Overview: The Senior Director will play in integral role in the continued rapid growth of Huron Legal as well as execution against an ambitious three-year plan that call for this group to more than double in size. Reporting to the Global Head of Sales & Marketing, the Senior Director will support the smooth operation of the Huron Legal Global Sales Organization (GSO).
Reporting: Working closely with the Global Head of Sales and Marketing, the Senior Director will be responsible for: driving sales productivity; sales forecasting; activity structuring; opportunity prioritization; deal impact analysis; resource investment process; incentive compensation initiatives; field automation initiatives and; developing and delivering actionable and insightful reporting suitable for use at all levels up to the office of the CEO. With insight into all functions he/she will assist in the development of Key Performance Indicators (KPIs) and will track performance against them to gauge sales force and effectiveness.
Team & Training: Beyond transforming data into information that will be used to make material business decisions, he/she will also have direct oversight for a centralized Inside Sales team. The Senior Director will also assist in the design, preparation and distribution of sales training and training materials for internal and external use.
CRM: The Senior Director must be a passionate and proactive visionary in driving the adoption and value of the usage of a CRM system. This person will become the “evangelist” of that system in order to drive better visibility into the activities of the GSO and broader organization.
Collaboration: The Senior Director will drive exceptional collaboration between sales and the broader Huron Legal organization to assure lead generation, customer support, sales processes and infrastructure are optimized to exceed sales targets. While the Senior Director will need to exhibit initiative and autonomy, collaboration with key stakeholders within and outside of the GSO and across the Huron organization will be essential to his or her success. He/she will be the GSO’s primary advocate and “evangelist” to, and assure complete alignment with, key partners including Finance, Marketing, Human Resource and Legal.
Success: Success in this position will ultimately be measured through team quota attainment and exceeding management business objectives.
Additional Responsibilities and Details:
Administer, manage and report on activity forecasting across opportunity segments, geographies, focus areas, and product sets using sales methodology and automation/forecasting tools ; drive adoption of tools and dashboards within respective regions.
Drive standards of performance and specific actions that drive sales activities at the territory level consistent with predefined success criteria for the sales organization; track and report on these activities on a to-be-determined.
Generate weekly trending, budgetary, and metric reports and provide analysis to leadership.
Proactively diagnose the analytics requirements of the sales organization; design and deliver reporting to meet requirements.
Use a variety of methods to determine bookings forecast based on opportunities, probabilities, and funnel coverage.
Go beyond reporting to take action that drives increasing levels of results.
Relentless focus to take initiatives that allow his/her external sales team to maximize the time spent on material client interaction opportunities.
Manages the deal approval process and constantly improves it to make it easier and quicker.
Contributes to sales compensation processes including quota allocation and special incentive programs.
Drive efficient and compliant contract pricing and processing.
Responsible for reconciliation of monthly bookings data and downstream reporting processes.
Partner with the CRM Administrator to identify process deficiencies and enhancements.
10-12 years of sales operations experience in a company selling services.
Proven fluency with financial reporting systems; Exceptional MS Office skills and fluency with a major CRM application.
Experience operating an inside sales organization.
Strong business analysis/analytics experience.
Proven meeting management and group process facilitation skills.
Organizational agility; Demonstrated skills to get things done through formal and informal channels; Exceptional organizational I.Q.
Demonstrable research and analysis skills; able to fit details into a broad business strategy.
Keen ability to maintain sharp focus amidst competing priorities; the acumen to effectively manage time, teams and projects to deliver commitments on time.
Proven attention to details/accuracy; an unwavering sense of integrity and pride in their work.
Highly adaptable work-style; proven skills to “think-on-their-feet” and move fluidly between tasks and changing priorities in a fast-paced and deadline-driven environment.
Proven capacity to confidently “fill in the blanks” when few facts are available.
Highly collaborative; able to demonstrate skills managing across teams, functions and business areas.
Strong written and verbal communication.
Expert at conveying technical content to non-technical audiences.
Bachelor’s Degree from an accredited institution. An MBA is strongly preferred.