The Role
The Director of Sales Operations will enhance sales performance, manage processes, and provide insights for strategic growth in the US Sales organization.
Summary Generated by Built In
📢 We're Hiring: Director Sales Operations
Crawford & Company is seeking a dynamic, strategic, and data‑driven Director of Sales Operations to elevate sales performance, optimize processes, and fuel the growth of our US Sales organization. 🚀
Why Join Crawford and Company?
💻 Offers Work From Home Position
🧘 Excellent Crawford Benefits Supporting Financial, Physical & Mental Wellness
🤝 Generous Employee Referral Bonus Program
🛍️ Access to Multiple Employee Discounts
Crawford & Company is seeking a dynamic, strategic, and data‑driven Director of Sales Operations to elevate sales performance, optimize processes, and fuel the growth of our US Sales organization. 🚀
Why Join Crawford and Company?
💻 Offers Work From Home Position
🧘 Excellent Crawford Benefits Supporting Financial, Physical & Mental Wellness
🤝 Generous Employee Referral Bonus Program
🛍️ Access to Multiple Employee Discounts
💼 Role Overview:
The Director of Sales Operations will directly support the go‑to‑market strategy for the US Sales organization.
✅ Drive Sales Performance & Process Optimization: Contributes to setting and executing performance objectives for sales and leadership teams, while optimizing sales processes through automation, business compliance, operational model adherence, and evaluation of new sales technologies.
✅ Lead Analytics, Reporting, & Business Insights: Leverages strong analytical skills to deliver data insights, dashboards, and reporting that measure sales productivity, support revenue reconciliation, and enable budget and forecasting needs for segment and operations leaders.
✅ Facilitate Client Deliverables & Cross‑Functional Collaboration: Serves as lead facilitator for creating key client deliverables—presentations, proposals, RFIs/RFPs, and reporting—by partnering closely with sales, marketing, and other business units.
✅ Own CRM Governance & Market Intelligence: Acts as the Salesforce SME ensuring data integrity and process governance, while obtaining and publishing voice‑of‑customer insights and broader market intelligence; success is defined by enabling the sales team in achieving revenue growth goals.
Apply Now and take the next step in advancing your career!
✅ Drive Sales Performance & Process Optimization: Contributes to setting and executing performance objectives for sales and leadership teams, while optimizing sales processes through automation, business compliance, operational model adherence, and evaluation of new sales technologies.
✅ Lead Analytics, Reporting, & Business Insights: Leverages strong analytical skills to deliver data insights, dashboards, and reporting that measure sales productivity, support revenue reconciliation, and enable budget and forecasting needs for segment and operations leaders.
✅ Facilitate Client Deliverables & Cross‑Functional Collaboration: Serves as lead facilitator for creating key client deliverables—presentations, proposals, RFIs/RFPs, and reporting—by partnering closely with sales, marketing, and other business units.
✅ Own CRM Governance & Market Intelligence: Acts as the Salesforce SME ensuring data integrity and process governance, while obtaining and publishing voice‑of‑customer insights and broader market intelligence; success is defined by enabling the sales team in achieving revenue growth goals.
Apply Now and take the next step in advancing your career!
- 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
About UsWhy Crawford?Because a claim is more than a number — it’s a person, a child, a friend. It’s anyone who looks to Crawford on their worst days. And by helping to restore their lives, we are helping to restore our community – one claim at a time.
At Crawford, employees are empowered to grow, emboldened to act and inspired to innovate. Our industry-leading team pioneers new solutions for the industries and customers we serve. We’re looking for the next generation of leaders to take this journey with us.
We hail from more than 70 countries and speak dozens of languages, reflecting the global fabric of the audience we serve. Though our reach is vast, we proudly operate as One Crawford: united in purpose, vision and values. Learn more at www.crawco.com.
When you accept a job with Crawford, you become a part of the One Crawford family.
Our total compensation plans provide each of our employees with far more than just a great salary
- 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
Top Skills
AI
Analytical Tools
CRM
Sales Tech Stack
Salesforce
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The Company
What We Do
Based in Atlanta, GA Crawford & Company(R) (www.crawco.com) is the world's largest publicly listed independent provider of claims management and outsourcing solutions to carriers, brokers and corporates, with an expansive global network serving clients in more than 70 countries. The company’s shares are traded on the NYSE under the symbols CRD-A and CRD-B.
