Director, Sales Operations

Job Description

Director, Sales Operations

The Director of Sales Operations is responsible for driving meter growth and delivering an exceptional customer experience across residential and commercial segments. This role converts marketing-generated leads into active sales, manages the sales pipeline, and oversees projects from initial engagement through completion. The Director will champion cross-functional collaboration, digital transformation, and compliance to ensure seamless project delivery and customer satisfaction.

Key Responsibilities

Lead Conversion & Sales Execution

- Convert qualified leads from marketing into active sales opportunities, managing the sales pipeline and ensuring timely follow-up.

- Develop and implement sales strategies to maximize growth and expand market reach.

- Partner with Marketing to inform campaigns, optimize lead generation, and refine qualification criteria.

- Oversee project management for sales initiatives, ensuring projects are delivered on time and within scope.

Customer Experience Management

- Optimize the customer journey from a lead through post-sale support, ensuring seamless transitions and rapid issue resolution.

- Lead initiatives to enhance customer satisfaction, and loyalty, focusing on expanding service adoption and retention.

- Develop and manage CRM strategies

Cross-Functional Collaboration

- Collaborate with Operations, Engineering, Customer Service, and other departments to ensure successful project delivery and customer satisfaction.

- Build and sustain relationships with key external stakeholders—including customers, builders, developers, consultants, and associations.

Digital Transformation & Analytics

- Champion the adoption of digital platforms and tools to streamline sales operations and improve data-driven decision-making.

- Utilize forecasting and analytics to identify profitable new business opportunities and growth areas.

- Direct research and analysis to identify industry trends, customer needs, and competitive dynamics.

Policy, Compliance & Regulatory Engagement

- Establish and implement business policies and practices that align with internal controls, regulatory requirements, and legal standards.

- Maintain a strong understanding of the regulatory environment and ensure compliance with all relevant policies, standards, and laws.

- Provide written and oral testimony to advance growth initiatives and respond to data requests from external stakeholders and regulatory bodies.

Performance Management & Reporting

- Define and track key performance indicators (KPIs), including lead conversion rates, sales cycle times, customer satisfaction scores, and revenue targets.

- Prepare and present regular updates to senior leadership on progress against objectives.

- Track key performance metrics regarding sales conversion that show progress from qualified leads to active customers.

Financial Oversight & Vendor Management

- Lead departmental forecasting and budgeting, ensuring initiatives remain on track and within budget.

- Oversee sourcing, procurement, and contractual activities for vendors implementing growth programs.

- Ensure all agreements are current, obligations met, and budgets maintained.

Team Leadership & Culture

- Recruit, mentor, and lead a high-performing Sales and Customer Growth team.

- Establish clear performance goals and foster a culture of accountability, excellence, diversity, equity, and inclusion.

Qualifications & Skills

- Bachelor’s Degree required; Master’s Degree preferred.

- 10+ years of sales experience, with significant experience in the utility sector. - 7+ years of management experience.

- Proven leadership, strategic planning, and problem-solving skills.

- Demonstrated success in leading Sales and Customer Growth teams, exceeding growth and revenue targets.

- Experience developing business plans and presenting business cases.

- Strong decision-making agility and ability to redirect resources in dynamic business environments.

- Excellent interpersonal and project management skills; able to manage multiple clients and tight timelines.

- Outstanding communication skills, including negotiation, persuasion, and conflict resolution.

- Experience with CRM platforms and sales analytics tools.

- Change management and digital transformation experience.

- Familiarity with utility industry sales cycles and regulatory environments.

- Commitment to fostering diversity, equity, and inclusion within the team.

- Experience in public policy and regulatory engagement with external stakeholders.

We offer a competitive salary range of $176,000 to $256,250per year, commensurate with experience, education, and skills. In addition, we provide a comprehensive benefits package including health insurance, retirement plans, and paid time off.

The Company values diversity in its workforce and encourages United States military veterans and service members who meet the qualifications to apply

Why work at AltaGas?

AltaGas is a North American energy infrastructure company with a focus on owning and operating assets that provide affordable energy to our customers. AltaGas assets include Washington Gas/WGL, SEMCO, and Petrogas. Our talented team, nearly 3,000 strong, leverages the strength of our assets and expertise along the energy value chain to connect customers with premier energy solutions – from the well sites of upstream producers to the doorsteps of homes and businesses to new markets around the world.

We deliver clean and affordable natural gas to approximately 1.7 million customers’ homes and businesses through regulated natural gas distribution utilities across four jurisdictions in the United States and two regulated natural gas storage utilities in the United States. Learn more about our team, vision, and strategy.

To learn more about our mission: https://youtu.be/k1mrKDdsYW8?si=y1k3NOyHxgf4emdL

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For Canadian hires: AltaGas hires personnel on the basis of job-related qualifications. All qualified applicants will receive consideration without regard to a person's ancestry, place of origin, colour, ethnic origin, citizenship, creed, sex, sexual orientation, gender identity or expression, age, record of offences, marital status, family status or disability or any other characteristic protected by applicable law.

For U.S. hires: WGL/SEMCO/AltaGas offers a total rewards package that includes competitive pay, incentive bonus plans, holiday pay, 401K matching and a wide array of benefits. These benefits including medical, dental and vision coverage are designed to help you and your family stay healthy. We also have paid time off (PTO) to balance the demands of your work and personal life. Available benefits vary depending upon the specifics of the role.

U.S. affiliates of AltaGas are committed to equal employment opportunity and providing reasonable accommodations to applicants with physical and/or mental disabilities. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, ethnicity, religion, gender, age, national origin, marital status, sexual orientation, gender identity, family responsibilities, matriculation, physical or mental disabilities, political affiliation, genetic information, status as a protected veteran or any other characteristic protected by federal, state, or local law.