SALES FORCE JOB

DESCRIPTIONS
Director Sales
Operations
Job
Description
The Sales Manageent Association
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S A L E S M A N A 0 E M E N T A S S O C I A T I O N S A L E S F O R C E J
O B D E S C R I P T I O N S
D I R E C T O R S A L E S O P E R
A T I O N S
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Rights Reser.e/.
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About The Sales Management
Association
The Sales Management Association is a global professional association
focused on sales management’s unique business and career issues.
The Sales Management Association fosters a community of interest
among sales force efectiveness thought leaders, consultants,
academics, and sales management practitioners across many
industries.
Through training worshops, online resources, and research materials,
The Sales Management Association addresses the management issues
of greatest concern to practicing sales managers. The Sales
Management Association’s focus areas include management
leadership, sales force performance coaching, sales planning, sales
process management, enabling technologies, incentive compensation,
and sales force support.
Note to
Members
This document has been prepared by The Sales Management Association for
the e!clusive use of its member s. "t contains valuable proprieta ry
information belonging to The Sales Managemen t Association, and each
mem ber should not disclose it to third parties. "n the event that you are
unwilling to assume this confidentiality obligation, please return this document
and all copies in your possession promptly to The Sales Manageme nt
Association.
The Sales Managemen t Association has wored to ensure the accuracy of the
informa tion it provides to its mem bers. This report relies upon data obtained
from many sources, however, and The Sales Manageme nt Association is not
engaged in rende ring legal, accounting, or other professional services. "ts
reports should not be construed as professional advice on any particular set
of facts or circumstances. Memb ers requiring such services are advised to
consult an appropriate professional. #either The Sales Management
Association nor its programs are responsible for any claims or losses that may
arise from a$ any errors or omi ssions in their reports, whether caused
by The Sales Manageme nt Association or its sources, or b$ reliance upon any
recommend ation made by The Sales Manageme nt Association.
%escriptions or view points contained herein regarding organi&ations pro'led
S A L E S M A N A 0 E M E N T A S S O C I A T I O N S A L E S F O R C E J
O B D E S C R I P T I O N S
D I R E C T O R S A L E S O P E R
A T I O N S
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Rights Reser.e/.
2
in this material do not necessarily reflect the policies or viewpoints of those
organi&ations.
POSITION OVERVIEW
The Director Sales Operations 3DSO4
anages s5pport 65nctions essential to sales 6orce
pro/5cti.it7+ These incl5/e planning8
reporting8 95ota setting an/ anageent8 sa les process
optii:ation8 sales ;ob /esign8 sales training8 sales
progra ipleentation8 sales copensation /esign
an/ a/inistration8 an/ recr5iting an/ selection o6 sales
6orce talent+
The DSO is responsible 6or the o.erall pro/5cti.it7 an/
e66ecti.eness o6 the assigne/ sales organi:ation+
Reporting to the <ice Presi/ent Sales Operations8 the
DSO also *or=s closel7 *ith internal an/ e>terna l
sta=ehol/ers to ens5re the appropriate ob;ecti.es an/
priorities are enable/ *ithin the sales organi:ation
s5pporte/+
JO RESPONSII!ITIES • Coor/inates sales 6orecasting8 planning8 an/
b5/geting processes 5se/ *ithin the sales
organi:ation+ Proacti.el7 onitors an/ stri.es to
aintain high le.els o6 95alit78 acc5rac78 an/
process
consistenc7 i n the sales organi:ation?s planning
e66orts+ As nee/e/8
