The Company
Varsity Brands is the leading school sports apparel and spirit products company in North America. The company is made up of two business units: (1) Varsity Spirit, which designs cheer uniforms, operates training camps and national competitions, and produces yearbooks; and (2) BSN Sports, which is the leading designer and distributor of customized sports uniforms and equipment in North America.
The mission of Varsity Brands is to empower young people by encouraging participation, recognizing achievement and building community and school spirit. The company has approximately $2.7 billion in annual revenue, 9,000 employees, and is headquartered in Farmers Branch, TX (northwest Dallas).
The Role
The Head of Sales Operations will leverage data & technology, including automation & AI, to continue evolving and strengthening sales operations capabilities within the BSN Sports business. Key accountabilities include supporting go-to-market strategy, customer segmentation, territory planning, pipeline management, forecasting, account planning and budgeting, resource alignment and optimization, performance management and communications.
Experience & Requirements
•At least ten (10) years of professional experience, with at least five (5) in commercial sales operations or sales force effectiveness functions and people leadership; field sales or direct commercial leadership experience is a plus.
•Experience with large, geographically dispersed, and multi-channel sales organizations; experience integrating inside sales and digital sales channels is a plus.
•Experience owning and implementing strategic and operational commercial processes (e.g., go-to-market strategy, customer segmentation and sales force design, value proposition, sales process and systems, account management and KPIs, compensation and incentive structures); experience leading sales training is a plus.
•Experience using automation and AI to drive efficiencies, enhance sales team effectiveness, and support field sales activities; taking a “tech-forward approach” to leadership.
•Experience in the collection, analysis, and delivery of large, multi-dimensional data sets and business insights.
•Experience with CRM implementation and adoption; experience managing and updating an enterprise level ‘scorecard’ for sales performance using advanced analytical tools.
•Strong business acumen and financial skillsets, with the ability to analyze and effectively interpret financial, sales, marketing, and customer information for effective decision making.
•Strong project / program implementation and management skills; experience with project management tools.
•Experiencing scaling and optimizing sales operations policies, processes & systems; capable of driving buy-in and change across a diverse set of internal stakeholders; collaborative and team-oriented.
•Polished executive presence and communication skills, including written, verbal and presentation skills; comfortable and credible with executive audiences and influencing without authority.
•A flexible, dynamic, self-demanding and proactive individual; able to motivate him/herself and others; able to work in a fast-paced, private-equity sponsored environment.
