Director - Sales Operations

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Date: Dec 1, 2018

Location: Las Vegas, Nevada, US

Company: Las Vegas Sands Corp.

Position Overview:

The primary responsibility of the Director of Sales Operations is to manage support functions essential to sales force productivity.  Work closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization.

All duties to be performed in accordance with departmental and The Venetian | The Palazzo Casino Resort’s policies, practices, and procedures. 

Essential Duties & Responsibilities:

  • Key Responsibilities
  • Manage a team of 10 people responsible for the support functions essential to sales force productivity.  Responsibilities include reporting sales results versus goals, compensation plan governance, budget activity oversight, management of lead distribution, travel logistics, site coordination, management of key processes such as business review (RISE) governance, space management/optimization, CRM/sales tool development and project management.
  • Coordinate sales forecasting, planning, and budgeting process used within the sales organization. Proactively strives to maintain high levels of quality, accuracy and process consistency in the sales organizations planning efforts.
  • Provides input to the design, manages the administration and effectiveness of the sales compensation plan and goal system to support increased revenue production.
  • Understand the entire process and work flow of the sales processes, proactively identify opportunities for optimizing and automating manual processes.  Works closely with sales management in understanding process bottlenecks and inconsistencies.  Facilitates an organization of continuous process improvement.
  • Design, evaluate and identify tools, processes and technology for implementation to optimize sales force effectiveness and productivity.
  • Monitors the sales teams’ compliance with required standards for maintaining CRM data and other sales applications. Works closely with sales management to optimize the effectiveness of the company’s technology investments.
  • Manage and maintain the data required working with the analytics team for reporting and data analysis for sales force tracking, goal setting, sales force effectiveness, KPI’s, customer segmentation, territory planning and activity planning to drive strategic and tactical decisions for Vice President of Sales and other key leaders.
  • Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization.  Recommends revisions to existing reports, or assists in the development of new reporting tools as needed.
  • Supports the equitable assignment of sales force goals and ensures goals are optimally allocated to all sales resources. 
  • Manage sales spending budget activities, reporting and forecasting.
  • Maintain and update employee/customer satisfaction programs and reporting for strategic and tactical decisions to further enhance sales/customer experience.
  • Builds peer support and strong internal-company relationships with other key management personnel.
  • Interacts with all necessary departments to effectively communicate SOP’s and processes for efficient implementation and effectiveness.
  • Manage the technical and administrative aspects of the E-RFP and lead platforms for efficiency and reporting.  Update annual agreements timely and ensure turnover to marketing for execution.
  • Manage the renewal of key partnerships and vendor agreements timely to ensure business efficiency and continuity.
  • Manage the team members responsible for key travel logistics and site inspection logistics to optimize the overall customer engagement and lead generation sales activities.
  • Working with key department leaders, managers and Sr. Executives on cross functional projects and technology initiatives.
  • Produce high quality work with strong attention to detail in numbers, communication, change management and project management.

 

Additional Duties & Responsibilities:

  • Key Processes
    • CRM system and other sales applications.
    • Design, administration and governance of sales compensation plans.
    • Consult with other executives, staff and line of business members about process and performance improvements to gain efficiency and optimize effectiveness.
    • Provide analysis and insights on monthly departmental financial results and performance indicators and provide recommendations and action plans to remediate and improve as necessary.
    • Management of budgetary funds for key projects, CRM development, ERFP platforms, content management and database management.

 

  • Financial
    • Oversee the Sales organization's financial and budgetary activities both Opex and Capex (~$30MM)
    • Work closely with Director of Sales and Finance to ensure consistent budgetary tracking, reporting and analysis for monthly and annual review and accuracy.

 

  • Leadership
    • Execute Sales Initiatives and deliverables through leveraging human capital and resources through a well demonstrated leadership approach.
    • Innovation – change, transformation agent
    • Team Builder, Inspires and guides others towards established goals and achievements
    • Cultural Leader – serves as a credible and steward of the company’s culture, values and ethics
    • Business Ownership – use data and facts to drive results and achieve constant wins
    • Talent Management/Development – Recruit, retain, recognize and develop the next generation of leaders
    • Business Industry Knowledge - understand the market in which business operates
    • Strategic Management – the analysis, decisions and actions that create, implement and sustain a competitive advantage for the business.
    • Manage general activities related to Sales operations in the following areas:
      • Vendor Management
      • Process Management
      • Budget and Finance
      • Performance Management (including KPI’s)
      • Compensation Plan design and governance
      • Project Management

 

  • Consistent and regular attendance is an essential function of this job
  • Performs other related duties as assigned

Additional Duties & Responsibilities:

Additional Duties & Responsibilities:

Minimum Qualifications:

  • Education
    • Bachelor’s Degree in business or related field
  • Experience
    • Manage a sales operations team (3-5 Years)
    • Sales operations experience (3 - 5 years)
    • Two years sales or sales management experience in a business to business sales environment
    • 3-5 years of a CRM systems knowledge –Microsoft Dynamics preferred
    • Business analysis experience preferred
    • Project management experience
    • Excellent written and verbal communication skills
    • Strong Presentation skills
    • Strong problem solving skills, analytical capabilities and collaboration skills
    • Successful track record of working with managers, Sr. Leaders and high level executives within Organization.
    • Ability to manage multiple project as a high energy leader
    • Attention to detail, commitment to quality and results driven
    • Strong customer focus

Physical Requirements:


Job Segment: Operations Manager, Sales Management, Sales Operations, Manager, Operations, Sales, Management

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