VP, Sales Operations

About ERMCO

Electric Research and Manufacturing Cooperative, Inc. (ERMCO) is the leading manufacturer of distribution transformers and engineered electrical solutions, serving electric utilities, Original Equipment Manufacturers (OEMs), and industrial customers across North America. Headquartered in Dyersburg, Tenn., ERMCO delivers reliable, high-quality products that power homes, businesses, and communities across North America. 

With commitments to safety, operational excellence, and continuous improvement, ERMCO is at the forefront of supporting grid modernization and energy transition. Our vertically integrated operations, customer-focused culture, and investment in people and technology make ERMCO the Most Valued Partner for delivering resilient, sustainable power infrastructure for the future.

Job Summary:

The Vice President, Sales Operations is responsible for leading the strategy, governance, and execution of commercial operations initiatives that drive revenue growth, profitability, customer satisfaction, and sales effectiveness. This role provides leadership across Sales Operations, Pricing & Quotation, Sales Enablement, Customer Engagement, Business Analytics, Commercial Systems, and Contract Administration functions.

Serving as a strategic partner to Sales Leadership, Executive Leadership, Finance, Operations, Manufacturing, Engineering, IT, and Legal, the Vice President, Sales Operations oversees the development of scalable processes, data-driven decision-making capabilities, commercial technology strategies, and organizational excellence initiatives. The position plays a critical role in aligning commercial objectives with operational execution while building the capabilities necessary to support long-term business growth.

• Commercial Strategy & Leadership

  • Partner with executive leadership to develop and execute commercial strategies that support revenue growth, profitability, market expansion, customer experience, and long-term business objectives.
  • Provide leadership and strategic direction across Sales Operations, Pricing & Quotation, Customer Engagement, Sales Enablement, Business Analytics, Commercial Systems, and Contract Administration functions.
  • Develop and implement commercial operating frameworks, governance structures, and performance management processes that improve organizational effectiveness and accountability.
  • Lead strategic commercial transformation initiatives that enhance scalability, operational efficiency, customer experience, and business performance.

  Business Analytics & Commercial Intelligence

  • Establish and oversee the organization's commercial analytics and business intelligence strategy.
  • Ensure the development of executive dashboards, performance scorecards, KPIs, forecasting processes, and reporting capabilities that support informed business decisions.
  • Provide executive leadership with actionable insights regarding sales performance, pricing effectiveness, forecast accuracy, customer profitability, market trends, and growth opportunities.
  • Champion a culture of data-driven decision making throughout the commercial organization.

  Commercial Systems Strategy

  • Define and govern the strategic roadmap for CRM and other commercial technology platforms.
  • Ensure systems and processes support commercial effectiveness, data integrity, user adoption, reporting accuracy, and process standardization.
  • Partner with IT and business stakeholders to prioritize technology investments that improve visibility, efficiency, and customer engagement.
  • Lead the evaluation and implementation of new technologies that support commercial objectives.

  Pricing & Quotation Excellence

  • Establish pricing and quotation governance frameworks that balance market competitiveness, profitability, customer value, and operational considerations.
  • Oversee pricing strategy deployment, quotation performance management, workflow optimization, and profitability analytics.
  • Ensure consistent execution of pricing policies, approval processes, and commercial decision-making standards.
  • Identify opportunities to improve quotation conversion rates, responsiveness, pricing effectiveness, and margin performance.

  Sales Enablement & Commercial Excellence

  • Establish the vision and strategy for sales enablement programs that improve commercial effectiveness and organizational capability.
  • Oversee onboarding programs, skills development initiatives, sales tools, playbooks, account planning methodologies, and process standardization efforts.
  • Promote the adoption of best practices, commercial disciplines, and performance improvement methodologies throughout the commercial organization.
  • Ensure alignment between enablement initiatives and company growth strategies.

  Customer Engagement & Strategic Insights

  • Provide leadership for customer engagement analytics and voice-of-customer initiatives.
  • Establish performance measurement frameworks that improve customer satisfaction, retention, loyalty, and growth.
  • Support strategic account planning, customer business reviews, and executive customer engagements through meaningful business insights and analytics.
  • Identify trends and opportunities that strengthen customer relationships and improve commercial performance.

  Contract Administration & Commercial Governance

  • Oversee commercial contract administration processes, repository governance, renewal visibility, and compliance monitoring.
  • Partner with Legal and business leaders to ensure commercial agreements support organizational objectives while appropriately managing business risk.
  • Promote consistency, transparency, and accountability across commercial commitments and customer agreements.

  Cross-Functional Leadership

  • Serve as a key liaison between commercial and operational functions to ensure alignment on customer commitments, business priorities, and strategic initiatives.
  • Lead collaboration among Sales, Operations, Manufacturing, Engineering, Supply Chain, Finance, Customer Service, Quality, Legal, and IT.
  • Drive enterprise-wide initiatives that improve communication, visibility, accountability, and business performance.

  People Leadership

  • Build, develop, and lead a high-performing organization focused on operational excellence, customer success, continuous improvement, and commercial effectiveness.
  • Establish performance expectations, succession plans, leadership development strategies, and talent management programs.
  • Foster a culture of accountability, collaboration, innovation, and results-driven execution.
  • Lead organizational design efforts that position the commercial organization for future growth.

Minimum Qualifications:

• Bachelor’s degree in Business Administration, Marketing, Communications, or related field.
• 7+ years of progressive experience in customer engagement, customer success, or sales leadership.
• Proven track record of improving customer experience and building long-term client relationships.
• Strong leadership, strategic planning, and team management skills.
• Excellent communication and interpersonal abilities.

Preferred Qualifications:

• Bachelor's degree in Business, Engineering, Finance, Analytics, Marketing, or a related field required.
• MBA or advanced degree preferred.
• Minimum of 10 years of progressive leadership experience within Sales Operations, Commercial Operations, Business Analytics, Pricing, Customer Experience, or related functions.
• Demonstrated success leading cross-functional teams and enterprise-wide business initiatives.
• Strong understanding of CRM systems, ERP platforms, business intelligence tools, and commercial technologies.
• Experience developing and executing commercial strategies that drive growth, profitability, and organizational effectiveness.
• Exceptional analytical, strategic planning, communication, and leadership capabilities.
• Ability to influence and collaborate effectively across all levels of the organization.
• Proven ability to lead organizational change, technology adoption, and process transformation initiatives.

Disclaimer:
This job description is intended to convey information essential to understanding the scope of the position and is not an exhaustive list of skills, efforts, duties, responsibilities, or working conditions associated with it. Additional tasks and responsibilities may be assigned as required.

Join ERMCO and TRANSFORM your career!