Who we are:
C.R. Laurence Co., Inc. (CRL), a part of Oldcastle Building Envelope (OBE), is the leading supplier for the glazing, architectural, railing, construction, industrial, and automotive industries. We offer over 60,000 products and serve customers in North America, Europe, and Australia.
We are committed to operating our business with the highest standards of quality and customer service. The companies and institutions that rely on us play a significant role in the growing fields of glass fabrication, construction, architecture, and automotive restyling. As leaders in their respective industries, they require the highest standards from their suppliers.
The VP of Revenue Operations will be responsible for maximizing and enabling company commercial strategies. The candidate will implement sales system improvements through the portfolio company's commercial team to execute the strategic priorities identified in the annual operating plan. The result will grow market share, revenue, and profitability in the targeted portfolio companies. The role requires consultative work, with some level of hands-on work to meet objectives develop the strategic priorities for inclusion in the AOP, and track performance through the company's monthly business review.
Responsibilities
Develop both qualitative and quantitative methods to assess commercial effectiveness, identify root causes of performance or non-performance, and define initiatives for commercial improvement.Optimize costs to serve by enhancing route-to-market strategies, designing sales organizations effectively, and achieving excellence in customer engagement.Assist companies in deploying the appropriate sales roles, establishing quotas, and implementing compensation programs.Establish a distribution footprint to access local markets effectively.Promote the adoption of sales discipline through the use of sales playbooks, opportunity management, and processes for Key Account and distributor management.Develop a process for synthesizing market data, conducting customer analysis, and aligning with company strategy to create targeted above the funnel opportunities for the sales team. Ensure these opportunities are cascaded to sales channels and tracked via a lead management process.Establish an operating rhythm and appropriate metrics to monitor progress and report organizational performance to senior leadership.Improve internal operating procedures among customer-facing departments (including product development, marketing, sales, and operations) to create a customer experience that fosters competitive advantage in the market.In terms of forecasting methods, support the development of the necessary data sets to generate monthly demand plans.Facilitate the development and adoption of CRM and business intelligence platforms as tools for business analysis, planning, and pipeline management.Drive a unified pipeline and sales management procedures, which include the KPIs and lead indicators of performance that provide the organization with vital planning insights.Enhance above-the-funnel activities, focusing on lead generation, conversion to opportunities, and successful closure of deals.Support the establishment of pricing practices, including data collection, evaluation, price setting, and reporting.Develop competency models that outline the sales behaviors necessary for success in each role.Collaborate with portfolio companies to create a talent development plan that supports excellence in sales.Skills, knowledge, behaviors
- Bachelor's degree in business, finance, or a business-related discipline from an accredited college or university. An advanced degree in management, marketing, MBA, or a related field is preferred.
- Minimum of 10 years of progressive experience in marketing operations or sales leadership roles. A background in finance is a plus. Minimum 5 years in an executive-level sales operations role.
- Recognition of the drivers of commercial effectiveness in a modern sales organization.
- Experience in the development and leadership of commercial effectiveness initiatives.
- Highly organized, data-driven, with strong business and financial acumen.
- Strong executive presence and ability to present formally and informally to influence internal and external stakeholders at all levels.
- Ability to mine, develop, and interpret market, sales, and KPIs to present a credible and objective assessment of sales effectiveness.
- Change management leader in commercial transformation situation.
Relevant Experience
- Sales analytics
- CRM design and management
- Scorecard and KPI implementation
- Project management
- Market intelligence and reporting
- Predictive analytics and forecasting
- Sales process development.
- Training and development