Director of Sales Operations - Bulk Residential Division

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    "description_html": "<p><strong>Director of Sales Operations – Bulk Residential Division</strong></p><p><br></p><p><strong>Reports To:</strong> SVP, Community Solutions</p><p><strong>Department:</strong> Bulk Residential Sales &amp; Engineering</p><p><strong>Status</strong>: Full Time/Exempt</p><p><strong>Location: </strong>Florida (Hybrid / Office-Based with Field Support)</p><p><strong>Level:</strong> Director</p><p>________________________________________</p><p><strong>Overview</strong></p><p>The Director of Sales Operations acts as the operational command center and “mini-CEO” of the Bulk Residential sales organization. This individual ensures that all systems, data, reporting, and performance tracking function seamlessly across the sales team.</p><p>They will own Salesforce administration and automation, ensuring accuracy of data, visibility into KPIs, and continuous improvement of sales workflows. The role requires both analytical rigor and operational foresight — understanding where each opportunity stands, forecasting results, and helping the Director of Bulk Sales and Fiber Sales Engineer make data-driven decisions that accelerate revenue.</p><p>________________________________________</p><p><strong>Key Responsibilities &amp; Estimated Weekly Time Allocation</strong></p><p>________________________________________</p><ol><li><em>Salesforce Administration &amp; Automation&nbsp;</em></li></ol><ul><li>Serve as primary Salesforce administrator for the Bulk Residential division — maintaining user permissions, fields, workflows, reports, and dashboards.</li><li>Build automated lead routing and opportunity workflows that assign, track, and notify reps of required follow-ups.</li><li>Maintain data integrity, ensuring duplicates are removed, property names are standardized, and account hierarchies are clean.</li><li>Develop and manage drip campaigns, reminders, and task automation tied to the sales process.</li><li>Partner with IT to deploy new Salesforce functionality and integrations (e.g., Marketing Cloud, GIS overlays).</li><li>Create real-time dashboards for:</li></ul><p>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;- SVP, Community Solutions (team pipeline, rep activity, proposal velocity)</p><p>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;- Sales reps (personal pipelines, pending follow-ups, proposal deadlines)</p><p>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;- Leadership (weekly and quarterly summary dashboards)</p><p>________________________________________</p><p><br></p><p>2. <em>Sales Performance &amp; KPI Tracking&nbsp;</em></p><ul><li>Actively monitor team productivity — number of meetings, proposals generated, signed contracts, and total units in pipeline.</li><li>Maintain rolling weekly and monthly KPIs by rep, region, and opportunity stage.</li><li>Forecast pipeline conversion ratios (meeting ? proposal ? contract ? install).</li><li>Identify gaps early — alert management when proposal volume or meeting cadence falls behind target.</li><li>Develop and maintain a “rep scorecard system” that quantifies activity, accuracy, and close rate for performance coaching.</li><li>Collaborate with the Fiber Sales Engineer to align pricing approval cycle times with sales output targets.</li></ul><p>________________________________________</p><p><br></p><p>3.<em> Reporting, Analytics, &amp; Executive Dashboards</em>&nbsp;</p><ul><li>Build and deliver reports for leadership on:</li></ul><p>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;-Total active opportunities by stage and dollar value</p><p>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;-Proposal turnaround time</p><p>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;-Unit counts and revenue by territory</p><p>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;-Sales cycle time and trends</p><ul><li>Manage weekly reports summarizing performance trends, identifying high-performing reps, and recommending adjustments.</li><li>Create and maintain Power BI or Tableau dashboards (if integrated) to visualize market penetration, unit expansion, and network adjacency results.</li><li>Maintain an archive of KPI and pipeline reports for historical trend tracking.</li></ul><p>________________________________________</p><p><br></p><p>4. <em>Sales Planning, Forecasting &amp; Territory Management</em>&nbsp;</p><p>Support the SVP, Community Solutions in territory planning and assignments, ensuring fair distribution of accounts and balanced opportunity load.</p><ul><li>Manage territory segmentation by geography, unit size, and network readiness.</li><li>Track proposal aging and prioritize high-probability opportunities.