Director, Sales Process and CRM

The Opportunity

The Director of Sales Process and CRM is part of Novolex’s Commercial Center of Excellence, whose goal is to drive impact across our four business units in three ways:  first, to develop and implement a standard sales process;  second, to automate that sales process within a world-class CRM;  third, to run Novolex corporate sales processes with decisions being made within the BUs.This role spans creating processes, running process, and influencing decision-makers across the four BUs.  Its impact will ultimately be to accelerate revenue for the organization.

 

Key Responsibilities

Develop Standard Sales Process

• Develop “one Novolex” sales process across the four business units, building in the nuances and variability needed between BUs
• Implement sales process with heavy focus on benefits to sales force and change management around specific bheaviors
• LInk sales process to other commercial processes (e.g., white space analysis and pipeline tracking)

Implement World-Class CRM

• Translate sales process into technical requirements
• Work with IT to select best system to meet requirements
• Lead the rollout of CRM, including sales training, change management, and other adoption
• Maintain CRM data infrastructure and implement continuous improvement for sales force use of CRM

Run Corporate Commercial Processes

• Value Capture Process: Capturing contractual value and margin opportunities through quarterly actioning of sales force
• White Space and Pipeline Management: Annually identifying white space to pursue by account and managing the pipeline of wins/losses throughout the year
• Sales Collateral and “Plays”: Build sales plays for specific offerings and develop the sales collateral needed to support it
• Identify and develop other corporate sales processes as needed

Candidate Profile

• 5-10+ years of leadership experience in Revenue Operations, Commercial Excellence, Pricing, Sales Operations, Consulting, or related disciplines.
• 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.
• Experience in industrial manufacturing, packaging, consumer products, distribution, or other complex B2B environments preferred.
• MBA or advanced degree preferred.

 

 

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Company Benefits What You'll Get From Us Benefits

With safety as our top priority and a commitment to employee well-being an important focus, we offer comprehensive and competitive benefits that include medical, dental and vision insurance as well as a variety of other well-being resources focused on mental, physical and financial health. Specific benefits and well-being programs may vary depending on where you work.

Community Engagement

At Novolex, giving back to the local communities that support us is important. Our Focused Giving Program prioritizes support for organizations whose missions promote sustainability initiatives or address food and hunger needs. We also encourage facility level support of activities in the communities where our employees live and work.

Training and Development

We offer constant opportunities for advancement. From skills development to advanced education programs, training and development programs and courses are available through MyLearning. Programs include company and industry training curricula, support for formal education through the Tuition Reimbursement Program (Non-Union), and a Learning Management System that supports and enhances employee skills at all levels of the organization.

 

Formerly Pactiv Evergreen