Director of Sales Operations

Waupaca Foundry, Inc. is North America’s leading supplier of iron castings and has a history of innovation with a legacy of product quality. Waupaca Foundry employs approximately 3,200 people company-wide.
Waupaca Foundry is committed to relentless improvement, forward-thinking sustainability initiatives, and providing a reliable experience to the millions who use our castings every day. Our goal is to employ individuals who take pride in their work within a culture of continual innovation.
Waupaca Foundry is proud to be an employer of choice for those driven and skilled individuals seeking rewarding careers by producing top quality castings.

You will be right at home at Waupaca Foundry.

Cast Your Own Future.
More information is available on our website www.waupacafoundry.com

Director of Sales Operations

RESPONSIBILITIES INCLUDE :

Sales Process & Performance:

• Design, implement, and optimize sales processes, reporting cadences, and pipeline discipline.
• Lead weekly sales calls, executive quote/contract review, and other commercial operations functions.
• Monitor KPIs across customer accounts, quoting, and pricing to drive accountability and results.
• Partner with sales leadership to run structured forecasting and funnel reviews.
• Develop and maintain a scalable sales playbook and onboarding program to ensure consistency and rapid ramp-up of new sales hires.
• Standardize and manage sales funnel stages and criteria across the sales process to ensure data integrity, improve forecasting reliability, and accelerate sales cycles.

Pricing Execution:

• Manage quote tracking, win/loss analysis, and pricing realization efforts; leverage insights to drive pricing action on new business and existing work.
• Serve as the internal owner of pricing databases, guardrails, and discounting policies.
• Support implementation and tracking of strategic price increases across segments.
• Establish tools and workflows for configurable pricing scenarios and deal desk escalation protocols.
• Analyze margin performance at customer / product level.

CRM & Systems Management:

• Own and optimize the use of CRM and associated commercial tools to align system functionality with commercial strategy.
• Leverage CRM to ensure visibility into customer lifecycle stages, renewal cycles, and churn risk.
• Train sales reps and customer service on usage best practices and drive adoption.
• Management of customer contract administration and sales planning integration to enable accurate forecasting and service delivery.

Reporting & Analytics:

• Build dashboards, sales scorecards, and customer profitability analyses.
• Identify trends, bottlenecks, and whitespace opportunities across customer segments.
• Integrate external market or competitor intelligence into dashboards and commercial reporting where applicable.

Cross-Functional Execution:

• Lead sales operations team; enable salesforce action and shaping of best practice.
• Collaborate with Finance, Supply Chain, Sales, and Customer Service to ensure aligned execution.
• Support quarterly and annual business reviews with executive-ready insights.

Sales Incentive Compensation Design & Admin:

• Model, track, and administer sales compensation plans in collaboration with CCO, HR, and Finance.
• Align sales compensation to performance metrics.
• Continuously evaluate plan effectiveness and recommend changes to improve alignment with business objectives.

This is not an exhaustive list of duties or functions and may not necessarily comprise all of the "essential functions" for purposes of the ADA.

QUALIFICATIONS/SKILLS REQUIRED:

• Bachelor’s degree required (Marketing preferred); Master’s in Business Administration (MBA) a plus.
• 8-10 years in sales operations/enablement, commercial finance, and/or pricing in an industrial or manufacturing environment, preferably with prior experience in a private equity backed environment.
• Must be fluent in CRM platforms, Excel, and BI tools (PowerBI, Tableau, or others). Preference for fluency in MS Fabric and a willingness to learn emerging analytics platforms.
• Experience leading commercial transformation initiatives and driving cross-functional change.
• Possesses strong project management skills.
• Strategic thinker with track record of execution; someone who can build the dashboard, establish/manage KPI’s (activities and performance), and interpret/explain what it means and how it impacts value creation.
• Able to follow processes and systems and able to recommend and implement improvements as necessary to improve efficiency.
• Able to present and communicate in a professional manner to all levels of the organization.
• Creates clear and concise reports with continuous improvement feedback loops, reporting abnormalities and concerns immediately to the necessary members of the team.
• Able to work with management to develop accurate business forecasts, analyze trends and identify areas of concern and opportunities.
• Comfortable in a high-expectation, performance-oriented culture.
• Excellent communicator who thrives in a cross-functional team setting.
• Experience in product development, including planning and product management.
• Ability to frequently travel as necessary given the company’s national footprint

PERSONAL ATTRIBUTES:

• Mature and proactive, with evidence of leadership as a true business partner with Management.
• Respectful of institutional history and of legacy leadership and viewpoints, yet able to influence others, gain trust and get buy-in for needed improvements.
• Driven to succeed, strong work ethic, results oriented, able to drive accountability and results.
• Effective communicator and influencer at all levels with strong oral and written skills.
• Collaborative and flexible style, with the ability to work effectively within the executive team.
• Excellent analytical and organizational capabilities with attention to detail and accuracy.
• Professional confidence; open to alternative viewpoints, ability to take constructive criticism.
• High ethical standards and leads by example.

If selected for consideration, candidates must successfully complete a selection process that includes interviews, reference check/verification, and a pre-employment drug screen.

BENEFITS:
Waupaca Foundry offers competitive wages and exceptional benefits, including:

• Medical, dental, vision
• Short and long term disability
• Life insurance
• 401(k)
• Employer funded retirement plan
• Paid vacations/holidays
• Wellness program
• Fitness membership
• Employee assistance program (EAP)
• Employer supported career development, including tuition reimbursement

Waupaca Foundry is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, gender identity, sexual orientation, age, status as a protected veteran, among other things, or status as a qualified individual with disability.