Director of Sales Operations/Administration
About The Position
The Director of Sales Operations is responsible for leading strategic and operational functions that drive profitable, scalable revenue growth. The role owns pricing strategy, quote governance, CRM administration, sales analytics, sales operations, and commercial process improvement. Reporting to the Vice President, Sales & Marketing, the Director directly leads the Inside Sales team and connects Sales, Finance, Operations, and Marketing to support consistent, disciplined, data-driven commercial operations. The position builds frameworks, systems, and processes that help Sales sell efficiently, price confidently, and grow margin sustainably. The Director develops pricing frameworks and value-based pricing strategies, monitors market conditions and cost drivers, reviews non-standard pricing requests, and establishes pricing approval and quote governance. The role also owns CRM standards and administration, maintains commercial dashboards and reporting, analyzes sales and pricing data, and coordinates day-to-day sales operations. It leads improvements to commercial workflows and operating procedures, while managing and developing the Customer Support Manager and Inside Sales Team and evaluating AI and automation tools for quoting. Lucas Milhaupt is a manufacturing company. The Director will primarily work in an office setting while partnering closely with plant, sales, and customer-facing teams.
Requirements
- Bachelor’s degree in Business, Finance, Analytics, or a related field.
- At least 7 years of experience in pricing, sales operations, or commercial strategy, including people management experience.
- Strong analytical skills and experience building pricing models, dashboards, and KPI frameworks.
- Proficiency with CRM and ERP systems.
- Demonstrated success leading cross-functional process improvement initiatives.
- Customer service leadership experience.
- Excellent communication and stakeholder management skills.
Nice To Haves
- MBA.
Responsibilities
- Develop and implement pricing frameworks across product lines, customer segments, and regions.
- Lead value-based pricing strategies that support revenue growth, profitability targets, and market competitiveness.
- Monitor market conditions, competitor pricing, and cost drivers to inform pricing adjustments.
- Model the impact of cost and market movements on product pricing and customer agreements.
- Perform 80/20 analysis and provide quarterly recommendations to the business.
- Define and maintain pricing approval workflows, escalation procedures, and governance frameworks.
- Review high-impact or non-standard pricing requests for profitability, competitiveness, and alignment with commercial strategy.
- Establish and enforce quote accuracy, turnaround-time, and service-level standards for the Inside Sales team.
- Serve as the escalation point for complex or exception-based pricing and quoting decisions.
- Work with Finance to ensure margin performance meets expectations; partner with Finance and Operations to validate cost assumptions and identify margin-improvement opportunities.
- Lead root cause analysis on margin erosion and drive corrective pricing or process actions.
- Own the CRM platform as the single source of truth for pipeline, customer, and sales activity data.
- Define CRM data standards, workflows, and usage requirements across the sales organization.
- Partner with IT/Systems to drive CRM enhancements, integrations, and adoption.
- Ensure pricing, quoting, and customer data are accurately maintained and synchronized across CRM, ERP, and quoting systems.
- Build and maintain dashboards and reporting tools covering pipeline, quote conversion, pricing performance, and sales productivity.
- Analyze sales and pricing data to identify trends, risks, and opportunities for growth or improvement.
- Lead day-to-day sales operations, including workflow design, tools administration, and cross-functional coordination between Sales, Customer Service, Operations, and Marketing.
- Evaluate commercial workflows to identify inefficiencies and improvement opportunities.
- Develop, document, and implement best practices and standard operating procedures across the commercial organization.
- Lead root cause analysis on recurring operational, service, and performance issues and implement sustainable corrective actions.
- Directly manage and develop the Customer Support Manager and Inside Sales Team.
- Establish performance expectations, KPIs, and accountability measures.
- Drive continuous improvement in quote conversion, customer satisfaction, and productivity.
- Ensure the team delivers timely, accurate, and customer-focused quote and order support.
- Evaluate and champion AI/automation tools that improve quoting speed and accuracy.
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What This Job Offers
Job Type
Full-time
Career Level
Director
