External - Vishal

Protective Industrial Products•Charlotte, NC

1d•Hybrid

About The Position

Protective Industrial Products, Inc. is seeking a Sr. Director Sales Excellence to drive operational excellence, optimize sales processes, and ensure the smooth execution of sales strategies. This role involves leading annual fiscal year planning, developing Go-To-Market models, and creating a rigorous sales management operating system. The position requires a strong focus on data analysis, coaching, and developing a geographically distributed team.

Requirements

Bachelor’s degree or foreign equivalent in Business, Finance, Marketing, Engineering, or a related field.
8 years of experience in the job offered or combined experience as Senior Sales Strategy & Planning Senior Director/Director, Senior Manager, Engagement Manager, Senior Consultant, Consultant, or related occupation.
8 years of experience in management.
6 years of experience with proficiency in sales tools and CRM systems such as Salesforce, data analytics such as forecasting, pipeline analytics, and BI visualization tools; statistical modeling tools, SQL, Excel, Tableau, industry trend analysis.
6 years of experience in managing a large set of analysts across geographies with remote team members.

Responsibilities

Responsible for driving operational excellence, optimizing sales processes, and ensuring the smooth execution of sales strategies.
Lead the annual fiscal year planning activities including headcount planning, organizational design, coverage models and territory design.
Responsible for driving common cross-enterprise standards, while deploying the annual growth plan strategy into actionable sales activities.
Lead the weekly, monthly, and quarterly cadence of sales team activities including forecasting, pipeline generation, planning, and opportunity management.
Represent the sales organization’s business requirements in key cross-departmental initiatives and partner with centralized operations teams to drive transformation in planning, data analysis, systems and process.
Develop and maintain a continuously improving playbook of common sales processes, commercial organizational structures, tools and metrics that deliver accelerated growth and measurable customer adoption.
Lead Go-To-Market models, sales and channel structures and functional support necessary to sell complex solutions and demonstrate tangible proof of value to the decision maker.
Create and execute a rigorous sales management operating system (MOS) that integrates the coordinated review and execution of the sales pipeline, account opportunities and leads across the entire enterprise with routine engagement with each business and region at the sales manager and sales contributor level.
Inspect, coach and enforce the practical utilization of the standard sales metrics and utilize interactive analytics dashboards to generate actionable insights and training that Business Leaders and Sales.
Lead the end-to-end process of handling our sales funnel and operational metrics such as pipeline growth, win/loss rates, quota attainment, and deliver regular insights to the business.
Perform regular data analysis to observe and drive enhanced productivity across the sales, marketing, and customer success organizations and use this data to proactively identify areas for improvement.
Develop and lead direct team members. Hire, develop and retain a geographically distributed team.