Director of Sales Operations and Performance North America

We’re ALTEN Technology USA, an engineering company that provides solutions for engineering, technology, and product development projects. For decades, we’ve been helping our clients develop products that are changing the world, whether that’s by shaping the future of space exploration, saving lives with medical devices that set a new standard of care, or creating the fully autonomous electric taxi of tomorrow. Our team of more than 600 people works across industries including aerospace, medical devices and life sciences, unmanned systems and robotics, automotive OEM and tier 1 suppliers, commercial vehicle, electric vehicles, rail, and more. Our offices across the US have different industry focuses and engage with our clients in different ways, ranging from working on-site at client facilities to performing product development at our delivery centers.
 
ALTEN Group, our parent company, has been a leader in engineering and information technology for more than 30 years. ALTEN Group operates in 30 countries across Europe, North America, Asia, Africa and the Middle East and employs more than 36,000 people, 88% of whom are engineers. The company covers the whole development cycle and offers a choice of service levels, from technology consulting to complete project outsourcing.
 
When you join ALTEN Technology USA, you join a group of people passionate about collaborating to solve some of the world’s most technical engineering challenges. Our success is tied to taking care of our employees by building relationships and providing opportunities for mentorship and career growth. We offer comprehensive benefits for all full-time employees, including medical, dental, and vision insurance; a 401(k) plan with employer matching; paid time off (PTO); paid parental leave; and mentorship to help you take your career to the next level. You don’t have to take our word for it that we are a great place to work—we were named on the 2023 Top Workplaces list thanks to feedback from our proud employees.

ln collaboration with the Global Account Managers (GAM) and the Business Units, the Director SalesOps and Performance (DSP) coordinates the Sales activity for dedicated market sector(s) and set of Global Customers in North America to achieve annual sales ambitions in top line growth, market share and profitability.

Main Responsibilities;

• Bid & Offer Management
• Orchestrate RFI answer across geographies and Alten organizations in coordination with Bid team
• Support large RFQ for selected accounts
• Support global RFI and Rate Card requests by developing competitive responses
• Strategic Account Support
• Drumbeat activities for select strategic accounts to hit account-based growth objectives
• Identify and address barriers to growth for specific accounts
• Support threading and assessment of account potential and key targets
• Market Strategy support
• Support analysis of Alten and its competitors’ performance in designated market sectors
• Propose insights based on benchmarks, historical data and understanding of market trends
• Identify and escalate risks that would impact Alten business
• Animate a global community to share market trends and provide actionable take aways
• Provide on demand analysis of market sub-segment or Global customers
• Periodically assess list of selected Global customers
• Drive development of account and industry-specific strategic plans in coordination with GAM/KAM network
• Commercial Support
• Act as Business Partner to GAM for selected accounts
• Interact with customers at senior level to support commercial activity, identify and address risk/opportunities
• Coach Managers to animate internal/external commercial rituals for Global Accounts
• Sales performance management
• Monitor sales momentum and pipeline health
• Generate data-driven insights from CRM analytics to guide sales strategies
• Create dashboards and reports to provide visibility into key sales performance metrics
• Drive win/loss analysis and recommendations for continuous improvement of sales performance
• Sales Process and tools
• Collaborate with DSOP peers from other countries to shape together standardization of processes and tools.
• Contribute to streamline and improve efficiency of the end to end sales process and tools
• ISO-Certified Processes
• SalesForce.com
• ZoomInfo (and similar)
• LinkedIn Sales Navigator (and similar)

• • Ensure central repository of documents and data to support sales activity
  • Manage, enhance, and maintain SalesForce.com processes and features
  • Harmonize unique business process across divers