coor/inates planning acti.ities *ith other
65nctions an/ sta=ehol/ers *ithin the 6ir+
• S5pports the e95 itable assignent o 6 sales 6orce
95otas an/ ens5res 95otas are optiall7 allocate/
to all sales channels an/ reso5rces+
• @or=s to ens5re all sales organi:ation ob;ecti.es are
assigne/ in a tiel7 6ashion+
• Proacti.el7 i/enti6ies opport5nities 6or sales process
ipro.eent+
@or=s closel7 *ith sales anageent to inspect sales
process
95alit7 an/ prioriti:e opport5nities 6or ipro.eent+
Assists sales anageent i n 5n/erstan/ing process
bottlenec=s an/ inconsistencies+ Facilitates an
organi:ation o6 contin5o5s process ipro.eent+
• Monitors the acc5rac7 an/ e6Acient /istrib5tion o6
sales reports an/ other intelligence es sential to the
sales organi:ation+ Recoen/s re.isions to e>isting
reports8 or assists in the /e.elopent o 6 ne*
reporting tools as nee/e/+
• Ipleents enabling techno logies8 incl5/ing CRM8 to
Ael/ sales teas+ Monitors the assigne/ sales
organi:ation?s copliance *ith re95ire/ stan/ar/s 6or
aintaining CRM /a ta+ @or=s closel7 *ith
sales anageent to optii:e the e66ecti.eness
o6 the 6ir?s technolog7 in.estents+
• Coor/inates training /eli.er7 to sales8 sales
anageent8 a n/ sales s5pport personnel in the
sales organi:ation s5pporte/+
• Pro.i/e inp5t to senior lea/ership in the
/e.elopent an/ a/inistration o6 sales
incenti.e copensation progras+
• @or=ing *ith Acco5nting8 Finance8 an/ B5an
Reso5rces8 pro.i/es assistance *ith sales incenti.e
copensation a/inistration on an as'nee/e/ basis8
or *hen re95ire/ to arbitrate or clari67 the application
o6 sales copensation progra policies an/
proce/5res+
• Directs an/ s5pports the consistent ipleentation
o6 copan7 initiati.es+
• B5il/s peer s5pport an/ strong internal'copan7
relationships *ith other =e7 a nageent pers onnel+
A""O#NTAI!ITIES
AND PER$ORMAN"E
MEAS#RES
• Achie.eent o 6 sales8 proAt8 an/ strategic
ob;ecti.es 6or the b5siness 5nit s5pporte/+
• Acco5ntable 6or the on'tie ipleentation o6 sales
organi:ation 95otas an/ per6orance ob;ecti.es+
• Acco5ntable 6or the thoro5gh ipleenta
tion o6 sales organi:ation'ipacting
initiati.es+
• Responsible 6or the e66icient allocation o6 technolog78
s5pport8 an/ training reso5rces ipacting the sales
organi:ation+
• Acco5ntable 6or acc5rate an/ on'-tie repo rting
essential 6or sales organi:ation e66ecti.eness+
• Achie.eent o 6 strategic ob;ecti.es /e6ine/
b7 copan7 anageent+
OR%ANI&ATION
A! A!I%NMENT
• Reports to the <ice Presi/ent Sales Operations+
• Ma7 /irectl7 anage a s5pport staC a/e 5p o6
A/inistrati.e
Specialists8 Sales Operations Coor/inators8 or Anal7sts+
• Directs the s5pport o6 sales specialists8
ipleentation reso5rces8 ser.ice reso5rces8 an/
other sales an/ anageent res o5rces as nee/e/8
coor/inating
*ith the
appropriate
anageent'
le.el s5per.isors+
• Fosters close8 cooperati.e relationships *ith peer
lea/ers8 sales anageent8 a n/ sales an/ s5pport
personnel+
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Rights Reser.e/.
(
'#A!I$I"ATIONS • Fo5r 7ear college /egree 6 ro an accre/ite/
instit5tion+
• T*o 7ears sales or sales anageent e>perience in
a b5siness'to' b5siness sales en.ironent+
• Deo nstrate/ proAcienc7 anaging
anal7ticall7 rigoro5s initiati.es+
• PC proAcienc7
ENVIRONMENTA!
JO
RE'#IREMENTS
AND WOR(IN%
"ONDITIONS
• This position re95ires e>tensi.e tra.el+
• All prospecti.e eplo7ees 5st pass a bac=gro5n/ chec=+
AO#T T)E SA!ES
MANA%EMENT
ASSO"IATION*S
JO DES"RIPTION
!IRAR+
The Sales Man agemen t Association maes t hese
sample (o b description available to its members in
order to provide representative e!amples o f (ob
descriptions ) not as a recommendation of (ob design
or specific (ob responsibilities. Additional (ob
descriptions and resources are available at
www .s a le s man age m e n t .or g.

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