Job Summary

The Sr, Mgr., Sales Operations serves as the internal, on-site business leader responsible for enabling divisional growth across all product lines. This role provides guidance, tools, and operational support to Sales Managers, Regional Account Managers, and Strategic Account Managers to ensure they achieve aggressive growth targets.

This leader will drive continuous improvement, sales process development, streamline processes, and ensure scalable growth, with a strong emphasis on data-driven insights, customer experience, and sales enablement.

This is a strategic, non-direct selling role. While not responsible for an individual sales quota, the Senior Manager, Sales Operations is accountable for enabling and optimizing the performance of direct sales teams and partners through operational leadership, analytics, and process improvement. This position is also responsible for optimizing and driving results through management of ISR, GPO, and Distribution partners (domestic and international included) performance to deliver growth at or above expected targets.

Essential Job Duties And Responsibilities

Sales Forecasting & Analytics

Deliver and manage annual and quarterly sales forecasts for capital and consumables in collaboration with Product Line Management.
Track and analyze key sales metrics (revenue, ASP, profit, and consumable adoption) to ensure strong performance across regions.
Review pipeline health and accuracy; build dashboards for regional and strategic account visibility.
Identify at-risk accounts and create corrective action plans with Sales Managers.
Drive Sales metrics and lead countermeasure initiatives
Track and manage effectiveness of Trade shows in conjunction with the marketing team
Coordinate with the Operations team through the SIOP (Sales, Inventory & Operations Planning) process to ensure all sales forecasts, surge planning, and ramp-up plans are proactively communicated and operationally aligned.

Commercial Support for Sales Managers, RAMs & SAMs and Strategic growth partners

Partner with Sales Managers, SAMS and RAMs to create territory-level playbooks (replacements vs. new business, selling against competition).
Collaborate with Strategic Account Managers on distributor negotiations, contract pricing, quota setting, and field enablement.
Support segmentation strategies to prioritize accounts and maximize impact.
Provide sales operations guidance for new product launches and major account initiatives.
Support and collaborate on sales acceleration to commercialize and scale new products by supporting growth and strategy partners

Sales Enablement & Training

Lead Sales Force CRM implementation and optimization.
Lead implementation of Customer Success element and continuously improve processes once developed
Create and manage standard work for divisional processes, ensuring consistency and repeatability.

Cross-Functional Leadership

Collaborate with Marketing & Engineering on customer journey mapping, messaging, and product launches.
Align with Clinical Specialists to integrate field insights into training and customer engagement strategies.
Work with Operations to optimize supply planning for capital and consumable product lines

Customer Experience & Growth

Drive customer feedback initiatives, including Net Promoter Score (NPS) tracking and service improvements.
The end-to-end process of drafting, negotiating, executing, and maintaining agreements to ensure compliance, mitigate risk, and optimize business performance throughout the contract lifecycle.
Lead assessments to eliminate inefficiencies and reduce cycle time in the sales process.
Champion data-driven decisions that improve adoption and expand customer relationships.

Education And Experience Requirements

Bachelor’s degree in Marketing, Business, Science, or related discipline; equivalent experience considered.
10+ years in Sales, Marketing, or Sales Operations, ideally in the medical device/healthcare industry.

Preferred Skills And Abilities

Proven experience managing multiple projects and delivering results under pressure.
Strong analytical and forecasting skills, with the ability to interpret complex sales data.
Experience leading cross-functional initiatives and driving process improvement.
Excellent communication and presentation skills, with comfort in technical and clinical environments.
Proficiency in Microsoft Office 365 (Word, Excel, Outlook, Teams) with the ability to manage tasks from both computer and mobile platforms.
Experienced with Sales Force CRM tools and system adoption best practices.
Process-oriented, with a mindset for continuous improvement and standardization.
Experience managing ISR’s, GPO, and distribution partners (domestic & internationally) is a plus.

Working Conditions and Physical Demands

Office environment. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Travel Required

None

Minimal

Estimated 10-15%

Nordson Corporation

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Sr. Mgr., Sales Operations