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Director of Sales Operations (DSO)

Company: Encompass Onsite Solutions
Location: Fort Lauderdale
Posted on: January 22, 2023

Job Description:

We are redefining and elevating the role of facility professionals in the modern world. Established in 2004, Encompass delivers award-winning facility services to building operators with any facility makeup. Our unique combination of top facility professionals empowered by our proprietary and industry leading technology delivers a higher standard of facility management for our customers.We are seeking a Director of Sales Operations (DSO) to join our team and help us, and our customers achieve our ambitious goals for our business and the industry.What you get to do:Encompass is a leader in the facility management industry, and our technology differentiator has us uniquely positioned to gain market share and significantly grow the impact of what we do. Currently, we work with all types of customers, from large retailers to large university campuses. Our goal is to provide tech-enabled facility services that drive industry's best results for our customers and make us irreplaceable. As a Director of Sales Operations, you are responsible for overseeing the entire sales process from start to finish. This includes developing and implementing strategies that will help increase revenue, as well as managing the team that supports the sales process. This position will report directly to the GM of Platform/Head of Product, and AE"s will report into them.An ideal candidate will have experience in a sales leadership position at a fast-growing startup, or high growth tech company. The ideal candidate will be able to help craft and refine a G2M across all business units and be comfortable working independently in a result driven environment. What you will contribute:

  • Working with the executive team to develop a sales department strategy aligned with company goals.
  • Developing and managing the sales process, and necessary tech stack needed to ensure compliance from AE's.
  • Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.
  • Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement. Analyzing data from various sources-including metrics from CRM software, website statistics, call logs, emails, etc.-to identify trends or opportunities for improvement in the sales process.
  • Provide input to senior leadership in the development and administration of sales incentive compensation programs.
  • Coordinating and quarterbacking the process for proposal submission (in collaboration with AE's) and ensuring timely submission.
    • Managing sales rep performance as it relates to sales goals (quota) by providing feedback, identifying training needs, and offering support where needed. Coordinates training delivery to sales reps.
    • Developing strategies for improving sales performance through increased sales volume or higher margins on existing sales.
    • Planning and coordinating events such as trade shows, conventions, and webinars.
    • Implements enabling technologies, including CRM, to field sales teams. Monitors the assigned sales organization's compliance with required standards for maintaining CRM data.
    • Coordinating sales activities with marketing needs to ensure that both departments are working together to achieve common goals
    • Interacting with external sales stack vendors to ensure that all vendor contracts are signed, terminated as needed, and renewed on time.
    • Building and maintaining sales dashboards so that stakeholders have near real time data on sales performance. Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization.
    • Generate and update sales scorecards for each AE.
    • Execute daily/weekly/monthly sales standups and meetings.What you bring to Encompass
      • At least 5 years of experience in Enterprise Sales and Sales Leadership. Preferably at a startup, tech enabled service company, or enterprise software company.
      • You are up to date on all the sales technology and sales enablement techniques.
      • Up to speed on best practices for managing SDR's and Sales Development technology in house.
      • You take a Gap Selling based approach to generating leads and communicating to customers the right solutions.
      • You are an energetic, and tenacious player, willing to hustle to ensure everyone hits quota and key metrics.
      • Excellent verbal and written communication skills.
      • Activity centric, fearless attitude and willing to take calculated risks.
      • Must be proficient in standard lead gen tech stack functionality, ideally:
      • Hubspot, Pipedrive, LinkedIn Sales Navigator, Salesloft, Vidyard
      • Collaborative and solutions-based approach with other team members.Bonus Points:
        • Multiyear experience working in sales leadership, leveraging an account-based marketing (ABM) for lead generation.
        • Background working in Facilities, Prop Tech, or other similar industriesWhat makes working at Encompass amazing:In addition to all the standard medical and dental benefits, that kick in Day 1, we:
          • Lead With Our Values: The impact that we have on our customers is a direct reflection of how we at Encompass treat each other. That is why our values Trust and Respect, Continuous Progress, and Improve Lives stay at the forefront of everything that we do.
          • Growth and Development: Opportunity for growth and development is what makes the difference between a "job", and career. We give our team members everything they need to build their career at Encompass, and then watch them become rockstars.
          • True Diversity: Diversity and Inclusion isn't just a check box for us, it is something that is built into the fabric of who we are. From our leadership team on down, diversity of race/gender and thought is our competitive advantage.We also provide:
            • Retirement program, with 401k
            • Medical, vision, and dental insurance
            • Wellness program
            • Peer to peer recognition program
            • Skills development and training program
            • Other benefitsEncompass is an Equal Opportunity Employer committed to diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, age, national origin, disability, protected veteran status, gender identity or any other factor protected by applicable federal, state, or local laws.

Keywords: Encompass Onsite Solutions, Fort Lauderdale , Director of Sales Operations (DSO), Executive , Fort Lauderdale, Florida

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