Heavy Equipment VP Sales Operations

Overview

The Head of Sales Operations supports the President, General Managers, and VPs of Sales by developing the processes, tools, and infrastructure that enable and sustain sales growth across NED. This position drives internal excellence in systems, analytics, reporting, pricing discipline, and process management to ensure sales efficiency, forecasting accuracy, and pipeline visibility. While not directly responsible for revenue quotas, this role empowers sales leaders and representatives to achieve their targets through effective enablement, insights, and operational alignment.

• Design, implement, and manage scalable sales processes, reporting frameworks, and performance analytics.
• Support sales forecasting accuracy and pipeline visibility through consistent definitions, methodologies, and tools.
• Lead development of pricing structures, deal desk operations, and bid templates in partnership with Finance and Legal.
• Create and maintain KPI dashboards, quota methodologies, and incentive compensation plan mechanics.
• Provide data-driven insights to refine go-to-market strategy, sales coverage models, and territory alignments.
• Ensure CRM integrity, system adoption, and sales technology stack integration to support efficiency and accuracy.
• Establish approval workflows, discount audits, and contract standards to ensure compliance and profitability.
• Manage and mentor sales operations and analyst staff as needed.
• Develop onboarding, sales training, playbooks, and certification programs to strengthen sales capability.
• Partner cross-functionally with Sales, Finance, Operations, Rentals, and Service teams to ensure cohesive execution.
• Monitor and analyze competitor trends, customer fleet data, and market indicators related to construction and infrastructure.

• Serve as a strategic advisor to leadership on process optimization and performance improvement.
• Support executive reporting and board-level presentations through data visualization and insight generation.
• Lead continuous improvement initiatives for sales systems, workflows, and data governance.
• Represent Sales Operations in company-wide transformation projects and technology rollouts.

• Minimum of five (5) years of progressive experience in Sales Operations, Revenue Operations, or Business Analytics.
• Experience managing sales enablement tools, CRM systems (Salesforce or equivalent), and data reporting platforms.
• Proven ability to lead cross-functional initiatives and deliver process and performance improvements.
• Valid driver’s license and acceptable driving record required.

• Normal office environment.
• Occasional visitation to shop and field job sites as needed.
• Travel to multiple states and division locations (TX, NC, SC, GA, FL) as required; estimated 1–3 nights per month.

The statements above are intended to describe the general nature and level of work being performed by people assigned to this job. Other duties may be assigned as needed.