Sales Excellence Director

1 month ago

London, Greater London, United Kingdom Expedia, Inc. Full time
Job Summary

We are seeking a highly skilled Sales Excellence Director to join our team at Expedia, Inc. As a key partner to the VP of Sales, you will drive excellence in the global Sales teams' operations, operationalizing growth strategies, and overseeing the execution of daily operational needs.

Key Responsibilities
  • Manage and continuously improve account segmentation, coverage models, and territory alignment to ensure an optimal ROI-based Sales operating plan and field deployment strategies.
  • Manage the run-the-business needs of the sales teams, including quota setting, forecasting, pipeline management, utilizing insights and tools to drive business performance, evaluating and measuring sales performance, and cadenced business reporting.
  • Own clear communication between teams and regions to Sales leadership regarding performance against monthly, quarterly, and annual targets.
  • Assist Sales leadership in developing territory and industry vertical-specific sales plans, ensuring intimate knowledge of the industry, competitive environment, and conducting ongoing reviews to regularly monitor progress and ensure alignment with market conditions.
  • Support Sales leadership in developing and executing market strategies and programs in lead generation, customer acquisition, conversion rate improvements, customer retention, and customer expansion.
  • Review and analyze the effectiveness of sales incentives against the organization's strategy and overall financial performance, continuously improving the design to keep financial measures aligned with key drivers.
  • Identify and drive timely resolution of reporting issues, gaps in processes, and areas of opportunity to drive growth or sales productivity across our Sales teams.
  • Leverage sales analyses to customize sales techniques to enhance their effectiveness and optimize performance by partnering with the Sales Enablement team to identify needs, support the creation, and drive the execution of sales and account management playbooks.
  • Define key sales support systems/processes required to meet the rapid growth of the business and achieve revenue attainment and market development objectives.
  • Assist Sales leadership in all aspects of evaluating their teams' performance.
  • Prepare ad hoc analysis and participate in projects as needed.
Requirements
  • Minimum 10+ years in a Sales Excellence, Sales Operations, Business Operations, or Revenue Operations role.
  • Advanced Microsoft Office, Excel, and Salesforce skills; advanced skills in data visualization/reporting solutions (e.g., Tableau, Looker, Salesforce reports and dashboards), advanced data programming languages (e.g., SQL, R, Python) is a huge plus.
  • Ability to design, develop, and continuously enhance complex business and financial models to drive efficiency and growth.
  • Experience and a proven track record leading large-scale business transformation programs and initiatives.
  • Experience building and executing market strategies, territory plans, and programs.
  • Develop and monitor metrics, dashboards, and reporting tools to improve sales productivity and efficiency across the customer lifecycle.
  • Experience across the Customer Lifecycle with pre-sales, sales, and customer success teams.
  • Excellent verbal and written communication skills and executive stakeholder management.

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