Director, Sales Process and Effectiveness

Fresenius Medical Care • Lawrence, MA

6d

About The Position

The Director of Sales Process & Effectiveness is responsible for driving efficiency, scalability and improving productivity across the CE Sales team and optimizing sales strategies. Lead, coach and operationalize Six Sigma process improvement methodologies and tools across the Commercial Excellence and Sales teams. Own the project management function for the sales team by leading project prioritization, ROI analysis and driving key business projects that support business initiatives. Principal Duties & Responsibilities: Lead, design and implement a continuous improvement approach to our end-to-end sales processes that support the customer buying journey. This will be focused on sales team productivity, standardizing workflows, reducing manual touches and ensuring scalable, repeatable revenue growth across the organization. Own the end-to-end sales process design (from lead to close), including prospecting, qualification, pipeline management, forecasting and handoff. Lead change management efforts and drive project management motions for transformational programs, process rollouts, business initiatives including communication plans and training. Introduce, organize and facilitate process optimization workshops (GEMBA walks, LEAN workouts) to solve a business problem and reach identified goals. Identify gaps and inefficiencies in current workflows; implement improvements to drive consistency and rigor. Bring knowledge and mentor others in Six Sigma methodology to make process optimization as a way we work. Coach, mentor others on black belt skills and quality tools to aid in process optimization & design. Bring disciplined approach to project management. Define and track key performance metrics to drive the adoption of best practices, methodologies and tools that increase seller efficiency. Work cross-functionally with Sales, Marketing, Product, Customer Service and Sales Ops to align GTM strategy.

Requirements

• Strong background in sales operations, process optimization and change management with proven ability to align people, process & technology to drive measurable results
• 10+ years of experience in sales operations, process design, or digital transformations
• Proven ability to design scalable sales processes that align with company growth goals
• Strong analytical and strategic thinking skills with experience using CRM and reporting tools (SFDC, Clari, Tableau, Bus Objects)
• Skilled at leading cross-functional initiatives and driving adoption in a fast paced environment
• Excellent communication and stakeholder management skills
• Experienced, strategic & innovative with demonstrated success with distributed B2B selling teams
• Bachelor’s degree in Business, Marketing, or a related field

Nice To Haves

• MBA preferred

Responsibilities

• Lead, design and implement a continuous improvement approach to our end-to-end sales processes that support the customer buying journey.
• Own the end-to-end sales process design (from lead to close), including prospecting, qualification, pipeline management, forecasting and handoff.
• Lead change management efforts and drive project management motions for transformational programs, process rollouts, business initiatives including communication plans and training.
• Introduce, organize and facilitate process optimization workshops (GEMBA walks, LEAN workouts) to solve a business problem and reach identified goals.
• Identify gaps and inefficiencies in current workflows; implement improvements to drive consistency and rigor.
• Bring knowledge and mentor others in Six Sigma methodology to make process optimization as a way we work.
• Coach, mentor others on black belt skills and quality tools to aid in process optimization & design.
• Bring disciplined approach to project management.
• Define and track key performance metrics to drive the adoption of best practices, methodologies and tools that increase seller efficiency.
• Work cross-functionally with Sales, Marketing, Product, Customer Service and Sales Ops to align GTM strategy.

Benefits

• This position offers a comprehensive benefits package including medical, dental, and vision insurance, a 401(k) with company match, paid time off, parental leave and potential for performance-based bonuses depending on company and individual performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees