PEPI: Director, Sales Force Effectiveness-Commercial Excellence (OPEN TO ALL U.S. LOCATIONS)
Company: Alvarez & Marsal Deutschland GmbH
Location: Chicago
Posted on: May 18, 2024
Job Description:
PEPI: Director, Sales Force Effectiveness-Commercial Excellence
(OPEN TO ALL U.S. LOCATIONS)Location: Chicago, IL, United
States
Date Posted: Apr 3, 2024Alvarez & Marsal Private Equity Performance
Improvement(OPEN TO ALL U.S. LOCATIONS)Alvarez & Marsal, a leading
independent global professional services firm, specializing in
providing turnaround management, performance improvement and
corporate advisory services, is seeking to expand its Private
Equity Performance Improvement (PEPI) Commercial Excellence team in
various locations throughout the U.S. With more than 8,500
professionals based in 40 locations across North America, Europe,
Asia, and Latin America, our firm excels in problem solving and
value creation. Drawing on a strong operational heritage and
hands-on-approach, our professionals work closely with
organizations and stakeholders to help tackle complex business
issues and maximize value.A&Ms Private Equity Performance
Improvement Services (PEPI) practice, with offices throughout the
US, focuses on serving middle market and large cap private equity
firms who have engaged A&M to help improve operating results at
their portfolio companies. Our professionals are aligned with a
PEPI service line to promote the development of deep functional
skills & experiences and to maximize our ability to tailor
solutions to solve our clients' business issues. -Our PEPI services
include:Rapid ResultsInterim ManagementM&A ServicesSupply
ChainCFO ServicesThe Commercial Excellence team is a growing
business targeting high growth in the next 2-4 years. We offer
excellent opportunities for career advancement and building
leadership skills. The leadership team is focused on providing
career development, training and exposure to international business
assignments. -Job DescriptionAdvise companies in the areas of
Revenue & Margin Managementsales force effectiveness, margin
management, marketing optimization and interim sales leadership.
Our team focuses on driving performance improvements in top-line
revenue, margin improvement and marketing mix optimization. The
ideal candidate must be capable of managing teams of Alvarez &
Marsal professionals to address complex business challenges within
the Commercial Excellence. The right person will be highly skilled
at communicating with C-level management, conceiving, and
structuring analytical plans to uncover drivers of performance,
designing actionable solutions to particular Revenue & Margin
Management issues, and developing implementation plans.The
Director, Salesforce Effectiveness will be responsible for leading
teams that execute our clients ongoing Revenue & Margin Management
programs, design B2B and B2C customer measurement solutions, and
deliver data-driven business insights. In addition to project work,
you will also be expected to contribute to the creation of
intellectual property and internal team building. You will be
expected to learn new concepts quickly, stay abreast of advances in
technology and related fields, and apply your experience to
creatively solve our clients business problems.Sales Force & Market
Coverage
- Develop transparency into market trends, competitive dynamics,
growth opportunities, and customer and end-user behavior and
purchasing decisions
- Assess and recommend optimal salesforce design and organization
structure, coverage, and productivity improvement
- Review and adjust sales incentive / compensation plans to
ensure they align with company profitability goals /
objectives
- Evaluate time spent by salesforce on value-add activities and
effectiveness of their customer interactions, and recommend
solutionsSales Process & Operations
- Review and optimize a consistent sales process
- Ensure leads are efficiently generated & converted into
profitable sales, and sales is held accountable to KPIs and
metrics
- Review usage of advanced tools and technologies including CRM
to drive accountability and establish greater visibility into the
sales pipelineSegmentation and Channel Optimization
- Assess the customer segments and channels to optimize the go-to
market strategy to gain differentiation and competitive
advantageProfessional SkillsProject Management: Own and manage the
high-quality execution of individual projects. End-to-end project
management will include roadmap design, management of the project
team and plan, and development and presentation of final
deliverables.Project Fulfillment: Contribute to project work by
combining creative problem solving with analytical rigor to drive
actionable insights. Representative project work includes
developing reporting frameworks and dashboards, performing B2B/B2C
customer segmentation and statistical modeling, and managing
