Job #86519
Director, Entegra Sales Business Performance
GAITHERSBURG, MD
The Entegra, Sales Business Performance Director is responsible for developing and refining processes and collecting and evaluating sales information to maximize sales force productivity in driving profitable growth. Specific deliverables include the following: increasing sales effectiveness, maintaining order during times of rapid growth and transformation, processing and evaluating data effectively and maintaining a sustainable infrastructure in which sales can grow.

Essential Duties and Responsibilities:
  • Sales Effectiveness:
    • Identify areas for process improvements, engage stakeholders and work toward efficiency and productivity, working in conjunction with the project management office (PMO)
    • Support sales operations functions in efforts of forecasting (development and retention), reporting and field communications (help set this up - then sales owns)
    • Work collaboratively with Commercial Finance in deal process (execution and deployment of Sales Contracting Process)
    • Create weekly and monthly strategic views for management review and aligning KPIs with Group KPIs
  • Analysis:
    • Communicate sales reporting and sales forecasting to Senior Management
    • Analyze sales pipeline against desired portfolio/targeting and highlight gaps or opportunities to be actions leveraging trend analysis
    • Collect sales records & trends including pipeline and evaluate performance measured against sales quotas including sales process compliance
    • Provide customized reporting and recommendations in support of ongoing business decisions and initiatives
    • Conduct ad hoc quantitative analysis including but not limited to ROI, trending, identification, and assessment of opportunity and risk
  • Process Stewardship:
    • Collaborate with management team to create/revise standard reports and track progress
    • Facilitate sales compensation design and administration
    • Facilitate new employee and ongoing training
    • Infrastructure:
    • First point of contact for CRM implementation, updates and upgrades
    • Develop sales application roadmap, applications and platforms

Competencies (consultant like background ideal)
  • Effective leadership across multiple business functions with the ability to work in a fast-paced environment and lead in stressful situations
  • Advanced Excel, Word, and PowerPoint skills
  • Strong analytical/problem-solving skills with the ability to collect, organize, analyze, and disseminate significant amounts of information with attention to detail and accuracy
  • Managing updates to and compliance with Sales CRM system and data
  • Communicate clearly, concisely and frequently, both orally and in writings across the organization and across levels
  • Ability to establish and maintain effective working relationships
  • Prioritization in a dynamic, fast-paced environment with many moving pieces
  • Maintain excellent attention to detail and have the ability to prioritize
  • Have the ability to handle conflict and problem-solve

Required Education and Experience
  • Bachelor's degree in Finance, Business Analytics, Business Administration or related field
  • 4-5 years working experience in team leadership, customer-facing role and analytics
  • Experience handling sensitive and confidential information
  • Desired Experience
  • Business Experience: A wide variety of experience in sales and consulting is highly valued
  • Technology Literacy: Broad understanding of various sales platforms and data applications

Position Summary
  1. Develop, Deploy, Operationalize entegra’s Sales Operational Model
  2. Develop, Deploy, Operationalize the internal processes supporting our Distribution Engagement Model ensuring entegra is collaborating with our distributors to drive new sales and generate growth
  3. Oversee the strategy, innovation and utilization of Sales Force (CEM) supporting entegra's growth and client support models
  4. Support other Sales related Process Development, Deployment and Operationalization as deemed necessary and agreed to by the entegra leadership team

  • Process Development (cross function and complex process development) Work with Sales Leadership to continue to develop and define entegra's Sales Model and Processes. Support the development and the deployment of the processes in addition to the continuous improvement and evolution of the processes. Define scope and goals with the Sales team and determine deliverables. Identify resources and milestones.  – 35%
  • Process Deployment (documentation, training and execution) including critical success factors. Will include deployment of improved systems, technology, processes, etc  - 15%
  • Operationalization of Processes (utilization of process)  - 10%
  • Process Management, Tracking, Continuous Improvement Continuous evaluation to determine effectiveness of processes. Repositioning of activities instituted as needed  - 30%
  • Administrative (emails, continuing education, internal team meetings)  - 10%


 



Basic Education Requirement - Bachelor's Degree or equivalent experience
Basic Management Experience - 5 years
Basic Functional Experience - 5 years

Sodexo is an EEO/AA/Minority/Female/Disability/Veteran employer.
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