sales compensation design along with revenue, budget and margin planningWork with Product on improving customer satisfaction and gaining visibility into product performanceQualifications:Bachelor's degree required, Graduate degree/MBA in analytical field preferredSenior-level experience in past, collaborating with VP and C-level executives10+ years' experience in a Sales Operations role in the pastDemonstrated ability to build a sales architectureAbility to lead a global strategyAbility to present insights from both quantitative and qualitative sources to Executive Team membersComplete and detailed understanding of business intelligence and processesAbility to display strong self-initiative and support recommendations with sound thinking and fact-based evidence (data, research, best practices, etc.)Proven record of meeting/exceeding established goals CompetenciesWhat makes a great Managing Director of Sales Operations?Business Intelligence - must have high level of competence and understanding of all parts of business and where sales operations would play a roleStrategic Focused - need to be able to see the "bigger picture"; must be able to weigh the trade-offs across strategic initiatives to make the most sound business decisionBusiness Savvy - must be able to maneuver their way around the business; strong ability to evangelize a new department and prove value and worthPresentation Skills - he or she must be able to present various types of information (quantitative and qualitative) to an executive audience with a very clear and concise messageAgile - able to maneuver between and across various data requests and balance urgency with the value which is delivered from that reportLeadership SkillsPuts the Customer First: Has a relentless focus on the customer. Understands what the customer wants and how to best deliver the experience.Works Well with Others: Listens and communicates well with others within and outside of company. Creates a team environment that is positive and productive.Leads Courageously: Takes personal responsibility to do the right thing, and persists in times of challenge or uncertainty. Adapts quickly to change and makes timely, thoughtful decisionsDevelops Continuously: Continuously seek opportunities to improve self and others. Leads with trust, honesty and commitment to hire, coach and develop partners to achieve their potential.Achieve Results: Understands what drives overall business success and is accountable to prioritize and deliver quality results. Demonstrates knowledge of core products and processes to get results. Anticipates obstacles and takes action to prevent or minimize their impact.TwentyEighty provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, TwentyEighty complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. TwentyEighty expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of TwentyEighty's employees to perform their job duties may result in discipline up to and including discharge. If you are vision-impaired or have some other disability under the Americans with Disabilities Act or a similar law, and you wish to discuss potential accommodations related to applying for employment at TwentyEighty, please contact our Recruitment department at