</li><li>Conduct quarterly reviews to recommend account reallocation based on performance and new builds.</li><li>Maintain alignment between the Salesforce pipeline and the Fiber Sales Engineer’s Rapid Pricing data.</li></ul><p>________________________________________</p><p><br></p><p>5. <em>Sales Process Optimization &amp; Policy Governance&nbsp;</em></p><ul><li>Standardize the sales process workflow, from lead generation ? opportunity ? proposal ? contract ? handoff.</li><li>Create and maintain SOPs (Standard Operating Procedures) for data entry, documentation, and proposal tracking.</li><li>Ensure all reps follow defined naming conventions, data fields, and approval routes.</li><li>Design and maintain automated alerts and reminders for key milestones:</li></ul><p>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;-Contract expiration notices</p><p>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;-Pending proposal aging past 30 days</p><p>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;-Uncontacted leads after events</p><ul><li>Conduct quarterly system audits and deliver “clean-up” recommendations.</li></ul><p>________________________________________</p><p><br></p><p>6. <em>Collaboration &amp; Leadership Support&nbsp;</em></p><ul><li>Work directly with the Bulk Marketing Manager to ensure campaign data is loaded, tracked, and converted to leads in Salesforce.</li><li>Partner with the Fiber Sales Engineer to ensure costed projects are correctly mapped and approved in Salesforce.</li><li>Prepare materials for internal leadership meetings — weekly scorecards, sales dashboards, and executive summaries.</li><li>Act as point of contact for cross-department reporting requests (Finance, Construction, Network).</li><li>Lead training sessions for new sales hires on CRM usage, reporting tools, and process compliance.</li></ul><p>________________________________________</p><p><br></p><p>7.<em> Strategic Foresight &amp; Continuous Improvement&nbsp;</em></p><ul><li>Analyze performance trends to anticipate resource or pipeline needs three months ahead of target.</li><li>Proactively recommend new automation, workflows, or tools to improve sales velocity.</li><li>Evaluate CRM usage metrics and adoption rates, proposing refinements.</li><li>Monitor competitive intelligence: track bulk sales activity by market, competitor presence, and pricing trends.</li><li>Provide feedback loops to marketing and leadership to optimize event ROI and campaign targeting.</li></ul><p>________________________________________</p><p><br></p><p><strong>Skills &amp; Qualifications</strong></p><ul><li>5+ years of sales operations or revenue enablement experience (telecom, broadband, or SaaS preferred)</li><li>Deep expertise in Salesforce CRM (Admin-level) and reporting dashboards</li><li>Strong Excel/Power BI data modeling and analytics capabilities</li><li>Exceptional organizational, project management, and communication skills</li><li>Understanding of end-to-end sales cycles, from lead generation to close</li><li>Demonstrated ability to work cross-functionally between sales, marketing, and engineering teams</li><li>Bachelor’s degree in Business, Marketing, or Data Analytics preferred</li><li>Salesforce Admin certification strongly preferred</li><li>Must be able to pass criminal, MVR, and drug testing</li></ul><p><br></p><p><strong>Other Duties: </strong>Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.</p><p><br></p><p>Summit Broadband is a tobacco and drug free workplace.</p><p><br></p><p><em>Summit Broadband, Inc. is an Equal Opportunity Employer and participates in the E-Verify program.</em></p><p><br></p>",
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      "description": "<p>Description</p><p><strong>Director of Sales Operations – Bulk Residential Division</strong></p><p><br/></p><p><strong>Reports To:</strong> SVP, Community Solutions</p><p><strong>Department:</strong> Bulk Residential Sales & Engineering</p><p><strong>Status</strong>: Full Time/Exempt</p><p><strong>Location: </strong>Florida (Hybrid / Office-Based with Field Support)</p><p><strong>Level:</strong> Director</p><p>________________________________________</p><p><strong>Overview</strong></p><p>The Director of Sales Operations acts as the operational command center and “mini-CEO” of the Bulk Residential sales organization. This individual ensures that all systems, data, reporting, and performance tracking function seamlessly across the sales team.</p><p>They will own Salesforce administration and automation, ensuring accuracy of data, visibility into KPIs, and continuous improvement of sales workflows. The role requires both analytical rigor and operational foresight — understanding where each opportunity stands, forecasting results, and helping the Director of Bulk Sales and Fiber Sales Engineer make data-driven decisions that accelerate revenue.