Vice President Sales Operations

Profile

TX0GkFwT6e-325702-en_US
Solutions driven success.
XPO is a top ten global provider of transportation services, with a highly integrated network of people, technology and physical assets. At XPO Logistics, we look for employees who like a challenge and can communicate effectively in all situations. We want to leverage your skills and years of experience to drive positive results while ensuring a bright future for yourself and XPO. If you're looking for a growth opportunity, join us at XPO.
As the Vice President, Sales Operations, you will drive the execution of insightful analytics and strategic programs that enable the productivity and effectiveness of the sales organization to achieve its annual growth targets for the Less-than-Truckload (LTL) business unit. We'll count on your skills and years of experience to be a champion of our values, ensuring an engaged workforce, loyal customers, efficient operations, and a bright future for yourself and XPO.
Pay, benefits and more.
We are eager to attract the best, so we offer competitive compensation and a generous benefits package, including full health insurance (medical, dental and vision), 401(k), life insurance, disability, and the opportunity to participate in a company incentive plan.
What you'll do on a typical day:
Partner with the Senior Vice President of LTL Sales to envision, plan, and implement sales organization strategies to achieve business goals
Design territories and coverage models for the sales team across all channels (Inside Sales, Local Sales, National Sales, Strategic Sales) ensuring optimal coverage to achieve corporate objectives
Lead sales goaling, incentive and compensation programs in partnership with Sales Leadership and Human Resources. Oversee sales compensation plan administration. Establish sales compensation program rules, policies, and procedures
Partner with senior sales leadership to identify opportunities for sales process improvement. Work with Learning and Development to implement process changes that drive efficiency and productivity throughout the sales organization
Provide sales and channel insights to optimize our customer base, improve financial performance, and deliver customer value
Partner with senior sales leadership to define optimal metrics and performance management programs required to ensure success. Provide analytics and insights to sales leadership to improve ongoing team performance
Enhance and optimize Sales technology tools (e.g., salesforce.com, Marketing Cloud, Xactly) to improve sales productivity and results
Provide competitive intelligence and segment insights, highlighting opportunities for growth. Develop an automated lead nurturing program qualifying prospects for the Sales team
What you need to succeed at XPO:
At a minimum, you'll need:
Bachelor's degree or equivalent related work or military experience
10 years' experience including 5 years of Sales Operations experience in a business-to-business environment
Proven ability to define, refine and implement sales strategies, processes, procedures, policies and compensation
It'd be great if you also have:
Bachelor's degree in Business, Sales Management, Supply Chain Management, Marketing or a related field, or equivalent related work or military experience
Master's in Business Administration (MBA) or an equivalent advanced degree
Experiencing leading in a multi-channel selling environment
Strong business acumen: ability to go beyond the numbers to identify and exploit business opportunities for increasing revenue, improving productivity, and strengthening sales performance and effectiveness
Experience overseeing change management, leading transformation, and scaling a global organization
Strong executive presence and proven ability to work cross-functionally to drive process while leading through inspiration and influence
Data driven mindset and expertise with salesforce.com
Microsoft Office proficiency, including advanced Excel and PowerPoint skills
Availability to travel 10-15% of the time (|30% if living in a location other than Ann Arbor or Charlotte)
Be part of something big.
We are proud to be an Equal Opportunity/Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, sex, disability, veteran or other protected status.
All applicants who receive a conditional offer of employment may be required to take and pass a pre-employment drug test.
The above statements are not an exhaustive list of all required responsibilities, duties and skills for this job classification.
Review XPO's candidate privacy statement here.

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