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Summit Broadband · 1 month ago

Director of Sales Operations - Bulk Residential Division

Orlando, FL

Contract

Onsite

Lead/Staff, Director/Executive

5+ years exp

Summit Broadband is a company focused on providing broadband services, and they are seeking a Director of Sales Operations for their Bulk Residential Division. This role involves overseeing the sales operations, managing Salesforce administration, tracking sales performance, and ensuring data-driven decision making to enhance revenue generation.

Communications InfrastructureMobileTelecommunications

Responsibilities

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)

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

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

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

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

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

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

Qualification

Salesforce CRMSales OperationsData AnalyticsExcelPower BIProject ManagementUnderstanding Sales CyclesBachelor's DegreeSalesforce Admin CertificationCommunication SkillsOrganizational SkillsCross-functional Collaboration