Director, Sales Operations

AltaGas Ltd.-posted about 24 hours ago
Full-time • Director
Springfield, VA
5,001-10,000 employees
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The Director of Sales Operations is responsible for driving meter growth and delivering an exceptional customer experience across residential and commercial segments. This role converts marketing-generated leads into active sales, manages the sales pipeline, and oversees projects from initial engagement through completion. The Director will champion cross-functional collaboration, digital transformation, and compliance to ensure seamless project delivery and customer satisfaction.

  • Lead Conversion & Sales Execution Convert qualified leads from marketing into active sales opportunities, managing the sales pipeline and ensuring timely follow-up.
  • Develop and implement sales strategies to maximize growth and expand market reach.
  • Partner with Marketing to inform campaigns, optimize lead generation, and refine qualification criteria.
  • Oversee project management for sales initiatives, ensuring projects are delivered on time and within scope.
  • Customer Experience Management Optimize the customer journey from a lead through post-sale support, ensuring seamless transitions and rapid issue resolution.
  • Lead initiatives to enhance customer satisfaction, and loyalty, focusing on expanding service adoption and retention.
  • Develop and manage CRM strategies Cross-Functional Collaboration Collaborate with Operations, Engineering, Customer Service, and other departments to ensure successful project delivery and customer satisfaction.
  • Build and sustain relationships with key external stakeholders—including customers, builders, developers, consultants, and associations.
  • Digital Transformation & Analytics Champion the adoption of digital platforms and tools to streamline sales operations and improve data-driven decision-making.
  • Utilize forecasting and analytics to identify profitable new business opportunities and growth areas.
  • Direct research and analysis to identify industry trends, customer needs, and competitive dynamics.
  • Policy, Compliance & Regulatory Engagement Establish and implement business policies and practices that align with internal controls, regulatory requirements, and legal standards.
  • Maintain a strong understanding of the regulatory environment and ensure compliance with all relevant policies, standards, and laws.
  • Provide written and oral testimony to advance growth initiatives and respond to data requests from external stakeholders and regulatory bodies.
  • Performance Management & Reporting Define and track key performance indicators (KPIs), including lead conversion rates, sales cycle times, customer satisfaction scores, and revenue targets.
  • Prepare and present regular updates to senior leadership on progress against objectives.
  • Track key performance metrics regarding sales conversion that show progress from qualified leads to active customers.
  • Financial Oversight & Vendor Management Lead departmental forecasting and budgeting, ensuring initiatives remain on track and within budget.
  • Oversee sourcing, procurement, and contractual activities for vendors implementing growth programs.
  • Ensure all agreements are current, obligations met, and budgets maintained.
  • Team Leadership & Culture Recruit, mentor, and lead a high-performing Sales and Customer Growth team.
  • Establish clear performance goals and foster a culture of accountability, excellence, diversity, equity, and inclusion.
  • Bachelor’s Degree required; Master’s Degree preferred.
  • 10+ years of sales experience, with significant experience in the utility sector.
  • 7+ years of management experience.
  • Proven leadership, strategic planning, and problem-solving skills.
  • Demonstrated success in leading Sales and Customer Growth teams, exceeding growth and revenue targets.
  • Experience developing business plans and presenting business cases.
  • Strong decision-making agility and ability to redirect resources in dynamic business environments.
  • Excellent interpersonal and project management skills; able to manage multiple clients and tight timelines.
  • Outstanding communication skills, including negotiation, persuasion, and conflict resolution.
  • Experience with CRM platforms and sales analytics tools.
  • Change management and digital transformation experience.
  • Familiarity with utility industry sales cycles and regulatory environments.
  • Commitment to fostering diversity, equity, and inclusion within the team.
  • Experience in public policy and regulatory engagement with external stakeholders.
  • health insurance
  • retirement plans
  • paid time off
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