Director – Sales Operations / Sales Force Effectiveness

Overview: The primary purpose of the Sales Force Effectiveness function is to act as an internal consulting arm on strategic sales force effectiveness issues. This role will serve as a lead consultant, assisting sales leadership in understanding and solving strategic sales challenges.

Types of Work: The below statements generally describe the types of work this job will perform, although the time spent on each will be dictated by business need.

• Consult across spectrum of Sales Force Effectiveness. Partner with senior sales, HR, and Finance leadership to address strategic sales challenges. Perform initial discovery and data analyses, create findings, and develop recommendations that promote sales growth and/or cost efficiencies in alignment with ADP’s sales strategy. Examples of projects might include market segmentation, distribution channel assessment, coverage model design, sales force sizing, sales policy re-design, organization re-designs, sales performance assessment, etc.
• Consult across variety of Sales Operations best practices. Work with senior HR and Sales Operations leadership to understand current internal Sales Operations challenges, and make best-in-class recommendations. Examples of projects might include organizational readiness, organization scale vs. value delivery, organization re-designs, leading cross-functional Operations projects, etc.

Skills

• Project Management: Identifies, scopes and manages strategic projects end-to-end; maintains responsibility for deliverables and timelines, shifting priorities as needed; manages stakeholder relationships and expectations.

• Analysis and Problem Solving: High capacity for problem solving through hypotheses creation, detailed analyses to test hypotheses, and creation of insights and recommendations. Recommendations will often be presented to senior management
• Persuasion: Ability to persuade senior leaders (SVP level executives) to take action based on your analysis and recommendations. Often this will require persuading senior leaders to change their opinions on current topics, and take action.
• Communication: Ability to distil complex topics and findings into a simple, compelling story that persuades senior management to take action.
• Influence With Authority: Ability to lead without hard line authority, creating a collation of sales field leadership, HR, and finance partners to actively work to solve business challenges
• Sales Force Effectiveness: technical ability to develop and implement a framework to approach a broad variety of Sales Force Effectiveness topics: market segmentation, distribution channels, coverage models, Sales process definition, role design, sales force sizing, sales performance assessment, voice of the customer analysis, competitor assessment, quota setting, sales crediting and compensation policies, etc. This role will be asked to solve a wide variety of sales growth challenges, so a wide background and ability to develop frameworks and think analytically is crucial to this role’s success.

Competencies

• Team Focus: a fierce commitment to excel in the pursuit of unselfish goals. You have a strong desire to leave your mark, but you also aspire to large collective team goals.
• Curiosity and Desire to Learn: a strong desire to get better at everything you do. You seek out new experiences, knowledge, and have an openness to change and feedback.
• Persuasion: the ability to use logic in combination with emotional intelligence to persuade others (and sometimes yourself) to drive change, and/or take action.
• Grit: ability to overcome adversity and setbacks to achieve a goal. You are results oriented and have the ability to bounce back from adversity.
• Novel Insight: You have a desire to gather and make sense of information that suggests new possibilities.

Background / Experience

• B.S. (MBA preferred)
• Minimum 1-2 years’ experience in external or internal sales effectiveness consulting (sales force effectiveness, commercial excellence, etc.). Sales or sales management experience is a plus.