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Sales & Marketing
WD30050816215 Requisition #
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Director Sales Operations

What you will do

ShopperTrak, a part of Johnson Controls, helps retailers, malls, and entertainment venues around the globe understand when shoppers are coming through their doors, where they’re going, and how to make the most of that information. Our solutions increase traffic, conversation rates, and transaction size, ultimately leading to organic revenue growth.

ShopperTrak invented the business of counting analytics and continues to stay at the forefront of the industry. We continue to add technology, capabilities and expertise that help us accurately understand consumer behavior throughout the entire shopping lifecycle. We’re a retail analytics company, in the business of driving efficiency and profitability.

The Director of Sales Operations (DSO) is responsible for the overall productivity and effectiveness of the assigned sales organization. Reporting to the Vice President Sales the DSO also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported. Reporting directly to the DSO will be the Manager, Sales Operations and, eventually, sales support analyst(s)

The Director Sales Operations (DSO) leads support functions and plays an essential role in driving sales force productivity. Responsibilities include planning, reporting, quota setting and management, sales process optimization, sales job design, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force talent.

How you will do it


  • Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement.
  • Coordinates sales forecasting, planning, and budgeting processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the firm.
  • Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.
  • Works to ensure all sales organization objectives are assigned in a timely fashion.
  • Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed. 
  • Implements enabling technologies, including CRM, to field sales teams. Monitors the assigned sales organization’s compliance with required standards for maintaining CRM data.
  • Works closely with Finance, Operations and Marketing to create systems that support the ongoing accuracy and effectiveness of CRM database
  • Achievement of sales, profit, and strategic objectives for the business unit supported.
  • Accountable for the on-time implementation of sales organization quotas and performance objectives.
  • Accountable for the thorough implementation of sales organization-impacting initiatives.
  • Responsible for the efficient allocation of technology, support, and training resources impacting the sales organization.
  • Accountable for accurate and on-time reporting essential for sales organization effectiveness.
  • Achievement of strategic objectives defined by company management.
Organizational Alignment
  • Reports to the Vice President Sales.
  • May directly manage a support staff made up of Administrative Specialists, Sales Operations Coordinators, or Analysts.
  • Directs the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed, coordinating with the appropriate management-level supervisors.
  • Fosters close, cooperative relationships with peer leaders, sales management, and sales and support personnel.

What we look for


  1. Four year college degree from an accredited institution in business, marketing, sales management or related field
  2. 8-10 years sales or sales management experience in a business-to-business sales environment.
  3. Minimum of 5 years’ experience in Sales Operations and Sales enablement role
  4. Extensive experience in a SaaS, subscription, or managed service sales environment.
  5. Extensive knowledge of Salesforce.com CRM platform and Pardot Marketing Automation platform
  6. Demonstrated proficiency managing analytically rigorous initiatives.
  7. General Business Acumen (Ability to read balance sheet, understand cash flow statements, prepare ROI calculations)
  8. Project management – ability to interact with stakeholders from multiple departments with competing priorities and see projects through to completion
  9. Advanced Salesforce.com/Excel/Powerpoint/Access skills
  10. Interest in learning Customer Relationship Management best practices from a sales and marketing standpoint including researching best practices and evaluating leading software tools to determine an optimal CRM software stack. 
  11. Advanced writing skills
  12. Strong social skills, great customer service and follow up skills.
  13. Desire to manage and improve systems, methods and technologies associated with sales, inventory and supply.
Who we are

At Johnson Controls, we’re shaping the future to create a world that’s safe, comfortable and sustainable. Our global team creates innovative, integrated solutions to make cities more connected, buildings more intelligent and vehicles more efficient. We are passionate about improving the way the world lives, works and plays. The future requires bold ideas, an entrepreneurial mind-set and collaboration across boundaries. You need a career focused on tomorrow. Tomorrow needs you.

Johnson Controls is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. If you are an individual with a disability and you need an accommodation during the application process please email SpecialAccommodations@Tyco.com

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