Director of Revenue Operations - Indianapolis, United States - Lucas Oil Products Inc

Description

Job Purpose: The Director of Revenue Operations owns and oversees the direction and strategy for revenue-producing operations within Lucas Oil. This position builds and aligns processes to meet and exceed KPIs and enables people and teams to collaborate and perform their best.

Key Responsibilities:

• Collaborate with the CSO to establish and publish a Sales Playbook of best practices for sales excellence including lead and opportunity management, KPIs, and target setting through cross-department collaboration and use of Revenue Operations best practices.
• Ensure adoption of sales best practices and the Sales Playbook through ongoing sales training and support.
• Establish and standardize all revenue organization reports (e.g., sales pipeline, sales forecast, sales activities, sales cycle, revenue, win/loss analysis, sales commissions); share insights and centralize information.
• Work cross-functionally and collaboratively with marketing, sales, customer solutions, business operations, finance, IT, product development, and other stakeholders to identify opportunities to drive revenue and executes tactics to streamline the customer lifecycle and implement sales process improvements.
• Build and manage dashboards so teams can easily understand business health and meet goals.
• Full accountability for the Lucas Oil (SFDC) instance; ensure clean and accurate SFDC data and oversee/manage all SFDC processes, integrations, reporting, dashboarding, sales workflows, and relevant automations.
• Collaborate with sales leadership to maintain and operationalize Sales Territory Maps within SFDC.
• Collaborate with the Director of IT to unify and align systems and data that support revenue teams along the entire revenue cycle to generate consistent and scalable growth; and optimize revenue related tech stacks for maximum data visibility.
• Make recommendations for revenue-related tech stack optimizations and/or consolidations.
• Recruit, hire, onboard, lead, develop, and enable the revenue operations team as applicable.

Professional Qualifications:

• 10+ years of experience in sales operations, revenue operations, business operations, or a related field with growing areas of accountability.

Personal Qualifications and Skills:

• Must be a builder, energized by the idea of developing a revenue operations function from the ground up.
• Proven experience serving as a liaison between a variety of departments/divisions.
• Strong communicator and teacher/coach with the ability to manage complex processes and make them easy to understand for others.
• Highly analytical and able to track metrics and key performance indicators (KPIs), analyze them, and turn them into actionable strategies.
• Persuasive nature with strong presentation skills and the ability to present and share data in a polished, meaningful way, regardless of channel/medium.
• Demonstrated ability to promote revenue growth, diagnose and solve problems, and communicate clearly and effectively.
• Relationship-oriented with a track record of building trust across multiple departments.
• Data driven decision-maker with a future orientation; always thinking four steps ahead to anticipate how today's decisions will affect the company in the long term.
• Perfect alignment with Lucas Oil Values: Trust, Service, Teamwork, Courage, Passion.

Technical Qualifications:

• Deep knowledge of software and its administration.
• Strong command of Microsoft Excel and familiarity using it to assess, manipulate, and analyze data.
• Demonstrated competency evaluating, implementing, and managing:
• Third party (tech) partner relationships
• Learning Management Systems (LMS)
• Sales Enablement software (e.g., Sales Loft, Outreach, ZoomInfo)
• Sales Intelligence/Business Intelligence (BI) software
• Marketing Automation software

Education/Certifications Required:

• Bachelor's degree required.
• Salesforce and/or other revenue operations certifications a plus.

Physical Requirements:

• Prolonged periods of sitting at a desk and working on a computer.

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