Position: Director of Sales Planning and Optimization
Department: Sales
Location: Johns Creek, GA
POSITION SUMMARY:
The Director of Sales Planning and Optimization plays a pivotal role in ensuring the success of the sales team in growing the business by developing sales forecasts via company targets and market data, formulating strategies to achieve the forecasts, monitor and report achievement versus targets, and leading departmental improvement efforts to be more effective and efficient.
ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Develop comprehensive sales forecasts that align with company goals
• Create sales strategies and targets using market analysis and forecasts
• Explore sales channel data to identify opportunities and set strategies to leverage efforts in each channel
• Establish and track Key Performance Indicators regarding sales teams, individuals, and markets
• Generate performance reports that inform strategy development and managerial actionby recognizing and calling out successes and opportunities for improvement
• Plan and manage sales department budget
• Optimize spend to provide greatest return as possible
• Oversee information flow to and from Sales team, Finance and Corporate Planning to ensure accuracy and consistency of data flow between departments
• Build strong working relationships and information sharing with all internal functions
• Lead on-going and/or as needed cross-functional teams to address systemic issues within the organization
• Identify and implement process improvements to enhance the sales team's effectiveness and eliminate redundancies
• Ensure optimal use of Customer Relationship Management system and provide user training when and if needed
• Develop and conduct new-hire training for the sales team regarding direct responsibilities and monitor progress and completion of entire sales training process
• Collaborate with IT to leverage and maximize effectiveness of existing sales management software
• Spearhead initiatives related to sales technology and analysis tools, including developing business case for, proposing, selecting and implementing

KNOWLEDGE, SKILLS AND ABILITIES:

• Highly effective leadership skills to lead direct and indirect reports, cross-functional teams, and direct and indirect superiors
• Proven negotiation skills and ability to align internal resources and decision makers with new initiatives
• Strong analytical thinking and problem-solving skills to navigate complex business challenges
• Demonstrated research, analysis and presentation skills to locate, extract, organize and communicate conclusions from large data sets
• Highly proficient in use of CRM system, MS Excel and other technology tools
• Proven ability to produce comprehensive sales forecasts from top line revenue to individual sales representative targets
• Demonstrated knowledge and understanding of P&L statements, gross and operating margins and cost of goods
• Displayed ability to lead organizational change and drive process improvements
• Exhibited interpersonal communication skills and behavior thag build and foster strong working relationships and influence others within and outside the department
• Established knowledge of sales processes, market segmentation, as wells as, general and industry specific economic indicators

EDUCATION AND EXPERIENCE:

• Bachelor's degree in business, finance, marketing or a related field with MBA preferred
• 7 years of revenue growing experience in sales, business/economic/market analysis, or sales operations
• 3 years of experience with Client Relationship Management system, preferably Sales Force
• 3 years of experience in manufacturing experience, preferably building materials
• 3 years of management experience lead direct and cross-functional teams