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Director, Sales Excellence

Company: WestRock Company
Location: Atlanta
Posted on: January 28, 2023

Job Description:

The opportunity:Our sales approach begins by identifying customer demands before they become challenges. We're committed to delivering customer success through our comprehensive expertise in sustainable paper and packaging solutions. We are seeking a passionate leader to lead our CRM solution globally, optimize our sales process and drive enhancement initiatives. This will include leading and influencing high visibility projects impacting the global sales organization. You will also partner closely with senior leaders, sales teams and other key stakeholders to provide critical guidance and support for digital initiatives, sales enablement needs, sales/marketing campaign assistance, and enabling best in class demand generation capabilities.As Director, Sales Excellence you will gain broad exposure and experience working with key leaders across sales, marketing, innovation, and IT. Your contributions will positively impact the business' ability to achieve both short - and long-term strategic objectives.How you will impact WestRock: Business owner for the companys CRM solution (Salesforce.com) Develop One WestRock CRM business processes and solution set to drive sales process improvements across the global sales organization that are fundamental to achieving growth objectives and EBITDA targets Develop and drive the management operating framework for One WestRock CRM across all businesses; drive active attendance for weekly/monthly/and quarterly sales actions with outcomes that are committed, tracked, and executed Partner with global sales leaders to derive insights that will enable leadership to make strategic business decisions and coach sellers Maintain a vantage point dedicated to helping our sales teams be more successful which includes focused improvements in demand generation, commercial intelligence, and sales behaviors Lead projects and initiatives focused on growth and improving productivity throughout the sales organization; incorporate and execute processes and initiatives from across the business and ensure alignment across Segments/Regions Identify areas of improvement and gather input from the sales team; develop, prioritize, and implement enhanced or new processes ensuring alignment with key stakeholders; effectively communicate changes to the global sales organization Drive for continuous improvement of the sales processes and sales forecasting data quality in CRM solution and communicate analysis of improvements and metrics to commercial leaders Drive initiatives that improve seller performance and productivity measurably and sustainably Develop programs and metrics that increase the adoption of the right sales behaviors and outcomes around account and call planning, pipeline forecasting, conversion rate, deal velocity, customer retention and forecast accuracy Partner with the marketing & demand generation functions to stand-up and enable Lead to Revenue improvements and effective campaign models Serve as an internal ambassador for Commercial functions with other key internal stakeholders such as Sales, Finance, Legal, Marketing, Design, Innovation, and IT Ensure that sales operation processes and global best practices are communicated and followed Act as the Commercial Excellence chief data steward responsible and accountable for quality and use of commercial data as part of the WestRock MachONE initiativeWhat you need to succeed: Bachelor's degree; advanced degree preferred 10+ years of experience within sales support, sales/marketing, or project/program management roles 5+ years of experience in B2B commercial multinational organization Ability to create and drive process improvements with sales and senior leaders Ability to drive outcomes using data analytics, high level of experience with Excel, Salesforce.com, & business analytics tools Ability to manage multiple competing priorities and initiatives across a highly matrixed organization Ability to work in a fast-paced, cross-functional environment Ability to take initiative and work with limited direction Possess business acumen needed in linking business processes to business outcome Ability to identify which metric and measurement would provide insights to the business Ability to analyze processes, identify gaps and implement corrective measures Compelling presentation and communication skills, particularly at the executive level Capable of engaging/ influencing / managing multiple stakeholders at various levels throughout organization Self-starter who is collaborative within sales & project teamsWhat we offer:

  • Corporate culture based on integrity, respect, accountability, and excellence
  • Comprehensive training with numerous learning and development opportunities
  • An attractive salary reflecting skills, competencies, and potential
  • A career with a global packaging company where Sustainability, Safety and Inclusion are business drivers and foundational elements of the daily work.WestRock (NYSE:WRK) partners with our customers to provide differentiated paper and packaging solutions that help them win in the marketplace. WestRock's team members support customers around the world from locations spanning North America, South America, Europe, Asia and Australia. Learn more at www.westrock.com.WestRock is an Equal Opportunity Employer. We strive to create and maintain a diverse workforce where everyone feels valued, respected, and included. WestRock does not discriminate on the basis of race, color, religion, national origin, sex, age, disability, veteran status, sexual orientation, gender identity, or any other basis protected by federal, state or local law.

Keywords: WestRock Company, Atlanta , Director, Sales Excellence, Sales , Atlanta, Georgia

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