What are the responsibilities and job description for the Vice President, Sales Operations position at Dodge Construction Network?

Description

Dodge Construction Network (Dodge) is searching for a Vice President of Sales Operations to lead the Sales Operations function that powers all of Dodge's customer facing teams with data, strategy, tools and process. This position requires a strong ability to innovate strategically and implement tactically. You will design an operating environment for Dodge's over 200 GTM staff. Ownership of planning / forecasting, analytics, contracting, commission, and CRM / telephony will be critical in shaping a cohesive and focused GTM organization that delivers for customers and shareholders. The successful candidate should have a track record of communicating at all levels of the organization, be analytics-powered, deeply experienced in a scaled Salesforce.com / CPQ environment, and experienced designing and implementing GTM strategies in partnership with Sales channel leaders.

This is a full-time position and reports directly to the Chief Commercial Officer.

Preferred Location

This is a remote, home-office based role. Candidates located in the continental United States will be considered

Travel Requirements

Expected travel is 10-20% for this role

Essential Functions

Strategic Leadership

Sales Strategy : Collaborate with senior leaders to define and implement sales strategies that align with the company's revenue growth goals.
Sales Forecasting and Planning : Collaborate with sales leaders to develop accurate sales forecasts and ensure alignment between sales goals and execution capabilities and ensure tight alignment with FP&A teams and ensure forecasts and attainment are managed accurately.
Market Insights : Provide insights into market trends, customer behavior, and competitive intelligence to inform strategic decisions.
Own and maintain a strategic roadmap and functional action plan connected to committed outcomes that incorporate end-to-end revenue management processes (E.g. territory design, lead assignment, quota management, capacity planning, execution etc.).

Process Optimization & Technology management

Sales Processes : Design, implement, and optimize sales processes and workflows to improve efficiency and reduce friction.

Sales Enablement : Ensure the sales team has the tools, training, and resources necessary to succeed. Lead training efforts in collaboration with sales and account management leadership to endure all players are skilled appropriately to deliver on revenue growth objectives (e.g., implement and optimize tools like Salesforce.com, Talkdesk, Salesloft and others).

Data-Driven Decision-Making : Utilize data analytics to monitor sales performance, identify areas for improvement, and implement corrective actions. (e.g. Ensure availability and provision of relevant bookings, pipeline and forecast reports and dashboards to sales management).

Improve Sales flow : Lead the transformation of our contract and billing functions through adoption of CPQ to arrive at modern practices supported by CPQ.

Performance Management

Metrics and KPIs : Define and track key sales performance metrics, such as quota attainment, sales cycle length, and lead conversion rates. (E.g. Drive analytical insights around new business motions (i.e. time to close, deal slips, trades & markets we're winning more etc.) customer engagement, satisfaction, and other relevant metrics).

Sales Compensation : Design and manage incentive plans to motivate the sales team while ensuring alignment with company objectives and work closely with HR to align variable incentive targets and compensation plans to drive desired sales outcomes.

Continuous Improvement : Lead initiatives to improve sales processes, team performance, and operational efficiency.

Collaboration and Communication

Cross-Functional Alignment : Act as a bridge between sales, marketing, customer success, and finance to ensure smooth collaboration and alignment. Partner with the Marketing, Account Management and Customer Support teams to transform insights into customer acquisition and retention action plans. Ensure leads inflows remain strong and that customer outreach, engagement, retention and value expansion are in line with stated business objectives.

Stakeholder Reporting : Provide regular updates to executives and stakeholders on sales performance and operational health.

Escalation Management : Resolve roadblocks and escalate to management when appropriate.

Operational Leadership

Team Management : Directly lead and oversee the Operations Analytics, Commission and CRM / Telephony teams.

Pricing and Deal Management : Operate an efficient deal-desk team and process for evaluating and approving quality deals in a timely manner.

Education Requirement

Master's degree in a related field or equivalent education preferred

Required Experience, Knowledge and Skills

8 years of Sales / GTM Operations experience supporting inside, outside and enterprise B2B sales teams at scale of $200M annual revenue

5 years of experience managing Salesforce.com Sales and Support clouds leveraging CPQ with a minimum of 200 users

5 years of experience owning the sales planning cycle including forecasting, results reporting and analysis

Experience managing modern, cloud-based Omni Channel solutions with a minimum of 200 users

Deep understanding of the Sales cycle from prospect to mature account and the corresponding activities that drive each stage

Possess a structured, analytical mindset and approach to inspection, problem solving and communication

Comfort leveraging third party solutions to extend the capabilities of your teams

Experience shaping commission plans to efficiently incent positive customer and company outcomes

Demonstrated success creating, tracking and managing execution plans to deliver complete outcomes on time

Proven ability to recruit, lead and mentor Director level function leaders in your organization

High learning agility and adaptability to rapidly scaling and transforming operating environments

Comfort effectively communicating with all levels of the organization verbally, in writing and presenting to small and large groups

Preferred Experience, Knowledge and Skills

Salesforce Sales and Service cloud

Marketing Cloud experience

Talkdesk, Zendesk and / or other help desk / customer service tool experience

About Dodge Construction Network

Dodge Construction Network exists to deliver the comprehensive data and connections the construction industry needs to build thriving communities. Our legacy is deeply rooted in empowering our customers with transformative insights, igniting their journey towards unparalleled business expansion and success. We serve decision-makers who seek reliable growth and who value relationships built on trust and quality. By combining our proprietary data with cutting-edge software, we deliver to our customers the essential intelligence needed to excel within their respective landscapes. We propel the construction industry forward by transforming data into tangible guidance, driving unparalleled advancement.

Dodge is the catalyst for modern construction.

Salary Disclosure

Dodge Construction Network's compensation and rewards package for full time roles includes a market competitive salary, comprehensive benefits, and, for applicable roles, uncapped commissions plans or an annual discretionary performance bonus.

For this role, we are only considering candidates who are legally authorized to work in the United States and who do not now or in thefuture require sponsorship for employment visa status.

A background check is required after a conditional job offer is made. Consideration of the background check will be tailored to the requirements of the job and consistent with all federal state and local ordinances.

Reasonable Accommodation

Dodge Construction Network is committed to recruiting, hiring, and promoting people with disabilities. If you need an accommodation or assistance completing the online application, please email recruiting@construction.com .

Equal Employment Opportunity Statement

Dodge Construction Network is an Equal Opportunity Employer. We are committed to leveraging the talent of a diverse workforce to create great opportunities for our business and our people. All employment decisions shall be based on merit, qualifications, and business needs without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, pregnancy, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.

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Salary : $200

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