VP of Sales
Company: Nonprofit, Akron, OH or Cincinnati, OH
Posted on: December 7, 2018
The Vice President Sales Operations directs the company’s overall productivity and effectiveness of the sales organization. This includes planning, reporting, goal setting and management, sales process optimization, sales training, sales program implementation, assistance with sales compensation design and administration, and recruiting and selection of sales force talent.
Reporting to the Chief Operating Officer, they will foster close working relationships with internal (i.e. funeral home management, home office associates) and external stakeholders (i.e. NGL, NY Preplan Trust, vendors…) to ensure the sales organization’s efficient operation and success. The position will manage one or more Regional Sales Directors or Family Service Associates in Charge.
Essential Job Duties and Responsibilities Provides leadership to the sales organization, and management, in implementing sales organization objectives that appropriately reflect the firm’s business goals. Designs, implements, and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization. Responsible for equitably assigning sales goals and ensuring the firm’s financial objectives. Accountable for the timely assignment of all sales objectives. Partners with senior leadership to identify opportunities for sales process improvement. Facilitates successful implementation of new programs by ensuring a well-defined, efficient sales process is in place for launch. Fosters an organization of continuous process improvement. Prioritizes investments in technologies in support of sales productivity. Works closely with the Chief Information Officer to understand firm sales and technology strategy. Recommends changes and enhancements to the company Customer Relationship Management technology platform (SRS). Responsible for the optimal deployment of sales personnel. Makes recommendations for changing sales roles, coverage models, or team configurations in order to maximize sales productivity. Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models. Works closely with senior leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns reporting, training, and incentive programs with these performance management priorities. Ensures sales reports and other internal intelligence is provided to the sales organization. Develops new reporting tools as needed. Coordinates with leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives. Works closely with Human Resources and Learning & Development, to establish a sales training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for selling, sales management, and sales support roles. Oversees the delivery of field and L&D training to FSAs, sales management, and sales support personnel. Works with Human Resources and senior sales leadership, to design sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives. Works with Human Resources to establish sales compensation program rules, policies, and procedures. Directs and supports the consistent implementation of company initiatives. Light housekeeping to keep the facilities and grounds in perfect order. This includes keeping work areas tidy, picking up litter on the grounds and general straightening up. Qualifications Four year college degree; proven success managing staff. Minimum eight years of sales management experience Experience successfully managing and developing analytical and motivational initiatives. PC proficiency Integrity as a personal core value. Strong execution skills and perseverance. Solid work ethic. Excellent interpersonal and communication skills. Creative energy. Leadership and teambuilding skills. “Bottom line” financial savvy. Ability to develop a detailed understanding of the funeral industry, using proven best practices. Ability to develop an annual business plan and budget including key performance indicators.
Keywords: Nonprofit, Akron, OH or Cincinnati, OH, Akron , VP of Sales, Executive , Akron, Ohio
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