Fortis Solutions Group

Operations

• Manage the sales pipeline process
• Driving sales analytics and forecasting
• Overseeing CRM data stewardship and adoption
• Crafting and executing a pricing strategy and bid reviews
• Building scalable systems & driving accountability through KPIs
• Crafting winning sales playbooks and turning complex market signals into a clear competitive advantage
• Conducting post-bid performance reviews
• Own customer health scorecard driving engagement with other functions and action ownership based on scorecard KPI’s
• Drive commercial excellence through sales analytics, market analytics supporting product management, and customer segmentation definition and tiering process
• Execute proactive attrition analytics translating trend observations into actions to reduce customer attrition measured in downsell or outright sales losses
• Oversee CRM data stewardship and adoption, ensuring Salesforce, BI, and pricing tools are aligned with clean data flow and process support
• Own sale lead process including targeted growth campaigns leveraging CRM and Power BI
• Communicate and diagnose wins and losses to transfer best practices
• Drive pricing cadence migrating from ‘event driven pricing’ to ongoing pricing management to optimize profitability by customer and market
• Execute proactive margin analytics to drive sales accountability, post-deal close
• Lead demand management and sales forecast process owning input, cadence, and collaboration with sales, finance, and supply leadership to feed SIOP
• Own management and tracking of sales compensation plans
• Collaborate with sales leadership, HR, and Finance to put plans into action
• Define and implement a structured “solution oriented” sales process driving accelerated close rate through needs identification and influencing decision makers
• Develop KPI’s to measure and drive accountability to improve conversion rate, shorten sales cycles, and maximize new business (new additions/new logo) for both offense and defense
• Create, document, and update standardized playbooks aligned to industry/market verticals
• Maintain dashboards used by sales leadership and executives
• Drive service level agreement adoption and execution in collaboration with customer experience leadership by defining, communicating, and measuring customer performance and cost to serve
• Support sales training to include onboarding, reinforcement of training on tools, pricing, negotiations, and customer insights
• Review accuracy of data for sales rep, customer group, industry, SLAs, and all customer related information
• Coordinate with legal/finance on terms, renewals, pricing, and compliance

Director of Sales Operations