Description Alvarez & Marsal Private Equity Performance Improvement Senior Director, Sales Force Effectiveness-Commercial Excellence (OPEN TO ALL U.S. LOCATIONS) How You Will Contribute Advise companies in the areas of Revenue & Margin Management-sales force effectiveness, margin management, marketing optimization and interim sales leadership. Our team focuses on driving performance improvements in top-line revenue, margin improvement and marketing mix optimization. The ideal candidate must be capable of managing teams of Alvarez & Marsal professionals to address complex business challenges within the Commercial Excellence practice. The right person will be highly skilled at communicating with C-level management, conceiving, and structuring analytical plans to uncover drivers of performance, designing actionable solutions to Revenue & Margin Management issues, and developing implementation plans.
The Senior Director, Salesforce Effectiveness will be responsible for leading teams that execute our clients' ongoing Revenue & Margin Management programs, design B2B and B2C customer measurement solutions, and deliver data-driven business insights. In addition to project work, you will also be expected to contribute to the creation of intellectual property and internal team building. You will be expected to learn new concepts quickly, stay abreast of advances in technology and related fields, and apply your experience to creatively solve our clients' business problems.
Sales Force & Market Coverage - Develop transparency into market trends, competitive dynamics, growth opportunities, and customer and end-user behavior and purchasing decisions
- Assess and recommend optimal salesforce design and organization structure, coverage, and productivity improvement
- Review and adjust sales incentive / compensation plans to ensure they align with company profitability goals / objectives
- Evaluate time spent by salesforce on value-add activities and effectiveness of their customer interactions, and recommend solutions
Sales Process & Operations - Review and optimize a consistent sales process
- Ensure leads are efficiently generated & converted into profitable sales, and sales is held accountable to KPI's and metrics
- Review usage of advanced tools and technologies including CRM to drive accountability and establish greater visibility into the sales pipeline
Segmentation and Channel Optimization Assess the customer segments and channels to optimize the go-to market strategy to gain differentiation and competitive advantage
Professional Skills Project Management: Own and manage the high-quality execution of individual projects. End-to-end project management will include roadmap design, management of the project team and plan, and development and presentation of final deliverables.
Project Fulfillment: Contribute to project work by combining creative problem solving with analytical rigor to drive actionable insights. Representative project work includes developing reporting frameworks and dashboards, performing B2B/B2C customer segmentation and statistical modeling, and managing digital community & social media execution and measurement.
Data Manipulation & Analysis: Work with project team to understand, manipulate and analyze client and market data using various tools, which may include: MS Excel, SQL Server, BI tools such as SSRS or Tableau, and statistical programs such as SPSS or R.
People & Team Leadership: Motivate, develop, and challenge all members of project teams to exceed client expectations. Provide value-added thinking and mentorship to ensure junior team members develop over time and are satisfied.
Client Relations: Manage client relationships on a day-to-day basis while collaborating with internal client team members. Partner with client teams to define project requirements, develop hypotheses, gather data, brainstorm alternatives, and generate recommendations.
Qualifications: - Industry Experience, B2B, and Business Services; experience working with PE and/ or PE relationships is a plus
- Strong financial acumen, understanding of P&L and cost drivers; proven ability to build a quarterly/annual business plan
- 15+ years' experience running a B2B sales team (at a Regional Sales Director level or RVP/VP level) and has held responsibility for forecasting, building/managing a sales pipeline, and holding sales reps accountable to results, managing coverage, performance, and compensation
- Familiar with, and has used CRM tools such as Salesforce for dashboards, reports, metrics and analytics to run a sales team through CRM dashboards, familiarity with CRM such as Salesforce
- Analytically driven and exposure to various tools and technologies, including relational database (SQL), BI (Alteryx, Tableau), statistical (SPSS, R), web analytics (SiteCatalyst, Google Analytics)
- Strong quantitative mindset combined with excellent communication and interpersonal skills
- Exceptional project management and presentation skills
- Outstanding people development and management skills; ability to lead junior team members and help guide their careers
- Demonstrated experience providing intellectual and task leadership on complex projects
- Ability to work independently in an unstructured environment, think on your feet, and respond with confidence and creativity
- Consulting experience preferred (not required)
- MBA from a top-tier university preferred (not required)
Your journey at A&MWe recognize that our people are the driving force behind our success, which is why we prioritize an employee experience that fosters each person's unique professional and personal development. Our robust performance development process promotes continuous learning, rewards your contributions, and fosters a culture of meritocracy. With top-notch training and on-the-job learning opportunities, you can acquire new skills and advance your career.
We prioritize your well-being, providing benefits and resources to support you on your personal journey. Our people consistently highlight the growth opportunities, our unique, entrepreneurial culture, and the fun we have together as their favorite aspects of working at A&M. The possibilities are endless for high-performing and passionate professionals.
The salary range is $175,000--$250,000 annually, dependent on several variables including but not limited to education, experience, skills, and geography. In addition, A&M offers a discretionary bonus program which is based on a number of factors, including individual and firm performance. Please ask your recruiter for details.
Full-time Positions and Part-time Positions Under 30 hours Regular employees working 30 or more hours per week are also entitled to participate in Alvarez & Marsal Holdings' fringe benefits consisting of healthcare plans, flexible spending and savings accounts, life, AD&D, and disability coverages at rates determined from time to time as well as a 401(k) retirement plan. Provided the eligibility requirements are met, employees will also receive a discretionary contribution to their 401(k) from Alvarez & Marsal. Additionally, employees are eligible for paid time off including vacation, personal days, seventy-two (72) hours of sick time (prorated for part time employees), ten federal holidays, one floating holiday, and parental leave. The amount of vacation and personal days available varies based on tenure and role type. Click here for more information regarding A&M's benefits programs.
Part-time Positions Over 30 hours
Regular employees working less than 30 hours per week are entitled to participate in Alvarez & Marsal Holdings' 401(k) retirement plan. Provided the eligibility requirements are met, employees will also receive a discretionary contribution to their 401(k) from Alvarez & Marsal. Click here for more information regarding A&M's benefits programs.
Alvarez & Marsal recruits on an ongoing basis. Candidates are considered as they apply, until the opportunity is filled. Candidates are encouraged to apply expeditiously to any role(s) that they are qualified for and that are of interest to them.
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