Sales Process and Operations Lead
Job Description
Who We Are
Lennox (NYSE: LII), driven by 130 years of HVAC and refrigeration success, provides our residential and commercial customers with industry-leading climate-control solutions. At Lennox, we win as a team, aiming for excellence and delivering innovative, sustainable products and services. Our culture guides us and creates a workplace where all employees feel heard and welcomed. Lennox is a global community that values each team member’s contributions and offers a supportive environment for career development. Come, stay, and grow with us.
What Drives Success
Lead and operationalize the system that governs pipeline management, forecasting, and sales process, while driving CRM strategy, evaluation, and implementation across sales and service.
Single accountable owner for Sales Process & Operations. Player-coach delivering outcomes while coordinating cross-functional resources.
Responsibility:
Sales Process & Pipeline Management
- Define and operationalize end-to-end sales process (lead → opportunity → close)
- Establish pipeline management standards and inspection cadence
- Drive account planning and coverage frameworks
Forecasting
- Own forecasting methodology and cadence
- Improve forecast accuracy and visibility
- Build pipeline coverage and conversion discipline
CRM Strategy & Transformation
- Lead CRM evaluation and selection (sales + service); currently on SAP C4C V1
- Define future-state data model and workflows
- Own business requirements and prioritization
- Lead implementation with IT and external partners
- Drive adoption across sales and service teams
Operating Rhythm
- Establish weekly/monthly business cadence
- Standardize KPIs and reporting for sales leadership
- Partner across RevOps pillars to drive execution
Operating Model
- Lead through influence across Sales, IT, and RevOps
- Direct dedicated offshore matrix resources (analytics, reporting, admin)
- Define and prioritize work delivered by IT
- Build scalable processes for future team expansion
Key KPIs
- Seller productivity (Revenue / HC)
- Pipeline coverage and conversion
- Forecast accuracy
- CRM adoption and data quality
- Sales cycle time
What We Are Looking For
- Bachelor’s degree in business, Finance, Accounting, HR, or a related discipline (or equivalent experience).
- 8+ years of experience in a sales operations-type role
- Experience leading CRM implementations, including the utilization of change management frameworks
- Strong pipeline and forecasting expertise
- Systems thinker (process, data, tools)
- Strong analytical and problem-solving abilities with excellent attention to detail
- Clear, confident communication skills and the ability to work effectively across teams
- Ability to influence senior sales leaders
What We Offer
Compensation: This is a salaried exempt role. The starting salary range for this role and market is between $101,600 to $133,350 annually. Factors that may affect starting salary include geography/market and the skills, education, experience, and other qualifications of the successful candidate. Employees in this role are also eligible for an annual bonus in accordance with the terms of the Company’s applicable plan. Employees in this role are not eligible for overtime.
Benefits: Subject to applicable eligibility requirements, the following benefits are offered for this role: tuition reimbursement; medical, dental, and vision insurance; prescription drug coverage; 401(k) retirement plan; short-term disability insurance; 8 weeks paid birthing leave; 2 weeks paid bonding leave; life and long-term disability insurance.
Depending on date of hire, and subject to applicable eligibility requirements, new employees in this role also receive up to: 12 days paid time off, 2 paid well-being days, 1 paid volunteer day, 12 paid holidays, and 3 floating holidays per year.
Our Culture: At Lennox, our Core Values of Integrity, Respect & Excellence are ingrained in the fabric of the organization. They define our culture – which is about how we do business and how we treat others. Lennox is not just a workplace; we are a global community that values each team member’s contributions. As an equal opportunity employer, we are committed to recruit, develop, and retain talented individuals from a wide range of backgrounds, ensuring that everyone has the opportunity to succeed and contribute to our continued growth and success. At Lennox, you’ll take pride in our brands, knowing you are part of something special. Come, stay, and grow with us!
Disclaimers: The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law.