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Sr. Director of National Accounts Sales Operations job near me in Louisville, Kentucky at Shorr Packaging Corp.

The Sr. Director of National Accounts Sales Operations is a strategic, data-driven commercial leader responsible for building the operating discipline, analytics, planning processes, and cross-functional alignment required to support predictable, profitable growth within Shorr’s National Accounts organization. Reporting to the VP of Business Development and Strategy, this role partners closely with National Accounts leadership, sales teams, marketing, finance, operations, customer support, IT, and HR to connect national account priorities to measurable execution and business outcomes.

Where broader revenue operations roles often support the full commercial organization, the Sr. Director of National Accounts Sales Operations focuses specifically on strengthening the infrastructure, insights, cadence, tools, and operating model needed to grow and retain strategic national customers. This role ensures Shorr has the right visibility, processes, and analytical rigor to make better decisions about national account growth, account prioritization, pricing discipline, customer profitability, sales coverage, and execution across complex, multi-location customer relationships.

This position is built for a commercially minded operator who can translate national account strategy into practical account plans, performance insights, sales processes, decision-support tools, and execution routines. The Director will help establish a more consistent National Accounts operating system by improving account planning, pipeline visibility, forecasting discipline, customer segmentation, pricing and margin visibility, sales activity reporting, onboarding of new strategic accounts, and cross-functional issue resolution.

Success in this role will be measured by improved national account visibility, stronger account planning discipline, better forecast accuracy, enhanced pricing and margin insights, more consistent execution of strategic account initiatives, improved cross-functional responsiveness, and increased alignment across national accounts, business development, marketing, finance, and operations. This position has the potential to evolve into a broader leadership function across the commercial sales team.

Key Responsibilities:

National Accounts Sales Operations Strategy & Planning:

Partner with the VP of Business Development and Strategy and National Accounts leadership to define and operationalize Shorr’s National Accounts sales operations roadmap, ensuring strategic account priorities are connected to execution, measurement, and accountability.
Develop planning frameworks that support national account growth, customer retention, margin improvement, account penetration, multi-location expansion, and profitable strategic customer development.
Translate national account growth initiatives into clear operating plans, account-level performance targets, decision points, and cross-functional workstreams.
Support annual and quarterly national account planning, including account prioritization, sales coverage, customer opportunity analysis, pipeline development, account profitability, and revenue goal alignment.
Help establish a consistent revenue operating rhythm that connects strategy, forecasting, pipeline management, pricing, performance reviews, and leadership reporting.

Forecasting, Pipeline Visibility & Revenue Analytics:

Own and improve forecasting processes, pipeline reporting, revenue analytics, and performance insights that enable more accurate, consistent, and actionable commercial decision-making.
Build dashboards, scorecards, and reporting mechanisms that provide visibility into pipeline health, conversion, win rates, sales activity, customer growth, retention, margin performance, and revenue risk.
Analyze customer, sales, marketing, financial, and operational data to identify trends, performance gaps, revenue leakage, pricing opportunities, and areas of growth potential.
Develop clear revenue performance narratives and recommendations for senior leaders, connecting data insights to practical business actions.
Improve the quality, consistency, and usability of revenue data used for forecasting, planning, prioritization, and performance management.

Go-to-Market Alignment, Pricing & Growth Insights:

Partner with Sales, Marketing, Business Development, Finance, and Operations to align go-to-market priorities, growth initiatives, customer segmentation, target account strategy, and revenue execution plans.
Support pricing, discounting, margin visibility, deal quality, and customer profitability analysis to help strengthen commercial discipline and profitable growth.
Identify opportunities to improve revenue performance through better lead flow, customer targeting, account penetration, cross-sell opportunities, marketing-to-sales handoffs, and customer retention strategies.
Develop market, customer, and competitive insights that inform business development strategy, commercial investment decisions, and sales prioritization.
Partner with Marketing to improve visibility into campaign impact, demand generation quality, lead conversion, and revenue contribution.

Systems, Data Governance & Decision Support:

Partner with IT, Finance, Sales, Marketing, and system owners to improve revenue reporting, CRM usage, data integrity, business intelligence, workflow effectiveness, and user adoption.
Define revenue data standards, reporting requirements, governance routines, and measurement definitions that create a more reliable single source of truth for commercial performance.
Translate business questions into actionable analyses, reporting tools, executive summaries, and decision-support materials.
Support system enhancements and reporting improvements that increase speed, accuracy, accountability, and visibility across the revenue organization.
Ensure tools and reporting processes support scalable execution without overcomplicating the user experience for sales and customer-facing teams.

Cross-Functional Leadership & Future Capability Building:

Serve as a trusted partner and connector across Sales, Marketing, Business Development, Finance, Operations, Customer Support, IT, and HR to drive alignment on revenue priorities and performance expectations.
Lead cross-functional initiatives through influence, credibility, analytical rigor, practical problem solving, and strong follow-through.
Facilitate leadership conversations that clarify business priorities, surface tradeoffs, and drive accountability for revenue outcomes.
Support integration of acquired company revenue data, reporting, customer segmentation, pricing visibility, and commercial planning into Shorr’s broader operating model.
As the function matures, help define future revenue operations capabilities, team structure, role clarity, and potential direct-report needs.

Requirements:

Bachelor’s degree in business, finance, marketing, operations, analytics, economics, or related field; MBA or advanced degree preferred.
8+ years of progressive experience in revenue operations, sales operations, commercial strategy, go-to-market strategy, business operations, finance, analytics, pricing, or a related function.
Strong business acumen with experience supporting senior commercial leaders and influencing revenue growth, forecasting, pricing, margin improvement, customer retention, and operating performance.
Demonstrated ability to build revenue planning processes, forecasting routines, pipeline analytics, performance scorecards, dashboards, and executive-level insights.
Strong analytical skills with the ability to interpret complex sales, customer, financial, market, marketing, and operational data and convert insights into practical recommendations.
Experience improving forecast accuracy, pipeline visibility, revenue reporting, customer segmentation, territory insights, account prioritization, pricing visibility, or go-to-market execution.
Ability to partner effectively across Sales, Marketing, Business Development, Finance, Operations, Customer Support, IT, and HR to align priorities and drive execution.
Strong communication and presentation skills, with the ability to explain data, business issues, tradeoffs, and recommendations clearly to senior leaders and cross-functional partners.
Experience with CRM, ERP, business intelligence, reporting, workflow automation, or data visualization tools preferred; Salesforce experience helpful but not required.
Strong project management, problem-solving, organizational discipline, attention to detail, and follow-through.
Collaborative, accountable, and comfortable operating at the intersection of strategy, analytics, and execution in a fast-paced environment.

Sr. Director of National Accounts Sales Operations in Louisville, Kentucky at Shorr Packaging Corp.

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