</p><p>________________________________________</p><p><strong>Key Responsibilities & Estimated Weekly Time Allocation</strong></p><p>________________________________________</p><ol><li><em>Salesforce Administration & Automation </em></li></ol><ul><li>Serve as primary Salesforce administrator for the Bulk Residential division — maintaining user permissions, fields, workflows, reports, and dashboards.</li><li>Build automated lead routing and opportunity workflows that assign, track, and notify reps of required follow-ups.</li><li>Maintain data integrity, ensuring duplicates are removed, property names are standardized, and account hierarchies are clean.</li><li>Develop and manage drip campaigns, reminders, and task automation tied to the sales process.</li><li>Partner with IT to deploy new Salesforce functionality and integrations (e.g., Marketing Cloud, GIS overlays).</li><li>Create real-time dashboards for:</li></ul><p>           - SVP, Community Solutions (team pipeline, rep activity, proposal velocity)</p><p>           - Sales reps (personal pipelines, pending follow-ups, proposal deadlines)</p><p>           - Leadership (weekly and quarterly summary dashboards)</p><p>________________________________________</p><p><br/></p><p>2. <em>Sales Performance & KPI Tracking </em></p><ul><li>Actively monitor team productivity — number of meetings, proposals generated, signed contracts, and total units in pipeline.</li><li>Maintain rolling weekly and monthly KPIs by rep, region, and opportunity stage.</li><li>Forecast pipeline conversion ratios (meeting ? 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opportunity ? proposal ? contract ? handoff.</li><li>Create and maintain SOPs (Standard Operating Procedures) for data entry, documentation, and proposal tracking.</li><li>Ensure all reps follow defined naming conventions, data fields, and approval routes.</li><li>Design and maintain automated alerts and reminders for key milestones:</li></ul><p>            -Contract expiration notices</p><p>            -Pending proposal aging past 30 days</p><p>            -Uncontacted leads after events</p><ul><li>Conduct quarterly system audits and deliver “clean-up” recommendations.</li></ul><p>________________________________________</p><p><br/></p><p>6. <em>Collaboration & Leadership Support </em></p><ul><li>Work directly with the Bulk Marketing Manager to ensure campaign data is loaded, tracked, and converted to leads in Salesforce.</li><li>Partner with the Fiber Sales Engineer to ensure costed projects are correctly mapped and approved in Salesforce.</li><li>Prepare materials for internal leadership meetings — weekly scorecards, sales dashboards, and executive summaries.</li><li>Act as point of contact for cross-department reporting requests (Finance, Construction, Network).</li><li>Lead training sessions for new sales hires on CRM usage, reporting tools, and process compliance.</li></ul><p>________________________________________</p><p><br/></p><p>7.<em> Strategic Foresight & Continuous Improvement </em></p><ul><li>Analyze performance trends to anticipate resource or pipeline needs three months ahead of target.</li><li>Proactively recommend new automation, workflows, or tools to improve sales velocity.</li><li>Evaluate CRM usage metrics and adoption rates, proposing refinements.</li><li>Monitor competitive intelligence: track bulk sales activity by market, competitor presence, and pricing trends.</li><li>Provide feedback loops to marketing and leadership to optimize event ROI and campaign targeting.</li></ul><p>________________________________________</p><p><br/></p><p><strong>Skills & Qualifications</strong></p><ul><li>5+ years of sales operations or revenue enablement experience (telecom, broadband, or SaaS preferred)</li><li>Deep expertise in Salesforce CRM (Admin-level) and reporting dashboards</li><li>Strong Excel/Power BI data modeling and analytics capabilities</li><li>Exceptional organizational, project management, and communication skills</li><li>Understanding of end-to-end sales cycles, from lead generation to close</li><li>Demonstrated ability to work cross-functionally between sales, marketing, and engineering teams</li><li>Bachelor’s degree in Business, Marketing, or Data Analytics preferred</li><li>Salesforce Admin certification strongly preferred</li><li>Must be able to pass criminal, MVR, and drug testing</li></ul><p><br/></p><p><strong>Other Duties: </strong>Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.</p><p><br/></p><p>Summit Broadband is a tobacco and drug free workplace.</p><p><br/></p><p><em>Summit Broadband, Inc. is an Equal Opportunity Employer and participates in the E-Verify program.</em></p><p><br/></p>",
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