8 days old

Director Sales Operations, RPMO

Roseland, NJ 07068

Job Title: Director Sales Operations, RPMO

 

In this position, you will develop and execute on an analytical framework for decision making regarding market segmentation, sales opportunity valuation, coverage models, and territory deployment for one or more ADP sales channels. You will be responsible for managing the fiscal year coverage planning activities and recommending and executing on long- and short-term initiatives. You will partner with Sales Leadership, Sales Finance, and other functional areas within WW Commercial Operations to continue to drive ADP's sales coverage model.


You connect the dots first, and proactively identify go to market opportunities and future pitfalls. You drive growth by aligning stakeholders and showing them what's possible through proactive, targeted coverage decisions.


Responsibilities:

  1. Own end-to-end the coverage modeling and territory planning & design for own sales channel
  2. Determine alternative ways to go to market by assessing overall sales potential, addressable market, and current penetration across various sub-segments. Build compelling, thorough business cases and recommendations, and align stakeholders to support change
  3. Develop territory management best practices, guidelines, and policy to ensure the integrity of the coverage model and territory design. Work with stakeholders to embed best practices in day-to-day operations
  4. Work with Centers of Excellence to enable and utilize opportunity valuation data, territory deployment & management, and coverage reporting
  5. Partner with Inside Sales, other sales channels, and partners/alliances leaders to identify opportunities for improved coverage and assess risks/benefits of shifting coverage
  6. Refine and modernize account potential modeling tools to determine optimal customer coverage and sales quota allocation
  7. Lead sales territory design process, making recommendations for optimal territory structure across sales roles, providing instruction to downstream Ops partners to systematize territories and alignments
  8. Partner with sales reporting team to develop standardized territory reporting and drive adoption amongst sales leaders
  9. Seek out external industry best practices on sales coverage and go to market models, tools, and processes. Test best practices and solutions for fit within channel
  10. Own and support various strategic, go to market projects

 

Skills required:

  • Outstanding presentation and facilitation skills, with the proven ability to drive change across a highly matrixed organization
  • Excellent communication and influencing skills, with the ability to build relationships and 'trusted advisor' relationship with cross-functional stakeholders
  • Advanced problem solving and solutioning skills: identify and diagnose a problem, set up hypotheses, test hypotheses through analyses & discovery, and interpret, summarize, and present findings to drive improvements in business results
  • Complex analytical and modeling skills
  • Outstanding Microsoft Office skills -- PowerPoint, Excel, Word
  • Business admin-level skills utilizing enterprise management and planning solutions (example but not limited to: SFDC, Oracle/SAP, Anaplan)

 

Qualifications required:

  • Bachelor's Degree
  • 5+ years' experience in Sales, Finance, or Marketing Operations or in an external strategy or operations consulting organization
  • Deep experience in prioritization of deliverables and tasks and a proven track record of taking ownership, delivering data-driven analyses, and influencing results
  • Able to operate successfully in a lean, fast-paced organization; a proactive, and action-oriented team player
  • Experience planning and managing at both the strategic and operational level

Preferred Qualifications and Experience:

Preference will be given to candidates who have:

  • Bachelor's and/or master's degree in math, finance, and information sciences, economics
  • Prior experience in an external consulting environment
  • Prior experience working effectively in highly matrixed cross-functional teams
  • Strong understanding of data analytics and financial analysis as well as a history of engaging with Sales Leadership.
  • Prior use of SFDC, Tableau or similar data visualization tools, SQL and Amazon Redshift are a plus.

We're designing a better way to work, so you can achieve what you're working for. Consistently named one of the 'Most Admired Companies' by FORTUNE Magazine, and recognized by DiversityInc as one of the 'Top 50 Companies for Diversity,' ADP works with more than 740,000 organizations across the globe to help their people work smarter, embrace new challenges, and unleash their talent. "Always Designing for People" means we're creating platforms that will transform how great work gets done, so together we can unlock a world of opportunity.

At ADP, we believe that diversity fuels innovation. ADP is committed to equal employment opportunities regardless of race, color, genetic information, creed, religion, sex, sexual orientation, gender identity, lawful alien status, national origin, age, marital status, or protected veteran status. We support an inclusive workplace where associates excel based on personal merit, qualifications, experience, ability, and job performance.

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Posted: 2021-02-19 Expires: 2021-03-29

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Director Sales Operations, RPMO

ADP
Roseland, NJ 07068

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