Director of Sales Operations

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Barry-Wehmiller

WebsiteLinkedInAll Job Openings

10,000+ employees

🍽️ Food & Beverage

🏥 Healthcare

📦 Logistics

Food & Beverage • Healthcare • Logistics

Barry-Wehmiller is an industrial manufacturing conglomerate headquartered in St. Louis, Missouri, founded in 1885. The company focuses on packaging equipment and solutions, providing capabilities in corrugating, sheeting, and paper processing, as well as industrial services such as engineering and IT consulting. With a strong emphasis on people-centered leadership and company culture, Barry-Wehmiller is dedicated to creating a positive impact on both their employees and the wider community through training, consulting, and investment initiatives.

📋 Description

• Lead the Sales Operations and Inside Sales teams, establish priorities, clarify decision rights, allocate capacity, coach performance, and build a culture of continuous improvement • Own the integrity of commercial infrastructure, data, processes, reporting, controls, and documentation • Translate commercial strategy and process changes into systems, workflows, reporting, training, and operating cadences • Administer and govern Salesforce as the commercial system of record • Align Salesforce workflows, required fields, dashboards, and reports with the Machine Solutions Sales Process • Improve CRM hygiene, data completeness, source attribution, account ownership, user adoption, training, and decision support • Govern customer master data, account hierarchies, seller and territory structures, product-line definitions, calculation logic, and the commercial data dictionary • Connect Salesforce with quoting, order-management, Finance, compensation, and external market-data sources • Translate the fiscal-year bookings plan into regional, territory, seller, and product-line expectations • Lead territory design, quota analysis, capacity modeling, scenario analysis, plan deployment, and version control • Develop and maintain territory-level customer and prospect lists using Dun & Bradstreet and other approved sources • Support segmentation, account tiering, whitespace analysis, ABM account selection, outbound prospecting, NPI launches, and GTS engagement • Produce monthly commercial reporting covering bookings, pipeline, coverage, source attribution, phase distribution, aging, quoting, conversion, forecast accuracy, NPI performance, and Commercial KATA KPIs • Govern monthly forecasting, consolidate opportunity commitments, preserve forecast history, and support S&OP planning • Lead quarterly bookings reconciliation with Finance • Administer and analyze commercial compensation plans, quotas, bookings credit, attainment, accelerators, contests, exceptions, and reconciliation • Own Commercial KATA KPI definitions, reporting logic, recurring analysis, target-condition tracking, and abnormal-condition visibility • Administer the Commercial Launch Plan & Tracker and report NPI pipeline and launch metrics • Build standard work, role clarity, workflows, cadences, KPIs, training, and adoption for After Market Parts and Sealing and Welding Inside Sales • Build proactive installed-base coverage, upselling, cross-selling, replenishment, quoting, quote follow-up, and recurring-revenue discipline • Establish prospecting blocks using machine age, placement, service history, and replacement patterns • Govern pricing, discount authority, exceptions, and price realization • Lead distributor segmentation, onboarding, coverage, opportunity visibility, forecasting, enablement, and performance management • Define lead and opportunity ownership across distributors and commercial resources • Manage distributor and customer agreement workflows, including intake, review, approval routing, renewals, deviations, retention, and obligation visibility • Liaise with Marketing on sales enablement, campaigns, messaging, training, competitive intelligence, launches, lead follow-up, and field adoption • Partner with Commercial, Finance, Product Line Leadership, Operations, and Legal on pricing governance and contracting standard work • Maintain controlled procedures, reporting instructions, calendars, data definitions, job aids, training, and version history • Lead onboarding and continuing education for Salesforce, forecasting, reporting, territory planning, compensation administration, and commercial standard work • Protect sensitive commercial information through role-based access, controlled distribution, approvals, and separation of duties • Measure adoption, identify user issues, retire obsolete reports and processes, and standardize before automating

🎯 Requirements

• Minimum five years of progressive sales operations leadership experience, including accountability for a Sales Operations function or major Sales Operations disciplines • Demonstrated Inside Sales management experience, including direct leadership of customer-facing sellers and development of repeatable selling, coaching, and performance-management processes • Strong Salesforce administration and governance experience, including CRM design, data quality, reporting, dashboards, workflow adoption, and user enablement • Experience with territory and quota planning, pipeline and forecast management, bookings reporting, compensation analysis, KPI governance, and executive reporting • Advanced analytical capability translating complex commercial data into clear operating insight and practical action • Cross-functional experience with Sales, Marketing, Finance, Operations, Product Management or Product Line Leadership, Service, and Legal • Strong business judgment, financial acumen, written communication, process design, project leadership, and change-management skills • Bachelor’s degree in business, finance, analytics, operations, marketing, or a related field—or equivalent relevant experience • Preferred: leadership experience in industrial manufacturing, capital equipment, engineered products, medical-device manufacturing, or another complex B2B commercial environment • Preferred: experience with Dun & Bradstreet and target-account development, segmentation, or ABM support • Preferred: experience building pricing governance, contract-management workflows, commercial data architecture, or NPI launch reporting • Preferred: working knowledge of Lean, Kaizen, Toyota Kata, PDCA, or comparable continuous-improvement disciplines • Preferred: experience leading distributed or remote teams across multiple facilities, product lines, or geographies • Must be able to comply with applicable pre-employment screening requirements, including possible drug screening, reference checks, employment verifications, background screening, and/or skills assessments

🏖️ Benefits

• Compensation very competitive and commensurate with experience • Reasonable accommodations during the interview process • Equal opportunity employment • Pre-employment screening may include drug screening, reference checks, employment verifications, background screening and/or skills assessments