Director, Light Commercial Distributor Sales Effectiveness

Job Number: 11047

External Description:

About the role
This role will Lead both the deployment and adoption of a Distributor Sales Effectiveness Center of Excellence, as well as the Sales Effectiveness efforts for the Light Commercial BU.  The COE portion of the role will drive a consistent, scalable sales operating system that improves distributor performance, forecast accuracy, and execution discipline across multiple business units in CSA.

This position involves collaborating with Sales & Analytics teams, and Regional Sales Managers to identify growth opportunities within various market segments nationwide, while developing and executing effective sales strategies. You will focus on optimizing sales processes and ensuring the achievement of sales targets. The ideal candidate will champion a culture of continuous improvement, encouraging innovation and adaptability in sales strategies while fostering a positive and collaborative sales culture, promoting teamwork and continuous improvement.

Key Responsibilities

Deploy and Operationalize Sales Operating System

• Implement standard sales processes, metrics, and operating rhythms (MBR/QBR)
• Drive consistency in pipeline management and forecasting discipline
• Align business units on common definitions and performance expectations
• Develop & execute a comprehensive sales effectiveness strategy to achieve business objectives and drive revenue growth across the CSA segments 
• Collaborate with sales leadership across business units to identify challenges, set priorities, and design solutions that drive performance improvements and
• Partner with key stakeholders to align sales strategies with marketing, operations, and product teams.

Deliver Scalable Tools, Playbooks, and Standards

• Define key performance indicators (KPIs) to evaluate sales effectiveness, track progress, and identify areas for improvement. 
• Partner with relevant stakeholders to design and deploy a consistent digital sales tools strategy
• Develop practical, scalable playbooks, dashboards, and templates
• Drive CRM, reporting, and processes to be easily scalable to BU selling motions to distribution
• Design and deliver onboarding programs for new sales team members to accelerate their time to productivity. 
• Design and support deployment of an activation plan enabling identified and required transformation/changes including (not limited to) communications, change management, persona-based scenario. 
• Develop ongoing training programs focused on sales skills, product knowledge, and competitive differentiation Standardize best practices and lead change management across the sales organization and ensure adoption through coaching and reinforcement. 
• Coach sales leaders and representatives to foster a high-performing team culture. 

Drive Benchmarking and Performance Insights

• Lead external benchmarking and best practices sourcing activities & establish benchmarking framework
• Identify AI related opportunities applied to sales leadership, sales effectiveness in the context of sales through channels, and direct sales. 
• Analyze, define, and improve sales processes and methodologies to enhance efficiency, consistency, and effectiveness.
• Translate insights into clear, actionable recommendations

Support Sales Programs and Selling Motions

• Help document and refine sales programs and campaigns to be scalable across BUs
• Ensure alignment to target segments and behaviors
• Monitor effectiveness and drive continuous improvement
• Design and deliver onboarding programs for new sales team members to accelerate their time to productivity. 
• Develop ongoing training programs focused on sales skills, product knowledge, and competitive differentiation. 

Enable Execution and Adoption

• Partner with business units to deploy COE standards
• Drive adoption through communication and alignment
• Support translation into BU-specific execution
• Develop & execute a comprehensive sales effectiveness strategy to achieve business objectives and drive revenue growth across the CSA segments  & deploy COE standards
• Collaborate with sales leadership across business units to identify challenges, set priorities, and design solutions that drive performance improvements and
• Partner with key stakeholders to align sales strategies with marketing, operations, and product teams.

Cross-Functional Partnership

• Partner with Sales Leadership, Sales Ops, and Enablement
• Align priorities with execution, data, and training
• Act as connector across teams to improve clarity and performance

Owns

• Sales effectiveness standards, tools, playbooks, and performance frameworks
• System adoption within assigned scope, as well as for the Light Commercial BU
• Improved forecast accuracy and pipeline visibility
• Increased adoption of standard tools and cadence
• Improved consistency and coordination in distributor execution

Required Qualifications

• Bachelor’s degree
• 10 + years of combined work experience in sales, sales operations, sales enablement, product marketing, product management, and/or digital solutions
• 2 + years of experience using and/or developing data analytics tools for reporting.  
• 4 + years of people leadership experience
• 2 + years of experience in a leadership role influencing outcomes & execution on cross functional teams
• Up to 20% ability to travel within North America

Preferred Qualifications

• MBA preferred. 
• Proven track record of driving sales effectiveness and measurable performance improvement. 
• Experience in change management or leading organizational transformation initiatives. 
• Experience developing and implementing sales training and development programs. 
• Strong knowledge of CRM systems (e.g., Salesforce) and sales enablement tools. 
• Ability to work and collaborate cross-functionally across a global, matrixed organization. 
• Exceptional analytical and problem-solving skills with the ability to interpret data and make informed decisions. 
• Knowledge of the residential market and industry trends. 
• Outstanding communication, presentation, and interpersonal skills. 
• Strong problem-solving and decision-making abilities. 

Job Number: 30208440

Community / Marketing Title: Director, Light Commercial Distributor Sales Effectiveness

Location_formattedLocationLong: Florida, US