The Vice President of Sales Operations is accountable lead the sales operations function, establish operational frameworks, in alignment with business strategy, to achieve revenue, margin, and market share objectives. This role will drive predictable, scalable revenue growth operations by optimizing sales planning, performance analytics, technology adoption, sales enablement, and deal execution. This role oversees core sales operational functions to ensure disciplined sales processes across the commercial organization.

Essential Functions

Strategic Planning & Commercial Insights

Define the long term sales operating strategy, aligning coverage, capacity, resource allocation, and growth priorities
Establish enterprise frameworks for territory design, quota philosophy, market segmentation, and account prioritization and growth planning; guide commercial teams to focus on initiatives to advance business objectives

Performance Analytics & Reporting

Set the enterprise performance intelligence strategy, including dashboards, insights, and KPIs, to drive effective decision-making
Establish governance for data quality, analytics standards, and compliance to ensure insights are reliable and actionable
Drive improvements in forecast accuracy, productivity, win rates, retention, and technology adoption

Commercial Technology Leadership

Define the vision and roadmap for CRM and sales technology ecosystems that enable scale, efficiency, and a world class seller experience
Prioritize technology investments, workflow modernization, and automation to deliver measurable business outcomes

Enablement & Training

Set the strategic direction for seller and leader enablement, ensuring onboarding, methodologies, plays, and messaging reinforce the commercial strategy
Define expectations for leadership readiness, coaching effectiveness, continuous capability development, and enablement content governance, quality and standards

RFP & Deal Support

Establish the enterprise approach to strategic deals and RFPs, aligning deal governance, negotiation strategy, service levels, and post deal insights with revenue and margin objectives; provide clear operational standards and drive continuous improvement

Sales Compensation & Governance

Partner with Finance and Human Resources to ensure alignment on the sales compensation design philosophy and governance framework to reinforce performance, accountability, compliance, and alignment with financial objectives and enterprise priorities
Comply with Company and department policies and standards; performs other duties as assigned

People Management

Accountable for team staffing and managing direct reports to include development, performance management, goal setting, and other managerial duties
Ensures direct reports are aware of and follow ethical business practices and Company’s Code of Conduct to maintain a supportive and productive working environment.

Minimum Requirements

Bachelor's Degree in Business, Finance, Economics or a related field, or equivalent education and/or experience
15 years of progressive experience in sales operations, revenue operations or commercial strategy and
8 years of leadership or people management experience

Preferred Requirements

Dental Industry experience

Skills And Abilities

Experience leading large-scale commercial redesign initiatives
Proven leadership of multi disciplinary operations teams
Excellent written and verbal communication skills; ability to effectively communicate and collaborate with executives and cross functional leadership
Expertise in CRM systems, sales analytics platforms, and sales enablement technologies
Demonstrated success improving forecast accuracy and driving operational excellence.
Strong strategic thinking and planning capabilities, ability to translate strategy into clear operational priorities
Demonstrated leadership skills, with the ability to lead through influence
Proven decision-making skills, balancing data, risk, and business judgment in complex environments
Ability to drive strategic direction and organizational change within a large or complex commercial function

Physical and Cognitive Demands

Communicate/Hearing Frequently
Communicate/Talking Frequently
Learn New Tasks or Concepts Frequently
Make Timely Decisions in the Context of a Workflow Frequently
Complete Tasks Independently Constantly
Maintain Focus Constantly
Remember Processes & Procedures Constantly
Stationary Position (Seated) Constantly
Vision Constantly
Hand/Eye Coordination Occasionally
Bend Rarely
Complete Tasks in a Noisy Environment Rarely
Feeling/Grasping/Handling Rarely
Move/Traverse Rarely
Repetitive Motions Rarely

Working Environment

Hazards Occasionally

Environmental Conditions

Office: This position primarily operates in a professional office environment in which team members occupy desks in assigned areas or at meeting/collaboration spaces within the building. The building's primary work areas consist of desks, chairs, computers, and other office equipment and devices for professional services.

Travel Requirements

This position requires occasional travel (up to 20%)

The potential compensation range for this role is below. The final offer amount would be based on various factors such as candidate location (geographical labor market), experience, and skills. $227,000.00 - $283,800.00

Patterson Companies, Inc.

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