Oldcastle Enclosure Solutions (OES), a CRH company, has united the Carson®, Christy®, and Synertech® brands to form the largest manufacturer of plastic, polymer, and concrete utility enclosure products serving the municipal water, irrigation, electric, communications, and transportation markets. OES has 11 manufacturing and distribution centers strategically located across the U.S. and Canada.
The Director of Sales Operations directs and oversees OIE’s processes and systems related to the Sales and Customer Service experience. They develop salesforce effectiveness standards working closely with the Inside and Outside Sales teams and CS leaders in order to support and enhance OIE’s overall business objectives.
The Director of Sales Operations will report to the Enclosures Sr. Director of Customer Operations and will have two direct reports; a Business Analyst and a Training and Process Improvement Manager
Key Priorities / Duties
Increase the effectiveness & efficiency of the sales organization through sales process standardization and optimization across the Inquiry to Order to Remittance cycle.
Gather market feedback to define pricing strategies / terms & conditions and direct the implementation of these initiatives, working towards improving price realization.
Develop key performance metrics to measure the activities that have the most significant impact on sales productivity.
Create and pull necessary reporting to track KPIs, compile sales dashboards, recognize trends in data (including territory specific pricing activity), and refine operational models.
Define strategic competencies and sales skills of the inside and outside sales team and manage the training process including needs assessment, program design and delivery.
Periodically review and adjust sales territories and collaborate with finance on sales compensation plans.
Lead the pipeline management, forecasting, S&OP, and budgeting processes from a commercial function perspective.
Work towards selecting and implementing suitable sales force automation technology to enable the sales process, inclusive of external manufacturers’ rep sales resources.
Lead & project manage key initiatives across the commercial functions.
Manage the support needs of the sales team by partnering across functions to resolve problems, identify & eliminate root causes, and share best practices.
Characteristics of the successful candidate include
Strategic thinker who can assimilate market trends and needs quickly and create channel strategies to capitalize on the trends and needs to deliver growth.
Strong relationship skills / fits well with executive management team, is comfortable with rigorous give and take, communicative and collaborative style.
Team player; effective in a matrix environment, ability to coordinate and collaborate across a broad organization to drive actions and results.
Experience in B2B industries with both direct served and distributor served go to market structure. Proficient in data analysis.
High initiative and drive; a self-starter who operates with speed, has a willingness to be hands-on and is flexible to take on different assignments.
Qualifications/Requirements
Bachelors Degree; MBA or advanced degree preferred
5+ years experience in B2B Sales/Services, Marketing, or Commercial Operation roles with direct customer touch, channel experience, and market knowledge.
Ability to interface and influence at all levels in the organization with proven track record on relationship building skills
Demonstrated ability to lead and influence a cross functional team within a large, complex and matrixed organization
Proficient in digital commercial tools including CRM, Business Intelligence, and Digital Marketing
Travel is expected to be ~30%
What CRH Americas Offers You
Highly competitive base pay
Comprehensive medical, dental and disability benefits programs
Group retirement savings program
Health and wellness programs
A culture that values opportunity for growth, development, and internal promotion
About CRH Americas
CRH Americas has a long and proud heritage as one of North America’s largest corporations. We are a proud reflection of the hundreds of family businesses, local and regional companies and mid to large sized enterprises that together form the CRH Americas family. CRH Americas operates with a decentralized, diversified structure, letting you work in a small company environment while having the career opportunities of a large enterprise.
Oldcastle Enclosure Solutions (OES), a CRH company, is a great place to grow! If you’re up for a rewarding challenge, we invite you to take the first step and apply today! Once you click apply now, you will be brought to our career site. Please complete your online profile which will be sent directly to the appropriate Hiring Manager. Our system allows you to view and track your status 24 hours a day. Thank you for your interest in the CRH Americas family!
CRH Americas is an Affirmative Action and Equal Opportunity Employer.
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