Director Sales Operations

• Develop and publish all reporting and dashboards related to sales performance, revenue reconciliation and client performance to meet the ongoing needs of the market.
• Conducts analysis of actual to budgeted results for Client & Business Development
• Establish consistent CRM processes, practices, and data governance to support the execution of the sales cycle.
• Provides Salesforce administration support and training through maintaining and updating information, while ensuring accuracy of our CRM
• Assists Sales Leadership with monitoring sales pipeline efforts to help minimize barriers, identify gaps, forecast conversion rates, and potential cross-selling opportunities
• Directs and coordinates with the Business Development Lead during the RFI/RFP process, incorporates strategy development, critical thinking, and pricing in collaboration with relevant Crawford stakeholders.
• Contributes to the development of sales presentations and proposals to drive client acquisition and retention
• Establish and facilitate our lead generation and triage process
• Promotes and coordinates the implementation of new accounts through effective coordination with the onboarding team as needed
• Promotes and coordinates the onboarding and training of new team members.
• Research and coordinate sales automation efforts (AI) to accelerate and enhance the sales cycle
• Represents Client & Business Development in corporate initiatives and shared services committees within the home office as assigned.
• Support market events and thought leadership efforts with marketing as needed.
• Contributes to researching and collecting market and client conditions, trends, and competition.
• Ensures interdepartmental reporting is completed correctly and timely
• Performs other duties as assigned.
• Upholds the Crawford Code of Conduct.

• Bachelor Degree, preferably in Business Administration, Risk Management, Insurance or a related discipline.
• Ten years of related experience in sales operations roles.
• Previous experience with the use and analytics of CRM platforms.
• Previous experience with revenue analysis and the use of supporting software tools.
• Previous experience managing or working in a matrix sales structure.
• Previous experience in direct employee management.
• Previous experience with delivery of claims handling services or supervising those that do.
• Strong leadership skills to support ongoing sales performance, provide analysis and insight to support revenue achieving goals.
• Communication skills for effective verbal and written communications with sales teams, collaborating departments and upper management.
• Advanced analytical and problem-solving skills to identify opportunities for sales process improvements and develop and implement new strategies.
• Experience with sales tech stack management, including Salesforce, sales enablement, forecasting, reporting, and analytical tools.
• Ability to communicate analysis findings and recommendations clearly and persuasively to different stakeholders including Operations, Sales Leaders, Business Development, and Data Management Team
• Financial skills and business acumen to understand sales forecasts and revenue recognition.
• Ability to solicit and incorporate feedback and input from stakeholders to foster a culture of trust and transparency.
• Ability to demonstrate and promote a growth mindset, a customer-centric attitude, and a continuous improvement approach.
• Ability to reason strategically and holistically about the sales organization and its goals.
• Research and reporting skills to analyze sales data and consumer trends to create sales forecasts and other relevant data points.
• Position may require travel, some of which may be overnight. Additional sales training may be required from time to time
• Must complete continuing education requirements as outlined by Crawford Educational Services

#LI-EM3 #LI-REMOTE

• Pay and incentive plans that recognize performance excellence
• Benefit programs that empower financial, physical, and mental wellness
• Training programs that promote continuous learning and career progression while enhancing job performance
• Sustainability programs that give back to the communities in which we live and work
• A culture of respect, collaboration, entrepreneurial spirit and inclusion