[Hiring] Director of Sales Operations @Barry-Wehmiller

Role Description

The Director of Sales Operations is a senior commercial leader responsible for the systems, data, analytical discipline, planning processes, operating cadences, and administrative governance required to run the Machine Solutions Commercial Operating System. The role also leads the Inside Sales organization, including the distinct customer and channel models for After Market Parts and Sealing and Welding.

Reporting directly to the Chief Commercial Officer, this leader will convert commercial strategy into reliable execution by:

• Creating one governed source of truth
• Strengthening Salesforce adoption
• Translating the fiscal-year operating plan into territories and quotas
• Improving forecasting and reporting
• Administering bookings and compensation processes
• Building repeatable Inside Sales standard work

This is not a reporting-only role. The Director will be the operating backbone of the Commercial KATA—making the current condition visible, establishing standard work, coaching adoption, and using PDCA to improve the system.

Qualifications

• Minimum five years of progressive sales operations leadership experience, including accountability for a Sales Operations function or major Sales Operations disciplines.
• Demonstrated Inside Sales management experience, including direct leadership of customer-facing sellers and development of repeatable selling, coaching, and performance-management processes.
• Strong Salesforce administration and governance experience, including CRM design, data quality, reporting, dashboards, workflow adoption, and user enablement.
• Demonstrated experience with territory and quota planning, pipeline and forecast management, bookings reporting, compensation analysis, KPI governance, and executive reporting.
• Advanced analytical capability with the ability to translate complex commercial data into clear operating insight and practical action.
• Experience working cross-functionally with Sales, Marketing, Finance, Operations, Product Management or Product Line Leadership, Service, and Legal resources.
• Strong business judgment, financial acumen, written communication, process design, project leadership, and change-management skills.
• Bachelor’s degree in business, finance, analytics, operations, marketing, or a related field—or equivalent relevant experience.

Requirements

• Leadership experience in industrial manufacturing, capital equipment, engineered products, medical-device manufacturing, or another complex B2B commercial environment.
• Experience with licensed market databases such as Dun & Bradstreet and with target-account development, segmentation, or ABM support.
• Experience building pricing governance, contract-management workflows, commercial data architecture, or NPI launch reporting.
• Working knowledge of Lean, Kaizen, Toyota Kata, PDCA, or comparable continuous-improvement disciplines.
• Experience leading distributed or remote teams across multiple facilities, product lines, or geographies.

Benefits

• Very competitive compensation commensurate with experience.

Measures of Success

• Salesforce accurately reflects the current state of customers, opportunities, pipeline, forecasts, and next actions.
• Commercial leadership operates from consistent definitions, trusted reporting, and one governed source of truth.
• Territories, quotas, target accounts, compensation structures, and reporting remain aligned with the operating plan.
• Forecasts are evidence-based, historically measurable, and connected to S&OP.
• Bookings and compensation outcomes are accurately reconciled, transparent, and trusted.
• Commercial KATA KPI and NPI performance gaps are visible early enough to support coaching and corrective action.
• Inside Sales creates measurable pipeline, bookings, price realization, customer coverage, distributor performance, lead generation, and reliable cross-functional handoffs.
• Administrative complexity is reduced for sellers while commercial accountability and predictability increase.