Director of Revenue Operations

About This Role

Why you would want to work on our team…OUR MISSION: To be the \#1 service organization in the athletic industry.OUR PURPOSE: We exist to energize and galvanize teams and communities.OUR VISION: To be our customers most trusted partner for fast, high quality, thoughtful solutions.OUR VALUES: Humility, Team, Hunger, Ownership \& Agility.

Our benefits package includes

Medical, Dental, Vision, Short\- and Long\-Term Disability, Life Insurance FSA Paid Vacation, Paid Holidays, Floating Holiday, and Paid Sick Time 401(k) Plan, with annual Company Contribution Discounts on Momentec Brands products (formerly ASB and FSG brands) Clean work environment with a casual dress code…no uniforms!

JOB SUMMARY:The Director of Revenue Operations is responsible for supporting the sales team with sales enablement, sales program activation, sales analytics and customer insights. Incumbent will support the Chief Commercial Officer with setting the GTM strategy and designing a customer\-centric GTM model that aligns the product, marketing, sales and customer service teams. ESSENTIAL DUTIES \& RESPONSIBILITIES (includes other duties as required):* Segmentation, Sales Coverage / Territory Sizing, and Incentives

• Create account segmentation framework and structure using both potential and current value to Momentec criteria
• Redesign coverage model based on channel strategy. Identify and design roles to align with coverage model
• Identify appropriate headcount count and account load by role / segment using call plan assumptions or some other type of bottoms up methodology
• Design equitable and optimized territories using appropriate indices
• Continuously evaluate sales org and spans and layers
• Design and optimize sales quotas / targets, and compensation plan
• Conduct sales productivity analysis and evaluate current incentive plans and design motivational plans to enable and drive sales performance
• Revenue tech\-stack and sales productivity tools
• In collaboration with IT, design and implement an on\-going scalable approach for configuring and rolling out updates to Zoho, lead routing and opportunity management processes that is aligned with the overall sales process
• Drive CRM platform adoption (Zoho CRM) \& usage with the sales organization
• Develop and implement efficient sales processes and workflows
• Establish sales reporting and KPIs to measure pipeline health (volume, turns, conversion rates, coverage, etc.)
• Working closely with IT, review and evolve current tools tech\-stack and data architecture to determine gaps and redundancies. Working closely with Sales, IT and Finance, make recommendation on where to what to add and where to streamline
• Market and Customer Insights and Analytics
• Provide insights into sales trends, customer behavior, via primary and third party research (e.g., sales barometer, customer panel / VoC, etc.)
• Identify appropriate sources to leverage for macro research and competitor insights
• Collaborate with the sales team to develop strategies based on market and customer insights
• Sales \& Customer Program Activation
• Design and execute seasonal selling programs and customer incentives (e.g. Momentec Bucks / road rep SPIF, Your School Deals, etc) in collaboration with marketing, product and finance stakeholders
• Drive the measurement and reporting of sales programs in collaboration with sales finance
• Ensure the programs are working from both a financial and operational lens, and make adjustments when needed
• Sales Enablement
• Value Selling
• Establish sales methodology and value selling approach
• Establish market and customer data needed for value selling
• Define product collateral or customer facing material
• Sales Business Rhythm, Performance Management \& Analytics
• Establish and execute sales rhythm of business (weekly, monthly, quarterly cadence)
• Develop, build and deploy leading and lagging indicators and dashboards that align with the sales business rhythm and audience needs (filters) for each meeting
• In collaboration with Finance, establish a revenue forecasting methodology which uses forward looking pipeline data as an input
• Working closely with CCO and Finance, develop dashboards that will be used in monthly and quarterly OpCo meetings
• Onboarding \& Sales Training
• Establish new hire onboarding playbooks and processes
• Establish sales training tools, content and processes (sales methodology, value proposition selling, Zoho training)
• Account Planning and Management
• Develop and own annual planning templates. Determine variations by channels and segments. Work with finance to determine level of granularity and determine what can and will be prepopulated.
• Create and run annual process that aligns with overall sales business rhythm (including QBRs)
• - Partner with sales and finance to develop strategic account plans for high\-value customers covering between 60 – 70% of revenue
• Facilitate cross\-functional account reviews to align on growth opportunities, risk mitigation, and customer engagement strategies.
• Monitor account health, performance, and expansion opportunities using data\-driven insights.
• Working closely with finance and CCO to establish an annual operating plan process and QBRs that leverages a bottoms up approach from the Annual Plans (accounts, sports, products) and tops down approach to provide input into the budget
• 7\. Sales Rep Performance Management

