Director of Revenue Operations

Job DetailsJob Location: Statesville, NC 28625Position Type: Full TimeEducation Level: 4 Year DegreeJob Shift: 1st shift (days)Why you would want to work on our team…

OUR MISSION:

To be the #1 service organization in the athletic industry.

OUR PURPOSE:

We exist to energize and galvanize teams and communities.

OUR VISION:

To be our customers most trusted partner for fast, high quality, thoughtful solutions.

OUR VALUES:

Humility, Team, Hunger, Ownership & Agility.

 

Our benefits package includes:

Medical, Dental, Vision, Short- and Long-Term Disability, Life Insurance

FSA

Paid Vacation, Paid Holidays, Floating Holiday, and Paid Sick Time

401(k) Plan, with annual Company Contribution

Discounts on Momentec Brands products (formerly ASB and FSG brands)

Clean work environment with a casual dress code…no uniforms!

 

JOB SUMMARY:

The Director of Revenue Operations is responsible for supporting the sales team with sales enablement, sales program activation, sales analytics and customer insights.  Incumbent will support the Chief Commercial Officer with setting the GTM strategy and designing a customer-centric GTM model that aligns the product, marketing, sales and customer service teams.

 

ESSENTIAL DUTIES & RESPONSIBILITIES (includes other duties as required):


Segmentation, Sales Coverage / Territory Sizing, and Incentives


Create account segmentation framework and structure using both potential and current value to Momentec criteria
Redesign coverage model based on channel strategy.  Identify and design roles to align with coverage model
Identify appropriate headcount count and account load by role / segment using call plan assumptions or some other type of bottoms up methodology
Design equitable and optimized territories using appropriate indices
Continuously evaluate sales org and spans and layers
Design and optimize sales quotas / targets, and compensation plan
Conduct sales productivity analysis and evaluate current incentive plans and design motivational plans to enable and drive sales performance


Revenue tech-stack and sales productivity tools

In collaboration with IT, design and implement an on-going scalable approach for configuring and rolling out updates to Zoho, lead routing and opportunity management processes that is aligned with the overall sales process
Drive CRM platform adoption (Zoho CRM) & usage with the sales organization
Develop and implement efficient sales processes and workflows
Establish sales reporting and KPIs to measure pipeline health (volume, turns, conversion rates, coverage, etc.)
Working closely with IT, review and evolve current tools tech-stack and data architecture to determine gaps and redundancies.  Working closely with Sales, IT and Finance, make recommendation on where to what to add and where to streamline


Market and Customer Insights and Analytics  

Provide insights into sales trends, customer behavior, via primary and third party research (e.g., sales barometer, customer panel / VoC, etc.)
Identify appropriate sources to leverage for macro research and competitor insights
Collaborate with the sales team to develop strategies based on market and customer insights


Sales & Customer Program Activation

Design and execute seasonal selling programs and customer incentives (e.g. Momentec Bucks / road rep SPIF, Your School Deals, etc) in collaboration with marketing, product and finance stakeholders
Drive the measurement and reporting of sales programs in collaboration with sales finance
Ensure the programs are working from both a financial and operational lens, and make adjustments when needed


Sales Enablement

Value Selling

Establish sales methodology and value selling approach
Establish market and customer data needed for value selling
Define product collateral or customer facing material 


Sales Business Rhythm, Performance Management & Analytics

Establish and execute sales rhythm of business (weekly, monthly, quarterly cadence)
Develop, build and deploy leading and lagging indicators and dashboards that align with the sales business rhythm and audience needs (filters) for each meeting
In collaboration with Finance, establish a revenue forecasting methodology which uses forward looking pipeline data as an input
Working closely with CCO and Finance, develop dashboards that will be used in monthly and quarterly OpCo meetings


Onboarding & Sales Training

Establish new hire onboarding playbooks and processes
Establish sales training tools, content and processes (sales methodology, value proposition selling, Zoho training)




Account Planning and Management

Develop and own annual planning templates.  Determine variations by channels and segments.  Work with finance to determine level of granu