Director, Revenue Operations

Summary

Responsible for developing, refining, implementing and sustaining key commercial processes. Coordinates and leads regular meetings of the sales team in addition to coaching and sustenance of the toolkits. Develops and tracks Key Performance Indicators (KPI) and Targets To Improve (TTI) metrics.  Builds and implements sales playbooks to drive outsized growth. Collaborates with business units, marketing, FP & A, and sales leaders, to provide input relative to various initiatives, including product rationalization, and product profitability. This is a hybrid position based in our Dublin, OH corporate office.  Oversees and manages the following to drive revenue, margin and market share growth: 

• Strategic Planning: territory planning, quota setting, etc.
• Process Improvements: sales process, compensation/commissions modeling, etc.
• Data & Insights: revenue analytics, full funnel reporting, executive reporting, field performance management, etc.
• Systems & Tools: CRM, sales automations, conversation intelligence, content management, etc.
   

Essential Duties and Responsibilities

• Establishes a robust analytics framework to provide insights into essential revenue KPIs, customer behaviors, and market trends. 
• Monitors and manages KPIs including setting revenue targets, tracking performance against these goals, and analyzing data to identify trends and insights.
• Utilizes data-driven methods to identify patterns and trends, enabling proactive revenue optimization strategies.
• Collaborates with stakeholders to develop standardized reporting to enhance communication of KPIs.
• Collaborates with IT to develop and analyzes dashboards and reports, offering explanatory narratives on lead generation, conversion ratios, and pipeline velocity and growth trends by channel and product.
• Ensures report accuracy and relevance, adapting them as needed to meet stakeholder requirements. 
• Escalates risks and concerns where necessary to appropriate business leaders. 
• Develops and maintains demand generation and sales data models for accurate and effective reporting. 
• Collaborates with business unit leaders, sales, and to evaluate and improve pricing models, ensuring alignment with market trends and competition.  
• Implements data-driven lead assignment rules that consider factors like lead source, geography, and expertise, enhancing conversion rates and response times. 
• Works closely with sales leadership to define, optimize, and develop data-driven approaches to territory assignments. 
• Monitors and adjusts territory plans as the company expands into new markets or geographies. 
• Develops strategies to optimize the reorder process, ensuring smooth customer experiences and increased retention rates. 
• Implements standardized processes through cross-functional collaboration, ensuring seamless cooperation between business units, customer experience, marketing, and sales. 
• Develops data-driven processes to optimize pipeline and deal flows to maximize financial outcomes. 
• Identifies sales process inefficiencies, designing streamlined workflows for enhanced operational efficiency. 
• Collaborates in the booking forecasting process, ensuring accurate and reliable prediction of future revenue streams. 
• Collaborates with sales and marketing to optimize the CRM system (Dynamics 365) and other customer engagement tools to ensure alignment between overall business objectives and revenue operations goals and effective support for sales and marketing processes. 
• Takes ownership and establishes processes across teams to ensure data accuracy and integrity. 
• Collaborates with sales teams to understand current processes and leads improvement efforts. 
• Optimizes sales workflows, systems, and technologies to streamline operations and enhance productivity (i.e. data hygiene, sales velocity and sales stage duration). 
• Collaborates with marketing to develop sales enablement programs to empower the sales team with the necessary tools, resources, and training to drive revenue growth 

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill and/or ability required.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Work Experience

The ideal candidate shall meet or exceed the following:  

• 10+ years’ experience in Sales Operations or Revenue Operations 
• 2-5 years commercial experience in industrial sales (preferred)BS or MS in Engineering / Business, MBA strongly preferred.
• Experience creating and implementing successful sales process/methodology/sales playbook initiatives, with demonstrated knowledge of best practices.
• Strong aptitude and experience using CRM to measure and drive performance and reporting (CRM Admin certification is a plus).
• Measurable experience with having a positive impact on business outcomes – win rate, quota attainment,
• Experience in executing change management initiatives with established approaches, using data-driven insights to improve sales productivity and performance, including owning the analysis, defining key objectives, and problem solving cross-functionally to achieve short and long term results;
• Ability to formulate and effectively communicate short, mid, and long-term plans to achieve business objectives. Evaluate business trends, buyer insights and competitive activity using customer consumption and other available data to inform growth avenues
• Proficient computer skills required.

Technical Skills/Physical Requirements

• Excellent analytical and problem-solving skills, with the ability to interpret complex data and generate actionable insights.
• Desire to build a winning culture and team environment.
• Broad capacity to handle several initiatives and responsibilities, prioritizing the most important and advancing to achieve results.
• Ability to take initiative and drive work forward with moderate supervision and guidance.
• Superior prioritization, workload balancing, time management, and organizational skills.
• Ability to get things done individually and through a matrix organization.
• Travel - Up to 20% travel required.