Sales Excellence Specialist

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About Growth Calculus

Growth Calculus is a different kind of investment firm. We infuse growth capital and hands-on consulting expertise to catapult growth and achieve new levels of valuation. The founders are successful business operators and consultants who know how to help entrepreneurs overcome challenges that impede growth.

We’re growing our team of consultants to work with our Service Evolution Fund portfolio companies to plan and execute growth strategies for accelerated results. These privately held companies are not startups – they have been successfully operating for years with revenues up to $30MM. They are specialized marketing services companies in the U.S. or Canada with an opportunity to productize internal/external capabilities leveraging data, analytics and/or technology for greater scale and growth trajectories. See more about Growth Calculus and the companies we work with at www.GrowthCalculus.com. (Note: URL included for easy reference if shared)

About the role

The Sales Excellence Sr. Consultant plays a vital role in scaling and growing our portfolio companies. This Consultant drives step change gains in sales force productivity and effectiveness. The person will quickly assess each client’s current sales operations to diagnose and remedy the most meaningful areas for improvement to drive sales north. Your advice and hands-on work with our clients will help their sales teams win at each stage of the customer’s buying process, ultimately earning more sales, faster.

This is a great opportunity for someone who likes to build and fix sales teams and processes, with a variety of new challenges. Instead of working on the finer points years in with the same sales force in a typical corporation, you’ll have the opportunity to quickly assess and establish tier 1, 2, 3 priorities for multiple businesses and sales teams simultaneously. You’ll work in partnership with the client company CEOs and the managing partners of Growth Calculus on how sales effectiveness fits in the strategic growth plan.

Responsibilities

Work with Portfolio Company executives and internal teams to:

  • Assess current sales effectiveness and operations relative to best practices
  • Identify and implement programs to improve sales force effectiveness. These may include:
    • Sales messaging and materials

    • Sales process optimization
    • Sales team training
    • Sales compensation design
    • Sales team design (role, structure, territory definition, governance)
    • Sales team hiring practices
    • Sales team metrics and dashboards
    • Balancing outbound vs. inbound leads; use of inside sales
    • RFP/RFI approach and processes
  • Estimate potential (and actual) impact of programs relative to time and effort investment required
  • Outline sales initiative playbooks/roadmaps, turbo-charge the team to undertake them and monitor progress, tuning approaches along the way to ensure results
  • Ensure effective, regular two-way communication with appropriate teams regarding sales team effectiveness, opportunities and progress
  • Augment team’s approaches by sharing best practices in sales operations

Beyond direct client work, this role also involves helping with due diligence and creating intellectual property for Growth Calculus. For example:

  • Assist in sales-related due diligence: data requirements, interviews, analysis
  • Create/refine playbooks the team uses for driving greater sales team effectiveness with clients
  • Write or contribute to articles Growth Calculus utilizes for thought leadership/content marketing

Finding the right fit – how we work

It’s important to find the right cultural fit and lifestyle fit. Here’s some info we thought you’d find helpful in considering if this opportunity is right for you.

  • Unrelenting focus on growth and value – pragmatically work on what matters and will yield the result desired
  • Share an innovation mindset – incorporating new ideas as well as known approaches in new ways
  • Work independently and as part of a small, growing team of experts – where each person confidently and competently brings their knowledge and expertise in their field
  • Work across a small portfolio of clients simultaneously, with a hands-on approach to guide their and our success
  • Bring your authentic self – no political navigating, no corporate B.S.; real people doing great work with hand-picked clients that show promising upside

Locations/travel

  • Growth Calculus is in NY/NJ and Bozeman, Montana
    • Slight preference for candidates to be in the New York city area
    • Open to other U.S. locations for candidates who have previously demonstrated superior ability to work remotely
  • Our clients are throughout the U.S. and Canada. We do not have dedicated desks at our client sites – we travel to client sites with purpose/meetings to accomplish. Time spent on-site with clients will vary by stage of the relationship, too. Assume about 2-3 trips per month or about 30-50% travel

Candidate profile – skills & qualifications

  • Must be eligible to work in the U.S.; no visa sponsorship
  • Minimum 10 years’ relevant experience in similar roles
    • Able to quickly earn the trust of CEOs by assessing and identifying opportunity areas

    • Must know your stuff and be able to guide clients
  • Bachelor’s degree required
  • Must be an expert in sales excellence. Showcase examples of how you’ve driven measured gains in areas from the role description above – proven track record required
  • Assertively manages client relationships
  • Skilled in working with cross-functional teams (i.e., sales, marketing, finance, product) to drive transformational initiatives
  • Strong analytical and quantitative skills and applying them to tee up data-informed, logical decisions for smart investments
  • Able to be highly productive in a variety of company cultures
  • Great communicator. Readily uses frameworks to crystallize thinking and share ideas

We’re even open to highly available contractors, rather than just full-time employees. Just let us know if that’s your situation.

Apply!

Join our growing team! Interesting and interested people, please apply: jobs@GrowthCalculus.com. Include a note about your impact in transforming the effectiveness of a sales team along with your resume/CV. Thanks!

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