The Director of Sales Enablement Applications (known internally as the Director of Sales Operations) is primarily responsible for one or more of the following aspects of Sales administration and Support for Clean Harbors, such as creating, maintaining, and enforcing best-practicepolicies, processes, tools, reports, metrics, and training for the sales organization, to ensure the achievement of sales targets and the continuous improvement in sales performance and sales productivity. They are responsible for managing the day-to-day needs of the company's sales support systems. This role is responsible for the company's CRM system and the overall data integrity to ensure all data is up to date and in sync with other systems (WIN/Beacon).
Ensures Health and Safety is the number one goal by following policies, processes, and acting in a safe manner at all times.
Work with the VPSO and Sales Ops staff to assure all sales personnel, CAMs, VAMs, AMs, DSMs, LOB Specialists and others are properly budgeted, recorded and measured.
Work with the VPSO to assure revenues are recorded and reported by Vertical, Segment, Geography and LOB to allow the company's business strategy to be fulfilled.
Functional responsibility for sales-related activities associated with creating, maintaining, and enforcing policies, practices, and tools for sales and sales operations support.
Implementation of best practices and for sales productivity improvements in all aspects of sales organization strategy. Establishing, monitor, and reporting sales metrics, goals, key performance indicators (KPIs); Report sales program and personnel performance by business vertical, region and line of business (LOB) to monitor progress in attaining goals.
Manage the day-to-day maintenance of the company’s CRM system and budget application to ensure data integrity and assure the CRM supports the company's business needs. Included are sales training support, rules enforcement, and all appropriate sales related activities (pipelines, call notes, customer set-up, reporting, budgets, account planning, etc.); and key interface with management information systems (MIS) in determining and prioritizing improvements to CRM.
Administration of sales personnel performance management process with formal personnel recommendations to Sales management. Develop, maintain, and oversee planned and implemented sales personnel Performance Improvement Plans (PIP). Develop and maintain Sales personnel interview and hiring protocols.
Assure sales training information is up to date and assist in rolling out training on all aspects of the CRM. Include training for customer service and other key system users as to how job types and task types must be used.
Assist in implementing sales manager coaching regimen and documentation to improve sales manager discipline and coaching capacities, including monitoring Performance Improvement Plans.
Responsible to develop, implement, and oversee periodic sales personnel territory reviews, corporate marketing CRM support, and formal periodic performance evaluation processes (forms, format and content).
Recommend and support sales-related initiatives and special programs. Work closely with the MIS team to ensure the CRM works in tandem with the other back office systems. Identify areas for enhancement to automate incentive/bonus programs, improve system performance and sales personnel productivity.
May have direct supervisory responsibility for of sales administration, CRM, and/or sales training personnel.
Bachelors Degree Preferred.
5+ years of experience in a similar position. Strong knowledge of CRM programming required (Salesforce strongly preferred)
Strong leadership ability and strong presentation skills. Extremely organized and attention to detail.
Ability to translate financial and statistical data into understandable terms for line managers.
Ability to organize action items into ongoing and sustainable programs
Ability to understand an issue and address/resolve tactically and strategically. High degree of integrity
Ability to influence across multiple organizations. Technical competencies in Sales Best Practice, CRM systems implementation and training, maintain data integrity across multiple systems