Director, Sales Process and CRM

Novolex•Lake Forest, IL

About The Position

The Director of Sales Process and CRM is part of Novolex’s Commercial Center of Excellence, which drives impact across four business units by developing and implementing a standard sales process, automating it within a world-class CRM, and running corporate sales processes with decisions made within the business units. The role involves creating and running processes and influencing decision-makers across the business units, with the ultimate goal of accelerating revenue. The position develops a unified Novolex sales process while accounting for differences among business units, implements it with an emphasis on sales-force benefits and change management, and connects it to related commercial processes. It also translates the sales process into CRM requirements, works with IT to select a system, leads CRM rollout and adoption, and maintains and improves CRM data infrastructure. The role runs corporate commercial processes, including quarterly value-capture actions, annual account-level white-space identification and ongoing pipeline management, and the creation of sales plays and supporting collateral. It also identifies and develops other corporate sales processes as needed.

Requirements

5–10+ years of leadership experience in Revenue Operations, Commercial Excellence, Pricing, Sales Operations, Consulting, or a related discipline.
Deep expertise in commercial analytics, forecasting, CRM, sales effectiveness, and revenue operations.
Demonstrated success building enterprise capabilities, processes, analytics, and technology platforms.
Strong executive presence and ability to influence senior leaders across a complex organization.

Nice To Haves

Experience in industrial manufacturing, packaging, consumer products, distribution, or another complex B2B environment.
MBA or advanced degree.

Responsibilities

Develop a unified sales process across the four business units while incorporating their differences and needs.
Implement the sales process with a focus on benefits to the sales force and change management around specific behaviors.
Link the sales process to other commercial processes, such as white-space analysis and pipeline tracking.
Translate the sales process into technical requirements for a CRM.
Work with IT to select the system that best meets requirements.
Lead CRM rollout, including sales training, change management, and adoption.
Maintain CRM data infrastructure and continuously improve CRM use for the sales force.
Run the Value Capture Process, capturing contractual value and margin opportunities through quarterly sales-force actioning.
Manage white-space and pipeline processes by identifying account opportunities annually and tracking wins and losses throughout the year.
Build sales plays for specific offerings and develop supporting sales collateral.
Identify and develop other corporate sales processes as needed.