Director, Sales Excellence

Avery Dennison•Mentor, OH

3h•$151,000 - $200,000

About The Position

Avery Dennison is seeking a dynamic and highly motivated Director, Sales Excellence to lead the strategic direction and operational excellence within the Label and Graphic Materials Group Sales organization. This critical role is not just the primary Sales Operations leader; it is an architect of commercial transformation, focused on enhancing the customer experience through advanced digital solutions, standardized work, and highly efficient processes. The ideal candidate will possess a strong blend of sales experience and operational rigor, tasked with identifying and driving the future digital engagement roadmap for the sales organization. This leader will be instrumental in the development and execution of sales strategies focused on delivering against unmet customer needs to achieve and exceed annual revenue and profitability goals. This pivotal role will report directly to the Vice President of Sales.

Requirements

Bachelor’s degree required. MBA preferred.
8-10 years of prior sales operations leadership experience, preferably within a large manufacturing or industrial environment.
Demonstrated experience selling or a deep understanding of the full sales cycle, commercial team dynamics, and account management principles.
Demonstrated experience in successfully leading and driving large-scale, cross-functional and IT-based projects from ideation to completion.
Deep understanding and hands-on proficiency with key sales enablement and operational systems, including Salesforce (strategic planning, administration, and a focus on changing organizational usage and their relationship with the tool), Oracle ERP, PriceFX, Highspot, and Google G Suite.
Desire to be the architect of future digital engagement and meeting customer needs through digital solutions and delivery systems.
Demonstrated ability to communicate strategic initiatives, influence executive stakeholders, and gain support within the company's matrixed corporate structure to meet the evolving needs of the Sales team.
Exceptional ability to influence, gain support across a matrixed corporate structure, and utilize "storytelling" to articulate a strategic vision.
Excellent analytical, research, and project management skills.

Nice To Haves

Green Belt certification and continuous improvement experience preferred.

Responsibilities

Lead the governance, deployment, and strategic enhancement of core sales systems, including Salesforce, Highspot, and Google Suite and their integration with Oracle ERP, PriceFX and MindMatrix PRM systems.
Define and develop a 5-year roadmap for further Salesforce deployment and functional enhancement, focusing not just on administration but on changing organizational usage and adoption and the organization's relationship with the tool to maximize ROI and sales team effectiveness.
Identify, digitalize, and formalize standard work across the sales process to ensure process consistency, efficiency, and data integrity—driving continuous improvement across all operational touchpoints.
Drive complex, large-scale IT-based system enhancement projects from ideation to successful completion, serving as the strategic liaison between the Sales organization and Information Technology.
Develop and manage systems for tracking key organizational metrics, ensuring clear alignment between sales activity and delivery against annual organizational objectives and strategic imperatives.
Establish best practices and provide analytical support for managing territories, quotas, incentive compensation, and robust reporting for pipeline and forecast accuracy.
Conduct deep-dive analyses to measure the efficiency and effectiveness of resource allocation, pipeline management, and new business tracking to inform and refine account strategies and optimize sales performance.
Lead cross-functional teams (e.g., Marketing, IT, Product, Finance) to align sales execution with the broader business strategy and customer experience vision, driving continuous improvement in cross-functional engagement to ensure seamless customer-facing support.