Director Sales Operations - North America

at  Fleet Complete

We are a leading global provider of IoT solutions in the connected commercial vehicle space and mobile workforce management.
Our company has been on an exciting journey, starting back in 2000 when our CEO, Tony Lourakis, founded Complete Innovations. Today, we are a global organization with 600 staff and growing! Our journey continues as we evolve and transform to support the challenges and needs of our customers.
This is a great time to be in an IOT organization and help define the future in this space. The McKinsey Center for Future Mobility predicts that by 2030, telematics will be a $750 billion industry worldwide. “After decades as a niche feature, telematics is merging into the automotive mainstream,” McKinsey reports. We have a big appetite for growth and a passion for innovation. Our products help improve safety standards, dispatching, fleet tracking, regulatory compliance and mobile staff management. Learn more about us.
Overall Mandate:
We are seeking a Director, Sales Operations for our North American Sales organization. This role will report to the Executive Vice President, Sales & Marketing and is responsible for managing the operational efficiency of the sales team and ensuring all CRM processes, sales analytics and KPI’s are driving an increased level of sales achievement. Partnering with the sales and marketing teams and other key stakeholders, this role will develop and execute impactful, data-driven solutions for transforming the sales process, reporting and forecasting and oversee enablement programs designed to build sales capabilities and shorten the path to proficiency.
The Director, Sales Operations is ultimately responsible for providing senior business leaders with crucial insights and recommendations for improvement. Success in this role requires combining strong business acumen with analytics capabilities to define metrics, measure performance, investigate behavior, diagnose root causes, develop dashboards/reports, conduct in-depth analysis, and present insights, and recommendations at the senior leadership level.

• In conjunction with sales leaders, support the sales strategy & planning activities, including market segmentation, quota setting, channel strategy, and resource deployment.
• Act as a strategic partner to the sales and marketing teams and assist them to set, track and achieve their goals
• Review, improve and optimize processes and workflows so that sales, marketing, and finance can collaborate effectively
• Run the forecasting processes with a goal to improve quality and accuracy of the related dashboards
• Provide analytical thought leadership for go-to-market plans, sales plans, and marketing activities, delivering actionable insights
• Provide ongoing coaching and development of Sales team members in the use of Salesforce and other tools.
• Develop, define, analyze and measure performance metrics data/KPI’s, that are independent, holistic, accurate, encourage desired behaviors, and are aligned with the NA company strategy and objectives.
• Introduce sales enablement programs by identifying and executing on sales effectiveness initiatives that drive learning and development of our sellers gather and relay feedback to continuously improve the enablement strategy
• Manage and develop the Sales Operations team
• Effectively monitor sales and marketing expenses against budget and productivity targets.
• Lead sales compensation structuring including plan design, modelling year-over-year changes and on-target fixed and variable components.
• Maintain the in-system product master to facilitate new product introduction and ensure promotions and offerings are available to sellers on a timely and accurate basis while meeting reporting and tracking requirements
• Work closely with Marketing to track successful marketing campaigns that maximize ROI and achieve sales lead objectives
• Stay abreast of industry trends and competition
• Regional leader for the use of Sales CRM tools such as Salesforce.
• Proactively identify and surface opportunities to increase efficiency and improve lead generation, conversion rates, sales processes, relationship management, capacity planning, product offerings, matching process, and general communication, processes, tools, and systems across the Revenue organization.
• Work collaboratively with other departments to empower data-backed decision-making at all levels of the company.