Job Purpose

Lead a team to enable a high performing sales and marketing organization, specifically leading the pricing and programming team, sales operations team, and sales planning team to deliver on annual revenue, market share and EBIT targets for the business.  This includes: 

• Creating a pricing and programming strategy that leverages data, competitive intelligence, and business needs to deliver our revenue, margin, ROI, and support our volume and customer growth objectives.
• Leading the sales operations team to institutionalize processes and technology utilization to enable our field sales and marketing organization better meet their sales and marketing objectives including SalesForce, budget tracking, Tableau, etc.  
• Establish sales intelligence and analysis capability to track our progress against critical leading and lagging indicators, predictive market responsiveness and forecasting, optimized sales management, and ongoing opportunities for continuous improvement.
• Build a sales planning capability that establishes and helps the field follow SOP for improved consistency, effectiveness and flexibility including things like customer set-up and maintenance, Joint Business Planning, new product launches, collateral and selling tool management and deployment, and sales S&OP inputs.
• Manage sales operations team, maintaining high quality customer engagements, supporting the sales and marketing teams in event and meeting planning, and efficient processing of rebates and customer submissions.    

In this position you will have the opportunity to:

• To improve the overall effectiveness, consistency, and efficiency of our sales and marketing teams. 
• To lead and manage our Sales Operations, Pricing and Programming, Sales Support and Data Analytics teams.
• Set our 5-year pricing and programming strategy
• Establishes practices and mechanisms to analyze and report sales data, communicate updates in processes or product changes, provide knowledge about customers and competitors, drive adoption of technology solutions, and support training / development needs.
• Exemplify our culture of employee improvement, teamwork and internal communication and collaboration
• Communicate proactively and serve as critical liaison between all business teams, HR, support vendors, and the field sales and marketing organization.
• Lead team responsible for planning and executing large sales and marketing events like the International Sales Meeting, IBS, PCBC, AIA, etc.
• Up to 25% travel required for shadowing sales reps, meetings, trade shows, customer visits, seminars and manufacturing facilities

Analysis and Planning:

• Partners with our sales and marketing leadership and HR to assess successes and opportunities for improvement-based market opportunity sizing, customer reporting, S&OP, and ad-hoc analysis
• Manages team who will standardize and share KPI Dashboards utilizing SAP and Salesforce which include, but not limited to, pipeline valuation, rate of opportunity movement through sales processes, sales lead to close ratio, new hire break even status
• Build tools and models to track and analyze pricing dynamics to validate potential pricing opportunities and impacts across the portfolio
• Own our quarterly business reporting (QBR) for sales and marketing

Effectiveness and Empowerment

• Partners with finance, pricing managers, and sales and marketing on critical volume, profitability, and strategy goals in order to develops tools that empower the sales teams to make basic pricing and program decisions
• Reviews, schedules and oversees any broad field sales communications or initiatives
• Engages sales and marketing leadership to establish metrics and reporting on sales performance, compensation structure and reward systems

Coaching, Development and Education

• Partners with our sales and marketing teams and HR for onboarding, coaching and development opportunities
• Supports sales leadership, marketing leadership, and HR to assess and develop a training curriculum around ongoing educational programs that will help maintain our High-Performance culture and prepare individuals for future career advancement

What do I need to be successful?

• 10+ years of experience in several of the following: business management, marketing, sales, finance, strategic planning and execution. Demonstrated strong track record of success.
• Or any combination of experience and training that demonstrates the ability to perform the key responsibilities of this position.
• Propensity to lead with a demonstrated track record of delivering results
• Ability to lead, coach and manage a team of direct reports and second level reports applying strong human resource management skills including recruiting, performance management, and people development
• Excellent oral and written communication skills with the ability to effectively present at various levels within the organization including at the senior management level
• Ability to think conceptual and organize those thoughts into strategic plans or action items
• Effective problem resolution skills with strong resolve to make difficult decisions that are good for the organization
• Ability to work in teams and rally internal support on key initiatives
• Thorough knowledge of our multiple sales channels and experience in delivering quality customer experiences.
• Strong analytical, program management, training and negotiation skills
• Strong ability to manage many projects and product focuses at one time with effectiveness to execute on time and within goals
• Demonstrates adaptability around changes in business plans or market dynamics and adjust accordingly

Education

• Bachelor’s degree in Management or related field.  MBA preferred.

Work Environment

Occasional Travel - Office environment