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PEPI: Director, Sales Force Effectiveness—Commercial Excellence (OPEN TO ALL U.S. LOCATIONS)

Location: Washington DC, DC, United States
Date Posted: May 30, 2023

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Description

Alvarez & Marsal Private Equity Performance Improvement

PEPI: Director, Sales Force Effectiveness—Commercial Excellence

(OPEN TO ALL U.S. LOCATIONS)

Alvarez & Marsal, a leading independent global professional services firm, specializing in providing turnaround management, performance improvement and corporate advisory services, is seeking to expand its Private Equity Performance Improvement (PEPI) – Commercial Excellence team in various locations throughout the U.S. With more than 7,000 professionals based in 40 locations across North America, Europe, Asia, and Latin America, our firm excels in problem solving and value creation.  Drawing on a strong operational heritage and hands-on-approach, our professionals work closely with organizations and stakeholders to help tackle complex business issues and maximize value.

A&M’s Private Equity Performance Improvement Services (PEPI) practice, with offices throughout the US, focuses on serving middle market and large cap private equity firms who have engaged A&M to help improve operating results at their portfolio companies.   

Our professionals are aligned with a PEPI service line to promote the development of deep functional skills & experiences and to maximize our ability to tailor solutions to solve our clients' business issues. 

Our PEPI services include:

Commercial Excellence

Rapid Results

CDD/Strategy

Interim Management

M&A Services

Supply Chain

CFO Services

The Commercial Excellence team is a growing business targeting high growth in the next 2-4 years. We offer excellent opportunities for career advancement and building leadership skills. The leadership team is focused on providing career development, training and exposure to international business assignments. 

Job Description

Advise companies in the areas of Revenue & Margin Management—sales force effectiveness, margin management, marketing optimization and interim sales leadership.  Our team focuses on driving performance improvements in top-line revenue, margin improvement and marketing mix optimization.  The ideal candidate must be capable of managing teams of Alvarez & Marsal professionals to address complex business challenges within the Commercial Excellence.  The right person will be highly skilled at communicating with C-level management, conceiving, and structuring analytical plans to uncover drivers of performance, designing actionable solutions to particular Revenue & Margin Management issues, and developing implementation plans.

The Director, Salesforce Effectiveness will be responsible for leading teams that execute our clients’ ongoing Revenue & Margin Management programs, design B2B and B2C customer measurement solutions, and deliver data-driven business insights. In addition to project work, you will also be expected to contribute to the creation of intellectual property and internal team building. You will be expected to learn new concepts quickly, stay abreast of advances in technology and related fields, and apply your experience to creatively solve our clients’ business problems.

Sales Force & Market Coverage

  • Develop transparency into market trends, competitive dynamics, growth opportunities, and customer and end-user behavior and purchasing decisions
  • Assess and recommend optimal salesforce design and organization structure, coverage, and productivity improvement
  • Review and adjust sales incentive / compensation plans to ensure they align with company profitability goals / objectives
  • Evaluate time spent by salesforce on value-add activities and effectiveness of their customer interactions, and recommend solutions

Sales Process & Operations

  • Review and optimize a consistent sales process
  • Ensure leads are efficiently generated & converted into profitable sales, and sales is held accountable to KPI’s and metrics
  • Review usage of advanced tools and technologies including CRM to drive accountability and establish greater visibility into the sales pipeline

Segmentation and Channel Optimization

  • Assess the customer segments and channels to optimize the go-to market strategy to gain differentiation and competitive advantage

Professional Skills

Project Management: Own and manage the high-quality execution of individual projects. End-to-end project management will include roadmap design, management of the project team and plan, and development and presentation of final deliverables.

Project Fulfillment: Contribute to project work by combining creative problem solving with analytical rigor to drive actionable insights. Representative project work includes developing reporting frameworks and dashboards, performing B2B/B2C customer segmentation and statistical modeling, and managing digital community & social media execution and measurement.

Data Manipulation & Analysis: Work with project team to understand, manipulate and analyze client and market data using various tools, which may include: MS Excel, SQL Server, BI tools such as SSRS or Tableau, and statistical programs such as SPSS or R.

People & Team Leadership: Motivate, develop, and challenge all members of project teams to exceed client expectations. Provide value-added thinking and mentorship to ensure junior team members develop over time and are satisfied.

Client Relations: Manage client relationships on a day-to-day basis while collaborating with internal client team members. Partner with client teams to define project requirements, develop hypotheses, gather data, brainstorm alternatives, and generate recommendations.

Qualifications:

  • Industry Experience, B2B, and Business Services; experience working with PE and/ or PE relationships is a plus
  • Strong financial acumen, understanding of P&L and cost drivers; proven ability to build a quarterly/annual business plan
  • 7-10+ years’ experience running a B2B sales team (at a Regional Sales Director level or RVP/VP level) and has held responsibility for forecasting, building/managing a sales pipeline, and holding sales reps accountable to results, managing coverage, performance and compensation
  • Familiar with, and has used CRM tools such as Salesforce for dashboards, reports, metrics and analytics to run a sales team through CRM dashboards, familiarity with CRM such as Salesforce
  • Analytically driven and exposure to various tools and technologies, including relational database (SQL), BI (Alteryx, Tableau), statistical (SPSS, R), web analytics (SiteCatalyst, Google Analytics)
  • Strong quantitative mindset combined with excellent communication and interpersonal skills
  • Exceptional project management and presentation skills
  • Outstanding people development and management skills; ability to lead junior team members and help guide their careers
  • Demonstrated experience providing intellectual and task leadership on complex projects
  • Ability to work independently in an unstructured environment, think on your feet, and respond with confidence and creativity
  • Consulting experience preferred (not required)
  • MBA from a top-tier university preferred (not required)
  • Open to all U.S. locations

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Diversity & Inclusion

A&M’s entrepreneurial culture celebrates independent thinkers and doers who can positively impact our clients and shape our industry. The collaborative environment and engaging work—guided by A&M’s core values of Integrity, Quality, Objectivity, Fun, Personal Reward, and Inclusive Diversity—are the main reasons our people love working at A&M. Inclusive Diversity means we embrace diversity, and we foster inclusiveness, encouraging everyone to bring their whole self to work each day. It runs through how we recruit, develop employees, conduct business, support clients, and partner with vendors. It is the A&M way.

Voluntary Inclusion

It is Alvarez & Marsal’s practice to provide and promote equal opportunity in employment, compensation, and other terms and conditions of employment without discrimination because of race, color, sex, sexual orientation, gender identity, family medical history or genetic information, political affiliation, military service, pregnancy, marital status, family status, religion, national origin, age or disability or any other non-merit based factor or any other characteristics in accordance with all applicable laws and regulations.

Unsolicited Resumes from Third-Party Recruiters

Please note that as per A&M policy, we do not accept unsolicited resumes from third-party recruiters unless such recruiters are engaged to provide candidates for a specified opening and in alignment with our Inclusive Diversity values. Any employment agency, person or entity that submits an unsolicited resume does so with the understanding that A&M will have the right to hire that applicant at its discretion without any fee owed to the submitting employment agency, person or entity.

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