Sales Operations & Process Lead

About This Role

Lennox (NYSE: LII), driven by 130 years of HVAC and refrigeration success, provides our residential and commercial customers with industry\-leading climate\-control solutions. At Lennox, we win as a team, aiming for excellence and delivering innovative, sustainable products and services. Our culture guides us and creates a workplace where all employees feel heard and welcomed. Lennox is a global community that values each team member’s contributions and offers a supportive environment for career development. Come, stay, and grow with us.

Lead and operationalize the system that governs pipeline management, forecasting, and sales process, while driving CRM strategy, evaluation, and implementation across sales and service.

Single accountable owner for Sales Process \& Operations. Player\-coach delivering outcomes while coordinating cross\-functional resources.

Responsibility

Sales Process \& Pipeline Management

• Define and operationalize end\-to\-end sales process (lead opportunity close)
• Establish pipeline management standards and inspection cadence
• Drive account planning and coverage frameworks

Forecasting

• Own forecasting methodology and cadence
• Improve forecast accuracy and visibility
• Build pipeline coverage and conversion discipline

CRM Strategy \& Transformation

• Lead CRM evaluation and selection (sales \+ service); currently on SAP C4C V1
• Define future\-state data model and workflows
• Own business requirements and prioritization
• Lead implementation with IT and external partners
• Drive adoption across sales and service teams

Operating Rhythm

• Establish weekly/monthly business cadence
• Standardize KPIs and reporting for sales leadership
• Partner across RevOps pillars to drive execution

Operating Model

• Lead through influence across Sales, IT, and RevOps
• Direct dedicated offshore matrix resources (analytics, reporting, admin)
• Define and prioritize work delivered by IT
• Build scalable processes for future team expansion

Key KPIs

• Seller productivity (Revenue / HC)
• Pipeline coverage and conversion
• Forecast accuracy
• CRM adoption and data quality
• Sales cycle time

• Bachelor’s degree in business, Finance, Accounting, HR, or a related discipline (or equivalent experience).
• 8\+ years of experience in a sales operations\-type role
• Experience leading CRM implementations, including the utilization of change management frameworks
• Strong pipeline and forecasting expertise
• Systems thinker (process, data, tools)
• Strong analytical and problem\-solving abilities with excellent attention to detail
• Clear, confident communication skills and the ability to work effectively across teams
• Ability to influence senior sales leaders