Director Sales Operations

A growing manufacturer of recycled plastic lumber and engineered alternative materials is seeking a Director of Sales Operations to build the commercial systems, processes, and performance visibility needed to support its next stage of growth. Our client develops and manufactures recycled plastic lumber and engineered alternative materials for residential, commercial, and structural applications. Its products serve markets that include outdoor furniture, marine, fencing, parks and recreation, agriculture, and original equipment manufacturing. As the organization expands its markets and commercial capabilities, it is investing in the systems and operating discipline that support consistent, informed growth.

The Director of Sales Operations will build the commercial operating system that enables the sales organization to scale with visibility, accountability, and repeatable execution. The Director will lead sales process, CRM, pipeline and forecasting disciplines, performance analytics, territory and capacity planning, incentive administration, and pricing execution.

Partner with the CRO, sales leaders, field sales, Finance, Marketing, Product, and Customer Experience to create a trusted, forward-looking view of customers, pipeline, performance, and commercial priorities. Salesforce will serve as the single source of truth for commercial activity and forward performance, helping sales leaders spend less time preparing data and more time acting on insight.

Responsibilities

Sales Process, CRM and Forecasting

• Establish Salesforce as the commercial operating system and single source of truth by rebuilding CRM, pipeline, and forecasting processes. Standardize opportunity stages, required fields, next steps, close dates, forecast categories, pipeline hygiene, account ownership, lead routing, handoffs, and activity expectations across channels.

• Build role-based dashboards for representatives, managers, the CRO, and the executive team covering pipeline creation, conversion, forecast, retention, new accounts, and strategic initiatives.

• Create a disciplined cadence for pipeline reviews and manager inspection that drives decisions and follow-through.

• Improve forecasting by combining CRM pipeline data with customer run rates, backlog, ordering patterns, and known program timing. Track forecast variance and identify its root causes.

Commercial Performance and Analytics

• Create a data-driven commercial performance system with consistent KPIs and a management cadence from company level through channel, manager, and individual seller.

• Define and monitor core measures, including revenue, volume, gross profit, retention, new business, pipeline, conversion, activity, and representative productivity.

• Automate recurring reporting and reduce manual spreadsheet work and competing sources of truth across Power BI, Salesforce, and other systems.

• Provide weekly and monthly reporting that shows variance to plan, leading indicators, root causes, and required corrective actions.

• Develop role-level scorecards and clear goals; provide proactive insight into performance changes and resource needs; and equip managers with objective inputs for coaching and performance management.

Sales Coverage, Territory and Capacity Planning

• Build a fact-based sales coverage, territory, and capacity model that translates market segmentation and growth priorities into decisions about resource deployment and hiring.

• Model capacity by channel and segment using market potential, account load, representative productivity, ramp curves, pipeline requirements, and service intensity.

• Create territory and account maps for Furniture, Distribution, Fencing, Decking, and other priority growth verticals.

• Identify where additional field resources can generate the strongest expected revenue and gross-profit return. Establish hiring triggers and productivity expectations, then track new-hire ramp against the business case.

• Support annual quota setting, territory balancing, compensation-plan administration, and account-assignment changes with transparent data and consistent rules.

Pricing Execution and Core Sales Processes

• Own pricing administration and execution, including price books, discount governance, approval thresholds, exception workflows, and price-realization reporting.

• Partner with Product on value-based pricing strategy and with Finance on margin economics. Embed pricing guidance in seller workflows and systems.

• Build customer and SKU margin dashboards to identify margin leakage, exceptions, inconsistent discounts, and opportunities for corrective action.

• Standardize onboarding, account planning, pipeline management, quoting support, compensation administration, and other core sales processes.

.

Professional Qualifications

• Sales Operations Leadership: Experience building or leading Sales Operations or Revenue Operations in a scaling B2B commercial organization. Able to translate selling motions into practical CRM, opportunity, account, lead, and manager workflows.

• Commercial Analytics: Strong ability to turn fragmented sales data into consistent KPIs, dashboards, actionable insights, and executive-level performance narratives.

• Forecasting and Pipeline: Demonstrated experience developing forecast methodology, pipeline discipline, stage definitions, coverage targets, and review cadence.

• Territory and Capacity Planning: Ability to design territories, account assignments, quota and capacity models, ramp curves, and headcount business cases.

• Pricing Execution: Experience with price books, approval workflows, discount controls, price-realization reporting, and margin analytics in partnership with Product and Finance.

• Change Management: A record of driving adoption with sales leaders and representatives while keeping processes practical and minimizing administrative burden.

The successful candidate is a commercially minded Sales Operations leader who combines analytical and operational strength with a practical understanding of how sales organizations work. This person uses data, process, and technology to improve decisions and sales performance, and sets high standards for data quality, consistency, and adoption while keeping systems useful to the people who rely on them.

The Director is a structured problem solver who can turn ambiguous business questions into clear analyses, processes, rules, and decisions. They are comfortable reinforcing consistent use of CRM, pipeline, and core sales processes without creating unnecessary bureaucracy. They understand customers, channels, pricing, and sales behavior, and work collaboratively across Sales, Finance, IT, Product, Marketing, HR, and Operations to build alignment and drive execution.