Director of Sales Operations - Bulk Residential Division

Description

Director of Sales Operations – Bulk Residential Division

Reports To: SVP, Community Solutions

Department: Bulk Residential Sales & Engineering

Status: Full Time/Exempt

Location: Florida (Hybrid / Office-Based with Field Support)

Level: Director

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Overview

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.

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.

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Key Responsibilities & Estimated Weekly Time Allocation

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1. Salesforce Administration & Automation 

• Serve as primary Salesforce administrator for the Bulk Residential division — maintaining user permissions, fields, workflows, reports, and dashboards.
• Build automated lead routing and opportunity workflows that assign, track, and notify reps of required follow-ups.
• Maintain data integrity, ensuring duplicates are removed, property names are standardized, and account hierarchies are clean.
• Develop and manage drip campaigns, reminders, and task automation tied to the sales process.
• Partner with IT to deploy new Salesforce functionality and integrations (e.g., Marketing Cloud, GIS overlays).
• Create real-time dashboards for:

           - SVP, Community Solutions (team pipeline, rep activity, proposal velocity)

           - Sales reps (personal pipelines, pending follow-ups, proposal deadlines)

           - Leadership (weekly and quarterly summary dashboards)

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2. Sales Performance & KPI Tracking 

• Actively monitor team productivity — number of meetings, proposals generated, signed contracts, and total units in pipeline.
• Maintain rolling weekly and monthly KPIs by rep, region, and opportunity stage.
• Forecast pipeline conversion ratios (meeting ? proposal ? contract ? install).
• Identify gaps early — alert management when proposal volume or meeting cadence falls behind target.
• Develop and maintain a “rep scorecard system” that quantifies activity, accuracy, and close rate for performance coaching.
• Collaborate with the Fiber Sales Engineer to align pricing approval cycle times with sales output targets.

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3. Reporting, Analytics, & Executive Dashboards 

• Build and deliver reports for leadership on:

            -Total active opportunities by stage and dollar value

            -Proposal turnaround time

            -Unit counts and revenue by territory

            -Sales cycle time and trends

• Manage weekly reports summarizing performance trends, identifying high-performing reps, and recommending adjustments.
• Create and maintain Power BI or Tableau dashboards (if integrated) to visualize market penetration, unit expansion, and network adjacency results.
• Maintain an archive of KPI and pipeline reports for historical trend tracking.

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4. Sales Planning, Forecasting & Territory Management 

Support the SVP, Community Solutions in territory planning and assignments, ensuring fair distribution of accounts and balanced opportunity load.

• Manage territory segmentation by geography, unit size, and network readiness.
• Track proposal aging and prioritize high-probability opportunities.
• Conduct quarterly reviews to recommend account reallocation based on performance and new builds.
• Maintain alignment between the Salesforce pipeline and the Fiber Sales Engineer’s Rapid Pricing data.

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5. Sales Process Optimization & Policy Governance 

• Standardize the sales process workflow, from lead generation ? opportunity ? proposal ? contract ? handoff.
• Create and maintain SOPs (Standard Operating Procedures) for data entry, documentation, and proposal tracking.
• Ensure all reps follow defined naming conventions, data fields, and approval routes.
• Design and maintain automated alerts and reminders for key milestones:

            -Contract expiration notices

            -Pending proposal aging past 30 days

            -Uncontacted leads after events

• Conduct quarterly system audits and deliver “clean-up” recommendations.

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6. Collaboration & Leadership Support 

• Work directly with the Bulk Marketing Manager to ensure campaign data is loaded, tracked, and converted to leads in Salesforce.
• Partner with the Fiber Sales Engineer to ensure costed projects are correctly mapped and approved in Salesforce.
• Prepare materials for internal leadership meetings — weekly scorecards, sales dashboards, and executive summaries.
• Act as point of contact for cross-department reporting requests (Finance, Construction, Network).
• Lead training sessions for new sales hires on CRM usage, reporting tools, and process compliance.

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7. Strategic Foresight & Continuous Improvement 

• Analyze performance trends to anticipate resource or pipeline needs three months ahead of target.
• Proactively recommend new automation, workflows, or tools to improve sales velocity.
• Evaluate CRM usage metrics and adoption rates, proposing refinements.
• Monitor competitive intelligence: track bulk sales activity by market, competitor presence, and pricing trends.
• Provide feedback loops to marketing and leadership to optimize event ROI and campaign targeting.

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Skills & Qualifications

• 5+ years of sales operations or revenue enablement experience (telecom, broadband, or SaaS preferred)
• Deep expertise in Salesforce CRM (Admin-level) and reporting dashboards
• Strong Excel/Power BI data modeling and analytics capabilities
• Exceptional organizational, project management, and communication skills
• Understanding of end-to-end sales cycles, from lead generation to close
• Demonstrated ability to work cross-functionally between sales, marketing, and engineering teams
• Bachelor’s degree in Business, Marketing, or Data Analytics preferred
• Salesforce Admin certification strongly preferred
• Must be able to pass criminal, MVR, and drug testing

Other Duties: 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.

Summit Broadband is a tobacco and drug free workplace.

Summit Broadband, Inc. is an Equal Opportunity Employer and participates in the E-Verify program.