Sales Operations Leadership and Governance
· Lead the Sales Operations and Inside Sales teams, establish priorities, clarify decision rights, allocate capacity, coach performance, and build a culture of humility, curiosity, accountability, and continuous improvement.
· Own the integrity of the commercial infrastructure, data, processes, reporting, controls, and documentation while preserving field and functional accountability for the work.
· Translate commercial strategy and approved process changes into practical systems, workflows, reporting, training, and operating cadences.
· Establish clear service expectations so Sales Operations remains focused on recurring, high-value work rather than becoming an undefined administrative resource.
Salesforce CRM Administration and Commercial Data
· Administer and govern Salesforce as the commercial system of record for accounts, contacts, opportunities, pipeline, sales-process phases, quotes, forecasts, sources, next actions, and commercial history.
· Align Salesforce workflows, required fields, phase-entry expectations, exit criteria, dashboards, and reports with the six-phase Machine Solutions Sales Process.
· Improve CRM hygiene, data completeness, source attribution, account ownership, user adoption, training, and commercial decision support.
· Govern customer master data, account hierarchies, seller and territory structures, product-line definitions, calculation logic, and the commercial data dictionary.
· Connect Salesforce with quoting, order-management, Finance, compensation, and external market-data sources to create one reliable commercial information environment.
Commercial Planning, Territories, and Target Accounts
· Translate the approved fiscal-year bookings plan into regional, territory, seller, and product-line expectations.
· Lead territory design, quota analysis, commercial-capacity modeling, scenario analysis, plan deployment, and version control.
· Develop and maintain territory-level customer and prospect lists using the licensed Dun & Bradstreet database and other approved sources.
· Support customer segmentation, account tiering, whitespace analysis, ABM account selection, outbound prospecting, NPI launches, and GTS engagement.
· Maintain alignment among territories, Salesforce ownership, quotas, reporting hierarchies, compensation structures, and the approved commercial organization.
Reporting, Forecasting, Bookings, and Compensation
· Produce the monthly commercial reporting package, including bookings, qualified pipeline, coverage, source attribution, phase distribution, aging, quoting, conversion, forecast accuracy, NPI performance, and Commercial KATA KPIs.
· Govern the monthly forecasting process, maintain common forecast definitions, consolidate opportunity-level commitments, preserve forecast history, and support company S&OP planning.
· Lead quarterly bookings reconciliation with Finance, including seller, territory, customer, product-line, house-account, split-credit, cancellation, reversal, and timing exceptions.
· Administer and analyze approved commercial compensation plans, including quotas, bookings credit, attainment, accelerators, contests, exceptions, reconciliation, and confidential supporting detail.
· Maintain controlled definitions, authoritative data sources, calculation rules, reporting periods, and historical comparability for all recurring commercial measures.
Commercial KATA KPI and NPI Governance
· Own KPI definitions, reporting logic, recurring analysis, target-condition tracking, historical performance, and visibility to abnormal conditions.
· Support root-cause analysis and PDCA without substituting correlation or reporting for evidence-based leadership judgment.
· Administer the Commercial Launch Plan & Tracker and report NPI pipeline, quotation activity, 150-day checkpoints, fiscal-year bookings, source, territory, product line, customer, and sales-process progression.
· Preserve launch assumptions, decisions, exceptions, and learning so future product launches become more predictable and effective.
The Director will lead two distinct Inside Sales applications and build the target-state standard work, role clarity, workflows, cadences, KPIs, training, and adoption required for each.
After Market Parts Inside Sales
· Build proactive installed-base coverage, upselling, cross-selling, replenishment, quoting, quote follow-up, customer-contact cadence, and recurring-revenue discipline.
· Establish protected prospecting blocks that use installed-machine age, historical machine placement, service history, and machine-type replacement patterns to identify likely parts needs and proactively engage customers.
· Govern price execution, approved price lists, discount authority, pricing exceptions, and price-realization visibility.
· Create disciplined qualification, Salesforce documentation, source attribution, and handoff of Manufacturing Equipment leads to the appropriate FLAM, including an acceptance-and-feedback loop.
· Create reliable handoffs to the After Market Service team for technical support, field service, repair, or other service intervention, with clear ownership and customer commitments.
Sealing and Welding Inside Sales
· Lead distributor segmentation, onboarding, coverage expectations, operating cadence, opportunity visibility, forecasting, enablement, and performance management.
· Define lead and opportunity ownership among distributors, Inside Sales, FLAMs, GTSs, and other commercial resources.
· Govern distributor and customer pricing, discount authority, exception approvals, and price-realization reporting.
· Manage the commercial workflow for distributor and applicable customer agreements, including intake, review, approval routing, renewal timing, deviations, retention, and obligation visibility.
· Serve as the commercial liaison to Marketing for sales enablement, campaigns, product messaging, training, competitive intelligence, launch support, lead follow-up, and field adoption.
Pricing and Contracting Excellence
· Partner with Commercial, Finance, Product Line Leadership, Operations, and Legal resources to build scalable pricing governance, discount authority, quote consistency, margin visibility, pricing-action deployment, exception management, and price-realization reporting.
· Develop consistent contracting standard work for intake, templates, commercial terms, review authority, escalation, deviations, cycle time, status visibility, executed-agreement retention, and governance.
Process Documentation, Controls, Training, and Adoption
· Maintain controlled procedures, reporting instructions, calendars, data definitions, job aids, training, and version history for commercial systems and processes.
· Lead onboarding and continuing education for Salesforce, forecasting, reporting, territory planning, compensation administration, and applicable commercial standard work.
· Protect sensitive customer, pricing, forecast, bookings, performance, and compensation information through role-based access, controlled distribution, documented approvals, and appropriate separation of duties.
· Measure adoption, identify recurring user issues, retire obsolete reports and processes, and standardize before automating.