Director Sales Operations

Columbia, MD
Jul 06, 2018
Jul 16, 2018
Executive, Director
Full Time
Grace is built on talent, technology, and trust, Grace is a leading global supplier of catalysts and engineered materials. The company's two industry-leading business segments-Catalysts Technologies and Materials Technologies-provide innovative products, technologies, and services that enhance the products and processes of our customers around the world. Grace employs approximately 3,700 people in over 30 countries.The Director Sales Operations (DSO) works in close collaboration with the President and Regional Sales VP to support and drive the specialty catalyst investments in sales force effectiveness and manages functions essential to sales force productivity. These include planning, reporting, quota management, sales process optimization, sales training, sales program implementation, sales compensation administration, and participates in the recruitment of key sales positions. Responsible for the overall productivity and effectiveness of the output of the sales organization's sales forecasting, planning and budgeting process. Reporting to President, Specialty Catalyst, you will foster close working relationships with internal & external stakeholders to ensure the sales organization's efficient operation and success and manage three or more regional Sales Operations staff. Responsibilities include: * Coordinates sales forecasting, planning & budgeting process based on the global input from both sales regions; Designs, implements, & manages sales forecasting, planning, and budgeting processes for the rolled up global forecasts. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization. * Provides advice & support to the sales organization, and counsel to both the VP of Sales in implementing sales organization objectives that appropriately reflect the business goals. Tracks & reports on key field implementation initiatives such as sales campaigns, price increases, new product introduction, account tracking, etc. * Leads review of Regional and Global results on a Monthly/Quarterly basis, defines trends & proposes corrective actions. * Prioritizes investments in enabling technologies in support of sales organization productivity. Works closely with the Sales VP to understand Grace's sales & information technology strategies. * Analyze the deployment of sales personnel & makes recommendations for changing sales roles, coverage models, or team configurations in order to maximize sales productivity. * Leads the ongoing Sales Operations processes to support Integrated Business Management and Financial Planning processes aligned with annual and quarterly revenue, cost, & cash flow objectives. * Assist in pricing strategy development for product offerings throughout product life cycle and collaborates with Marketing, Sales & Technical Service to rollout plans to the market. * Supports the Sales leaders in other Sales Operations activities, including win-loss tracking, jeopardy account status, pipeline development, and pyramid management. * Accountabilities and Performance Measures include achievement of firm sales, profit, & strategic objectives; responsible for the on-time implementation of sales organization quotas and performance objectives; Accountable for the thorough implementation of sales organization-impacting initiatives; responsible for the efficient allocation of technology, support, & training resources impacting the sales organization; Accountable for accurate & on-time reporting essential for sales organization effectiveness; Achievement of strategic objectives defined by company management.* Knowledge of the Business, Market, Customers, and Products supported. * Proficient in CRM, Excel and related tools * Strategic thinking and change agent with proven experience in managing business process improvement. * Excellent organizational, communication, collaborative & interpersonal skills. * Able to identify and analyze opportunities for improving financial drivers throughout supply chain. * Disciplined execution focus leveraging a measured approach Preferred Qualifications * Masters in business administration (MBA) or equivalent. Required Experience * BS degree in Business or technical field * 5+ years in a sales or sales management experience in a business-to- business sales environment. * 5+ years in a sales operations, business planning, or sales support management role. * Experience successfully managing analytically rigorous corporate initiatives. Grace is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Grace via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Grace. No fee will be paid in the event the candidate is hired by Grace as a result of the referral or through other means.