Associate Director, Sales Operations & Strategy

Purpose of Job  

Reporting to the VP, Sales & Distribution, Personal Segment and working alongside senior sales management, the Associate Director, Sales Operations & Strategy is responsible for the development and implementation of sales force effectiveness strategy for both SFR Mortgage and Reverse Mortgage sales team., and Wealth Solutions (Advisor Deposits, Reverse Mortgage). The incumbent will be responsible for leading projects to grow and optimize our sales practice and improve our operational efficiency and overall productivity. 

As the Associate Director of Sales Operations & Strategy, you are a proactive and hands-on leader who serves as a strategic partner to the sales leadership team. This role leads the Sales Operations and administration team including Deposit Services, sales processes, and tools to drive sales force productivity. 

• Work in partnership with senior leadership in Sales to offer insights into the performance of the business and recommendations for improvement (KPIs, Productivity, Commission Administration, Communication, CRM, etc.) 

• Build & lead a high performing team, responsible for sales operations, reporting, sales productivity, and strategic analysis to enable our Sales teams to exceed their goals 

• Assisting in development of sales operational strategy and roadmaps for SFR Mortgage, and Reverse Mortgage Wealth Solutions (Deposits, Reverse Mortgage), including financial/experience justification, and overall design 

• Provides leadership to the sales organization and counsel to key stakeholders in implementing sales organization objectives that appropriately reflect our business goals 

• Drive planning and quota setting processes and related activities, working with cross-functional teams to build plans that align to corporate goals and strategy 

• Design, implement, and manage sales processes, leveraging best practices in establishing a high level of quality, accuracy, and process consistency across reporting, forecasting, quota setting and management, sales process optimization 

• Oversee the creation, accuracy, and efficient distribution of sales metrics, reports and other sales related business intelligence essential to the organization 

• Assist in the delivery of new products and features in the sales forces 

• Maintaining industry and competitive awareness, including identifying emerging issues and trends to inform decision-making 

• Breaks down strategic problems, and analyzes data and information to provide insights and recommendations 

• Actively contribute to the enhancement of business operations processes covering applications, data, reporting, field engagement and project/change management 

• Build strong relationships across field leadership and other cross-functional departments to influence decision making, drive process optimization and overall salesforce effectiveness 

• Work with internal partners to ensure tools and technology are optimized to meet the needs of a growing sales organization 

• As a leader of a team, the incumbent is responsible for the design, articulation and implementation of sales force operational strategy and roadmaps  

• Day-to-day support of sales teams, including monitoring and ensuring uptime and performance of CRM, and key databases (incl. commission administration) 

• Accountable for monthly business analytical package and related presentations (Mortgage, CSV, Deposits) 

• Drive and manage projects end to end 

• Maintaining awareness of industry developments and competitor offerings (CSV, Deposits, Mortgage, REM) 

• Ensure compliance with regulatory, legal requirements  

• Lead the sales operational team to ensure that capabilities are in-scope, on-time and of high quality  

• Translate directives and customer needs into backlog items. Serve as the primary source of external information for the project teams, offering clear definitions of the targeted capability, the intended value to the customer and functional/non-functional requirements 

• Assist in the development of sales operational roadmaps. Author, refine and approve backlog items and future improvements/iterations with clearly articulated acceptance criteria 

• Manage engagement with bank stakeholders and effectively communicate product release contents and expected product capabilities/customer journey  

• Facilitate problem solving on a day-today basis as required, working closely with development on implementation challenges 

• Coach team members and help with their development/desired outcomes as required