Senior Director, Sales Operations

Solutions driven success.XPO is a top ten global provider of transportation services, with a highly integrated network of people, technology and physical assets. At XPO Logistics, we look for employees who like a challenge and can communicate effectively in all situations. We want to leverage your skills and years of experience to drive positive results while ensuring a bright future for yourself and XPO. If you''re looking for a growth opportunity, join us at XPO. As the Senior Director, Sales Operations, you will drive the execution of insightful analytics and strategic programs that enable the productivity and effectiveness of the sales organization to achieve its annual growth targets for the Less-than-Truckload (LTL) business unit. You''ll lead sales force effectiveness initiatives and manage functions essential to sales force productivity, including planning, reporting, quota setting/management, sales compensation design/administration, process optimization, sales program implementations and training. We''ll count on your skills and years of experience to be a champion of our values, ensuring an engaged workforce, loyal customers, efficient operations, and a bright future for yourself and XPO. Reporting to the Senior Vice President Sales, you will foster close working relationships with internal and external stakeholders to ensure the sales organization''s efficient operation and success.Pay, benefits and more.We are eager to attract the best, so we offer competitive compensation and a generous benefits package, including full health insurance (medical, dental and vision), 401(k), life insurance, disability, and the opportunity to participate in a company incentive plan.What you''ll do on a typical day:Partners with the Senior Vice President of Sales to envision, plan and implement sales organization strategies which enable the productivity and effectiveness of the sales organization and achieve objectives that support the broader business goals.Owns the methodology and execution for sales goaling, which entails equitably assigning sales goals/quotas to all sales channels and individual contributors that ultimately achieve the company''s financial objectives. Leads the design and implementation of sales incentive programs that provide competitive incentive to reinforce sales organization strategy and align with business objectives. Oversee sales compensation plan administration. Establishes sales compensation program rules, policies, and procedures. Ensure sufficient resources are assigned to adequately administer sales compensation programs, including automation and administration through a sales compensation software. Work closely with Accounting, Finance, and Human Resources to establish auditing rules, policies, and procedures associated with sales compensation. Accountable for the on-time implementation of sales organization quotes and incentives. Responsible for the strategy and optimal deployment of sales personnel. Uses data modeling to make recommendations for changing sales roles, coverage models, or team configurations to maximize sales productivity and ensure achievement of the company''s sales, profit and strategic objectives. Identifies the opportunities for sales process improvement and sales enablement.Partners with Learning and Development and Global Sales Operations to implement process changes that drive efficiency and productivity throughout the sales organization. Recommends and drives changes and enhancements to the company Customer Relationship Management technology platform (Salesforce). Prioritizes automation and technologies in support of sales organization productivity. Work closely with the Senior VP Global Sales Operations and Senior VP of Technology to design and implement a sales process and tool/technology strategy including current tool improvement and new tool initiatives. Ensures sales reports and other internal intelligence are provided to the sales organization. Develop new reporting tools as needed. Coordinate with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives. Defines the optimal performance measurements and performance management programs required to ensure sales organization success. Work closely with sales management to align reporting, training, and incentive programs with these performance management priorities. Works closely with sales leadership and Learning and Development to establish and execute a sales force training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for selling, sales management, and sales support roles. Oversee the delivery of training to sales and sales management. Partners with the finance team to design, implement, and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization. Ensure planning, forecasting and budgeting efforts are appropriately integrated with other planning processes employed within LTL.Leads the cross-functional development of value added or premium products that can be revenue accretive and provide sales with platforms for penetration and growth. What you need to succeed at XPO:At a minimum, you''ll need:Bachelor''s degree in Business, Sales Management, Supply Chain Management, Marketing or a related field, or equivalent related work or military experience10 years of strategy, business development or sales experience in a business to business environmentProven ability to define, refine and implement sales strategies, processes, procedures, and policies3-5 years demonstrated executive-level sales leadership experienceExperience successfully managing analytically rigorous corporate initiativesStrong business acumen: ability to go beyond the numbers to identify and exploit business opportunities for increasing revenue, improving productivity, and strengthening sales performance and effectivenessExcellent planning, operational and analytical skills; proven ability to apply these skills to complex situations with competing prioritiesExperience overseeing change management, leading transformation, and scaling a global organizationStrong executive presence and the ability to professionally represent the company to clientsProven ability to work cross-functionally to drive process while leading through inspiration Compelling verbal and written communication skillsData driven mindsetMicrosoft Office proficiency, including advanced Excel and PowerPoint skillsAvailability to travel 5-10% of the time (~30% if living in remote office location)It''d be great if you also have:Master''s in Business Administration (MBA) or an equivalent advanced degreeDemonstrated knowledge of sophisticated CRM systems with expertise in analyzing data to drive use and accountabilityExperience and expertise with Be part of something big.We are proud to be an Equal Opportunity/Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, sex, disability, veteran or other protected status.All applicants who receive a conditional offer of employment may be required to take and pass a pre-employment drug test. The above statements are not an exhaustive list of all required responsibilities, duties and skills for this job classification. Review XPO''s candidate privacy statement here.

Created: 2021-11-29