Support the sales and marketing teams' and CGO's day-to-day execution of the MHK commercial and growth strategy and supporting tactics.
Optimize the tools and processes used for reporting of sales and marketing performance. Under the CGO's guidance build out key performance indicators, dashboard and analytics that will help us better see and manage our business.
Drive the routine uniform delivery of accurate, timely forecasts and other data to the team and senior management. Help identify, drive, and monitor related performance improvements.
Assist with planning, coordinating and leading team operating mechanisms, training, various meetings, and trade shows. Contribute to meetings by providing progress updates, metric-based performance feedback and suggestions for improvement to the team.
Act as the functional owner for our CRM, Salesforce. com. Seek opportunities for improvements to the workflow, dashboards and reporting aligned with MHK's sales process. Manage our external SalesForce contractor relationship. Monitor and ensure proper utilization of the CRM by the sales team and other constituents.
Manage the pricing approvals process, driving continuous improvements.
Support our quarterly and annual reporting and planning processes.
Support our annual sales territory balancing process. Maintain an account / territory master data set, managing updates throughout the year. Align this data with the CRM.
Administer the incentive plan. Coordinate communication with the finance team and plan participants. Support our annual incentive plan design process.
Learn our sales process. Be comfortable “inspecting what we expect”, ensuring rep adherence and the alignment of deals in the CRM with the appropriate sales milestones (stage, probability, and close dates).
Develop market and product literacy and eventually fluency for MHK products and the markets we serve.
Manager of Sales Development (Lead Generation) function
Manage MHK's sales development resource(s) and function. Help develop the strategy, supporting processes and oversee the execution of day-to-day lead generation activities. Success in the role will be measured by successful campaign execution contributing to sales opportunity funnel growth (count and value of new sales opportunities). Establish monthly goals and report progress against those goals for call volume, quality prospect conversations and count of leads created.
Leverage market data to create a segmented, actionable list of target opportunities. Drive the SDR to research, identify and contact named individuals by buyer persona and job titles within prospect organizations. Build processes and tools to scale and increase the Sales Development function's value to the business and sales team.
Drive collaboration and strong partnerships with each Region Sales VP, executive and marketing teams to optimize lead generation activities. Establish a list of segmented account targets and key data elements to capture in the CRM for ongoing prospecting activities.
Provide granular metrics on lead generation all activities to help optimize campaign design and execution. Monitor and provide feedback to identify improvement opportunities and successes suggesting additional potential.