digital community & social media execution and measurement.Data
Manipulation & Analysis: Work with project team to understand,
manipulate and analyze client and market data using various tools,
which may include: MS Excel, SQL Server, BI tools such as SSRS or
Tableau, and statistical programs such as SPSS or R.People & Team
Leadership: Motivate, develop, and challenge all members of project
teams to exceed client expectations. Provide value-added thinking
and mentorship to ensure junior team members develop over time and
are satisfied.Client Relations: Manage client relationships on a
day-to-day basis while collaborating with internal client team
members. Partner with client teams to define project requirements,
develop hypotheses, gather data, brainstorm alternatives, and
generate recommendations.Qualifications:
- Industry Experience, B2B, and Business Services; experience
working with PE and/ or PE relationships is a plus
- Strong financial acumen, understanding of P&L and cost
drivers; proven ability to build a quarterly/annual business
plan
- 7-10+ years experience running a B2B sales team (at a Regional
Sales Director level or RVP/VP level) and has held responsibility
for forecasting, building/managing a sales pipeline, and holding
sales reps accountable to results, managing coverage, performance
and compensation
- Familiar with, and has used CRM tools such as Salesforce for
dashboards, reports, metrics and analytics to run a sales team
through CRM dashboards, familiarity with CRM such as
Salesforce
- Analytically driven and exposure to various tools and
technologies, including relational database (SQL), BI (Alteryx,
Tableau), statistical (SPSS, R), web analytics (SiteCatalyst,
Google Analytics)
- Strong quantitative mindset combined with excellent
communication and interpersonal skills
- Exceptional project management and presentation skills
- Outstanding people development and management skills; ability
to lead junior team members and help guide their careers
- Demonstrated experience providing intellectual and task
leadership on complex projects
- Ability to work independently in an unstructured environment,
think on your feet, and respond with confidence and creativity
- Consulting experience preferred (not required)
- MBA from a top-tier university preferred (not required)
- Open to all U.S. locationsThe salary range is $150,000 -
$225,000 annually, dependent on several variables including but not
limited to education, experience, skills, and geography. In
addition, A&M offers a discretionary bonus program which is
based on a number of factors, including individual and firm
performance. Please ask your recruiter for details.#LI-JB1Diversity
& InclusionA&M's entrepreneurial culture celebrates independent
thinkers and doers who can positively impact our clients and shape
our industry. The collaborative environment and engaging
work-guided by A&M's core values of Integrity, Quality,
Objectivity, Fun, Personal Reward, and Inclusive Diversity-are the
main reasons our people love working at A&M. Inclusive
Diversity means we embrace diversity, and we foster inclusiveness,
encouraging everyone to bring their whole self to work each day. It
runs through how we recruit, develop employees, conduct business,
support clients, and partner with vendors. It is the A&M
way.Equal Opportunity EmployerIt is Alvarez & Marsal's practice to
provide and promote equal opportunity in employment, compensation,
and other terms and conditions of employment without discrimination
because of race, color, creed, religion, national origin, ancestry,
citizenship status, sex or gender, gender identity or gender
expression (including transgender status), sexual orientation,
marital status, military service and veteran status, physical or
mental disability, family medical history, genetic information or
other protected medical condition, political affiliation, or any
other characteristic protected by and in accordance with applicable
laws. Employees and Applicants can find A&M policy statements
and additional information by region here .Unsolicited Resumes from
Third-Party RecruitersPlease note that as per A&M policy, we do
not accept unsolicited resumes from third-party recruiters unless
such recruiters are engaged to provide candidates for a specified
opening and in alignment with our Inclusive Diversity values . Any
employment agency, person or entity that submits an unsolicited
resume does so with the understanding that A&M will have the
right to hire that applicant at its discretion without any fee owed
to the submitting employment agency, person or entity.Interested in
working with us?
Take the first step by joining one of our Talent Networks below
today!
#J-18808-Ljbffr
Keywords: Alvarez & Marsal Deutschland GmbH, Palatine , PEPI: Director, Sales Force Effectiveness-Commercial Excellence (OPEN TO ALL U.S. LOCATIONS), Sales , Chicago, Illinois
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