• Measure and report on sales rep effectiveness
• Design and deploy best\-practice sales performance management processes (e.g. rankings, 9 box performance grid, review process, etc.)

SKILLS/QUALIFICATIONS/EDUCATION/LICENSES \& CERTIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.Skills:* Direct experience working with sales organizations, processes, and pipeline management—as a former sales representative, account manager, and/or sales operations leader

• Strong analytical and problem\-solving skills, and proficiency in data analysis and reporting tools
• Experience with Customer Relationship Management (CRM) systems and sales performance tools
• Ability to work cross\-functionally with sales, finance, and operations teams.
• Strong communication and training skills to work with both technical and non\-technical stakeholders
• Strong bias for action and pragmaticism; Sense of urgency
• Qualifications:
• Bachelor's degree in Business Administration, Finance, Marketing, or related field.
• 10\+ years of experience in sales, revenue operations or sales operations.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. In accordance with the Americans with Disabilities Act, it is possible that requirements may be modified to reasonably accommodate disabled individuals. However, no accommodation will be made which may pose serious health or safety risks to the employee or others, or which impose undue hardships on the organization.* Ability to sit for extended periods of time (up to 8 hours)

• Ability to stand and walk regularly
• Occasionally, be able to lift/carry, push/pull up to 35 lbs.
• Frequent head and neck rotation
• Frequent handling, grasping, and writing as needed for daily tasks at a standard computer workstation.
• Ability to constantly use a computer keyboard/mouse/monitor to enter data (repetitively)
• Ability to endure occasional movement bending, stooping, and reaching above shoulder level as needed for daily tasks
• Occasionally climb stairs to multi\-level work site

WORK ENVIRONMENT:* Office, Hybrid from home

WORK HOURS:* Full\-Time: Monday\-Friday, 8:00AM\-5:00PM

DRESS CODE:* Dress appropriate.

DISCLAIMER

All descriptions have been reviewed to ensure that only essential functions and basic duties have been included. Peripheral tasks, only incidentally related to each position, have been excluded. Requirements, skills, and abilities included have been determined to be the minimal standards required to successfully perform the positions. In no instance, however, should the duties, responsibilities, and requirements delineated be interpreted as all inclusive. Additional functions and requirements may be assigned by supervisors as deemed appropriate.

• Momentec Brands provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Momentec Brands complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. Momentec Brands requires all candidates to pass a pre\-employment drug screen (necessity varies by location) and background check.*

• Applicants have rights under Federal Employment Laws which can be found at the following sites by holding the Ctrl button and clicking on the link:*

• Family and Medical Leave Act

• https://www.dol.gov/agencies/whd/posters/fmla*

• EEO

• https://www.dol.gov/sites/dolgov/files/OFCCP/regs/compliance/posters/pdf/22\-088\_EEOC\_KnowYourRights.pdf*

• Employee Polygraph Protection

• https://www.dol.gov/agencies/whd/posters/employee\-polygraph\-protection\-act*

• E\-Verify

• https://www.e\-verify.gov/sites/default/files/everify/posters/EVerifyParticipationPoster.pdf*

• Right to Work

• https://www.everify.gov/sites/default/files/everify/posters/IER\_RightToWorkPoster%20Eng\_Es.pdf*