Director - Sales Readiness - Aspect Software - Phoenix

Job description
The Director of Sales Readiness leads initiatives and manages support functions essential to sales force productivity and directly reports to the President. This position is responsible for driving overall productivity and effectiveness of the sales organization. Critical tasks include planning, reporting, sales process optimization, sales job design, sales training, tool development, sales application management and sales program implementation. In addition, the Director of Sales Readiness acts as the President’s Sales Organization Chief of Staff supporting a worldwide team of sales executives and support personnel to drive sales initiatives. This role is highly strategic and facilitative requiring a combination of focus and flexibility, as well as a willingness to play an active, behind-the-scenes role as the “trusted counsel” to the global sales leadership team.

Mission of the Role
Works very closely with the President to drive the overall productivity of the sales organization. Directs the management of the sales operation including sales administration, sales enablement, business analytics and market planning, forecasting and budgeting. Improves sales productivity of the global sales team and helps drive sales skills development and back office processes.

Primary Areas of Responsibilities
Sales Force Productivity Enablement
Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement in understanding process bottlenecks and inconsistencies
Aid strategic development for each business unit within the Global Sales organization to include constantly innovative and improved project management methodology as well as delivering best practices for processes, tools and techniques
Develops and implement systems, projects and organizational processes to ensure that all follow-up work that emerges from the Global Sales organization is managed effectively and timely
Develop detailed work plans, assess project risk factors and suggest alternatives to mitigate or eliminate possible risk within an assigned project
Conduct project status meetings and report project status weekly
Project coordination/orchestration by developing and maintaining an inventory of critical projects within the Global Sales organization – scope, plan and execute
Preparation for, and facilitation of key meetings and project initiation and follow up
Facilitates an organization of continuous process improvement
Sales Tool Development
Own major global Sales initiatives such as the annual Sales Kickoff, Aspect Sales University, product training, pipeline analysis, global sales forecasting, etc.
Directs and manages the implementation of the company wide sales productivity tools – SalesForce.com CRM system, Proposal Services, Configuration & Quoting processes, Value Analyzer & Business Assessment tools, Customer Reference Program
Monitors the assigned sales organization’s compliance with required standards for maintaining CRM data. Works closely with sales management to optimize the effectiveness of the firm’s technology investments
Coordinates training and delivery to sales, sales management, and sales support personnel
Manages outside vendors for sales tool development and productivity

Business Analytics & Liaison with Financial Planning & Analysis
Coordinates sales forecasting, planning, and budgeting processes used within the sales organization and coordinates all activities with Financial Planning & Analysis group
Creates and manages a set of consistent monthly key sales metrics including global pipeline analysis and forecasting
Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed
Supports the determination and assignment of sales quotas and incentive compensation plans by working with the company’s compensation administration resources
Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. As needed, coordinates planning activities with other functions and stakeholders

General Responsibilities
Assist President in preparing for Board of Directors meetings, and in preparing for frequent meetings with Executive Team and strategic customers
Schedule and manage all sales forecasting review meetings
Builds strong internal-company relationships with other key management personnel to promote support of sales growth initiatives
Assist in various global communications as well as communications within the sales organization
Manages a department of seven associates

Desired Skills and Experience
Qualification and Experience Required
Four year college degree from an accredited institution.
5 to 10 years of sales operations, sales or sales management experience in a business-to business sales environment
Mastery of Salesforce.com CRM
Experienced in all phases of Sales organization Business Analytics with strong strategic/financial analysis skills
Prior work experience in a sales operations management role working closely with global executives
International Corporate experience working for a global technology company
Ability to be self directed and manage multiple projects and priorities
Strong organizational, computer, strategic and creative skills
Highly developed communications skills (written/verbal) and interpersonal savvy
Results/action-orientation; project management skills
Unquestionable personal code of ethics, integrity, diversity and trust
Able to successfully navigate within varying degrees of ambiguity in a fast-paced sales environment
Demonstrated proficiency managing analytically rigorous initiatives.
Excel, database, PowerPoint and broad-based technical proficiencies are required.

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