Sr. Director, Sales Optimization (Finance)
The Senior Director of Sales Optimization will report to the Managing Director, Head of Sales - Health and Benefits Sales . This role is responsible for leading the Sales Operations and Sales Enablement team s in supporting the sales organization in the effort of building business in the national accounts, middle markets, small group markets, distribution channel, and specialty products areas for existing channels, broker led, and plan sponsor led deals. This individual has direct responsibility for the success and results of the RFP team , analysts and Sales Enablement functions . These functions are critical to the growth and success of H&B sales , and this individual is accountable for the setting their direction, training, and evolutionary development to continually improve the impact these functions have in growing Inspira's market share.
Duties & Responsibilities:
- Identify opportunities for sales support to streamline entire sales process along with measure activities' results.
- Perform as primary liaison to Product Development, Operations, IT and various departments as required .
- S ecure resources as requested by Sales Team and Account Manager to assist sales process.
- Manage internal/external communication regarding the RFP process
- Determine when updates are required for RFP related activities
- Ensure tactics are aligned with revenue targets along with future growth targets
- Work to ensure that efforts are focused on growing and assisting in meeting sales goals and targets
- Support sales, marketing as well as account management
- Manage Salesforce activities regarding RFP/RFI responses
- Track RFP success rates, analyze that data and determine different approaches to ensure higher win rates
- Utilize Salesforce to report out on our success rates
- Develops, m onitor s and reports on KPIs and sales analytics, providing insights to leadership, critical to running the organization
- Identify and coordinate training needs of the sales organization with the training team
- Continually evaluate technology and tools that would enhance the effectiveness of the sales organization
- Identify ways to work with client implementation to continually improve client experience
- Conduct large opportunity deal evaluation and review process
- Identify and represent needs of the sales team with Salesforce support team
- Other duties as assigned.
Supervisory Responsibilities:- Oversees the daily workflow of the sales operations organization in coordination with attaining the teams objectives
- Communicate clear priorities and relevant information to implement day-to-day work
- Resolve the most difficult problems facing the team, program, or specialty area
- Uniformly identify high performers who consistently produce quality work
- Identify the right situations for coaching, feedback, and training
- Remove barriers for team. Ensure team members have all the tools, resources, and context to execute
- Has a good understanding of their team's strengths and opportunities, capitalizing on their strengths and coaching opportunities
- Identify opportunities to right size team , recruits, interviews, hires and trains new staff
- Manage assignments and goals regularly
- Monitor efforts by the team to deliver the highest quality work
- Coach and mentor the sales operations team
- Liaison with Sales and Account Management to resolve issues
