Sales Performance Management Client Director

As a Sales Performance Management Client Director at Spaulding Ridge, you’ll lead client engagements as both a project lead and functional expert. Your primary responsibilities include advising clients on business processes that drive performance, coaching your SPM team for client success, and contributing to business development efforts. You will also play a key role in authoring thought leadership while implementing best practices in SPM projects.

To be considered for the Sales Performance Management Client Director role at Spaulding Ridge, you should have a minimum of 8 years of work experience in sales performance management consulting or sales operations. Ideal candidates will hold a Bachelor’s degree in a relevant field such as Finance, Accounting, or Business, and possess excellent communication skills to influence change at executive levels.

The Sales Performance Management Client Director contributes to client success by utilizing their functional expertise to improve sales planning, territory management, and compensation processes. By delivering holistic solutions and ensuring project teams adhere to methodology and standards, they guarantee that clients receive best-in-class value through effective SPM practices.

The Sales Performance Management Client Director role at Spaulding Ridge comes with travel requirements that can vary, but you should be prepared to travel up to 50% of the time. This travel allows you to engage directly with clients and oversee various project implementations, ensuring that you're right there when it counts.

At Spaulding Ridge, Sales Performance Management Client Directors enjoy a competitive benefits package, including medical, dental, and vision insurance, flexible time off, paid holiday time, and maternity/paternity leave. Additionally, there are allowances for technology and wellness, as well as an annual training allowance to support your professional development.

When answering this question, focus on your experience leading engagements by showcasing your methodologies for understanding client needs, building strong relationships, and translating those needs into actionable strategies. Include examples of past successes that demonstrate your leadership capabilities.

In your response, emphasize your belief in mentorship and continuous learning. Discuss how you create an inclusive environment that encourages open communication and professional growth, while also sharing specific examples of how you've successfully developed team members in your past roles.

To answer this question, mention specific key performance indicators (KPIs) such as revenue growth, quota attainment, and sales cycle efficiency. Explain how you analyze these metrics to provide clients with actionable insights and recommendations that can drive their performance.

When addressing this question, it's important to share techniques for managing client resistance, such as active listening and addressing concerns straightforwardly. Highlight your experience in change management and how building trust has enabled smoother transitions for clients in your previous roles.

Discuss your hands-on experience with sales performance modeling, showcasing specific tools or methodologies you've employed. Provide examples of how your analytical work has led to improvements in business outcomes for previous clients.

Outline your process for preparing a successful client presentation, which includes understanding client needs, crafting a compelling narrative, and utilizing data effectively. Mention how engaging storytelling and visual aids can make your presentations more impactful.

Use the STAR method (Situation, Task, Action, Result) to structure your response. Share a specific example of a challenge faced, how you addressed it with your team, and the positive outcome that resulted from your leadership.

When responding, articulate your understanding of how technology supports SPM processes. Discuss your experience with implementing relevant SPM software and how leveraging technology has improved efficiency and effectiveness in client engagements.

Explain your approach to prioritizing tasks, emphasizing your skills in project management and the importance of aligning team capabilities with project goals. Discuss tools or techniques (such as Agile or Time Blocking) that help you manage priorities effectively.

Detail your involvement in developing proposals and engaging in business development. Share specific examples of how your contributions have successfully attracted new clients or expanded existing relationships, demonstrating your strategic thinking and understanding of client needs.