• GVP, Sales Operations

    Job Location US-CA-Pleasanton
    ID
    2018-9004
    Category
    Sales, Business Development & Account Management
    Position Type
    Full-Time
  • About Blackhawk Network:

    Blackhawk Network Holdings, Inc. is a global financial technology company and a leader in connecting brands and people through branded value solutions. Blackhawk platforms and solutions enable the management of stored value products, promotions and rewards programs in retail, ecommerce, financial services and mobile wallets. Blackhawk’s Hawk Commerce division offers technology solutions to businesses and direct to consumers. The Hawk Incentives division offers enterprise, SMB and reseller partners an array of platforms and branded value products to incent and reward consumers, employees and sales channels. Headquartered in Pleasanton, Calif., Blackhawk operates in 26 countries. For more information, please visit blackhawknetwork.com, cashstar.comhawkcommerce.comhawkincentives.com or our product websites GiftCards.comgiftcardmall.comGiftCardLab.com and OmniCard.com.

    Overview:

    We are looking to for an experienced Sales Operations executive to further develop and lead Blackhawk’s sales operations function. This is an amazing opportunity for a seasoned executive to have a seat at the table to lead and manage our sales operations function which include sales analytics/reporting, sales enablement (tools, materials, onboarding and training), sales territory design/account and prospect prioritization, sales compensation design/management, CRM optimization/management, pricing/deal analysis, competitive intelligence and sales administration.  You will be a hands-on sales operations leader ready to lead decisively, move quickly and drive positive change through greater structure and improved processes within Blackhawk’s sales and marketing function.

    Responsibilities:

    The VP of Sales Operations is a key leader within Blackhawk sales and marketing.  The role will report directly to Blackhawk’s head of sales and marketing and will be responsible for further developing and leading Blackhawk’s sales operations function across the following areas:

    • Sales analytics/reporting
      • Leverage Blackhawk’s customer and financial data to develop insights for sales/marketing leadership and field sales managers
      • Develop dashboards and reporting designed to efficiently provide Blackhawk leadership with the insights needed to manage and improve sales and marketing efforts
      • Collaborate with Blackhawk’s finance and technology organizations to improve Blackhawk’s sales and marketing data and related systems
    • Sales enablement
      • Establish and develop a sales enablement team within the sales operations function
      • Oversee the development of a central repository of existing tools and materials for field sales managers and team members; develop new tools and materials as needed
      • Oversee the development of playbooks for field sales management and sales team members
      • Oversee the development and ongoing management of sales and sales management onboarding and training programs
    • Sales territory design/account and prospect prioritization
      • Collaborate with field sales managers to ensure that territories (e.g. named account lists) are optimized
      • Support field sales managers in managing the ongoing process of prioritizing accounts and prospects
    • Compensation design/management
      • Collaborate with Blackhawk sales leadership and the finance function to design and optimize Blackhawk’s sales compensation plans
      • Support field sales managers in the quota-setting process
    • CRM optimization/management
      • Provide oversight and leadership to sales operations team members focused on optimizing and managing Blackhawk’s CRM systems
      • Collaborate with Blackhawk’s technology organization to migrate Blackhawk to a common CRM system
      • Support field sales managers in efforts to drive CRM usage and compliance
    • Pricing/deal analysis and competitive intelligence
      • Provide oversight and leadership to sales operations team members focused on providing pricing/deal analysis support and competitive intelligence to field sales managers and sales team members
    • Solution architects and sales administration
      • Provide oversight and leadership to the solution architect team leader/team which is responsible for collaborating with field sales managers and team members in sales opportunities which require significant technical knowledge/input
      • Provide oversight and leadership to the sales administration function within sales operations

    Qualifications:

    • A minimum of 10 years of progressively advancing sales operations and sales management experience, ideally within B2B financial services, business services and technology companies
    • BA/BS Degree, MBA preferred
    • Demonstrable experience establishing and developing teams and managing organizational change
    • Significant experience structuring and analyzing data and then developing reports designed to illuminate key insights
    • Strong business acumen and a solid understanding of the key drivers of revenue growth
    • Experience managing and/or implementing one or more leading CRM systems
    • Strong written and verbal communication skills
    • Experience collaborating with leaders in other functions (e.g. Finance, HR, Technology)

     

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