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Director of Sales Operations

COMPANY PROFILE

Surya is a leading home décor company, gaining attention for its innovative designs and breadth of high quality home accessories.  Products include area rugs, pillows, throws, lighting, accent furniture and art sold through a broad spectrum of global retailers, distributors, interior designers and decorators.  Surya fosters an energetic work environment of creativity and collaboration, with each employee taking personal ownership in the company.  Surya has been named for seven consecutive years to Inc. Magazine's Inc. 500/5000 list of America's fastest growing privately held companies.

Key Features:

Market Size: Surya operates in a $10 Billion addressable market. The company is already a top five player in a fragmented $2 billion rug market. Surya’s goal is to become a clear #1 in its core product categories (rugs, pillows, lighting) and channels in the next 5 years.

Customers: Surya sells to 10,000+ business accounts globally.  Notable customers include La-Z-Boy, Basset Furniture, Arhaus, Living Spaces and Pulte Group. Customers are scattered across all 50 states with sales correlating to population densities.

Products: Surya offers the largest selection of coordinated accessories across lifestyles and price points, while providing customized sales tools and support to simplify the buying experience for its customers. Surya’s goal is to be the one-stop shop for home accessories.

Sales Model: To best meet its customer needs, Surya’s sales team is segmented by channel (e.g. retail/design, contract, national accounts and e-commerce) and service level (inside sales vs. field sales). Sales team members engage in a consultative selling process to sell the full suite of Surya products to their assigned account base.  All sales activities are entered and tracked in salesforce.com.

POSITION OVERVIEW

Surya is a passionate mix of fashion and vision. The high-speed pace is thrilling; the challenges come quickly; the opportunities are limitless. We hire world-class talent and embrace creative ideas and diverse abilities. 

As the Director of Sales Operations, you will lead a small team dedicated to creatively solving the sales team’s biggest challenges. You will advise sales leaders on enablement, reporting & analytics and strategy & planning. You’ll gather insights, feedback and best practices to develop processes that will enhance sales productivity and retention.

Reporting to the Vice President of Sales you will:

Partner with sales leadership to design and execute strategic, organizational and operational projects 
Build and implement sales processes to maximize sales productivity and operational efficiency (The Playbook)
Develop and own sales performance metrics and reporting to ensure access to timely, accurate and actionable data
Drive efficiency and effectiveness of lead generation, lead qualification, program and promotion execution, specification support, and sales reporting activities
4 direct reports-Sales Operations Coordinator, Sales Analyst, National Sales Manager & SalesForce.com Admin
Based in corporate office, Cartersville, GA.

PRINCIPLE RESPONSIBILITIES

Salesforce.com

50% of time working on CRM(SFDC or other) – part of strategic steering committee

Define and optimize key sales operational processes for the utilization of SFDC
Drive adoption of key processes within SFDC across the sales organization
Continually monitor SFDC app technologies to recommend solutions to meet the business needs
Identify best practices and any associated gaps within the utilization of SF.com
Negation of contract updates with SF.com

Sales Policy & Procedures

Evaluate current sales policy & procedure for recommended changes and updates and modify as needed
Create and write new policy & procedure
Implementation of new or revised policy & procedure

Sales Reporting

Create & implement formal sales reporting process across all sales functions within the organization
Manage and monitor sales reporting process on an ongoing basis

Sales Playbook

Evaluate current sales playbook, recommending and implementing changes as necessary
Review current sales performance metrics, recommending and implementing changes as necessary

Sales Contracts

Review current sales contracts and recommend changes as necessary
Revise existing sales contract templates
Negotiation of sales contracts on local, regional, and national level

CANDIDATE PROFILE

The ideal candidate will have prior experience as sales leader in a high-growth B2B company with multiple product categories and channels of distribution. He/she will be a hands-on leader who moves easily from strategic/conceptual to the tactical daily issues and must have a proven track record of building and leading a high functioning sales department.

SKILLS & QUALIFICATIONS

  • Bachelor’s degree or equivalent required, MBA preferred
  • Minimum of 7 years of sales operations management experience in a business-to-business environment
  • Proven experience building and growing a high functioning sales department
  • Strong analytical skills with demonstrated ability to interpret data into actionable items
  • Excellent written and oral communication skills; ability to communicate and formally present across all levels of organization, customer base, and outside parties
  • Strong business acumen and ability to think and operate cross functionally
  • “Hands-on" management style; adaptable to a fast-paced, changing environment
  • High sense of urgency and personal accountability
  • 5+ years’ experience with Salesforce.com is REQUIRED

Position requires 25% Travel

LOCATION

The position is based in Cartersville, GA, a 40 minute drive from Downtown Atlanta.

 

 

 

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