Director, Sales Operations
Job Description
Who We Are:
Marketlab is a market leading healthcare solutions organization specializing in the design, manufacturing, and sourcing of private label products. It’s our mission to provide our healthcare partners timely solutions with a straightforward approach based on knowing them and their work. Every day we strive to positively impact the lives of the people who in turn impact the health and wellness of our communities.
Based in Grand Rapids, Michigan, Marketlab’s success is built upon a foundation of collaboration, innovation, and the belief that every team member plays a vital role in creating an exceptional customer service experience.
The Opportunity:
The Director, Sales Operations is responsible for leading Marketlab’s sales operations and commercial reporting function. This leader will act as the single source of truth for sales and commercial performance data across the organization, ensuring accuracy, timeliness, adoption of dashboards and KPIs, and designing the strategy for customer master data governance and maintenance.
This role oversees sales territory and compensation design, quota deployment, incentive programs, and sales reporting while also delivering actionable insights to Sales, Marketing, Product Management, and Digital Transformation. The Director, Sales Operations will partner closely with IT, Sales, Product Management, Finance, Digital Transformation, and the Customer Experience team to ensure alignment between data governance and commercial strategy.
This position reports to the VP of Commercial Operations.
Functional / Technical Competencies
- ERP/CRM Expertise: Deep experience with ERP/CRM platforms (e.g. NetSuite, Salesforce) for territory, quota, and reporting management.
- Business Intelligence Tools: Experience with BI tools (Power BI, Tableau, Looker) for dashboard development, reporting automation, and data storytelling.
- Sales Operations Processes: Proven ability in territory design, quota modeling, incentive compensation, and SPIFF administration to achieve company sales objectives.
- Data Governance & Analytics: Strong ability to define KPIs, build reporting frameworks, and partner with governance teams to ensure accuracy.
- Cross-Functional Collaboration: Ability to work across Sales, Finance, IT, Marketing, and Product Management to align reporting and Go-to-Market operations.
- Customer Master Data: Strong ability to align customer master data strategy and governance with the organization’s go-to-market strategy, working with cross-functional partners to ensure implementation and seamless reporting.
Behavioral Competencies
- People Development: Understand and prioritize the development of team members.
- Create an environment that fosters consistent learning and career growth opportunities.
- Build and continue to grow relationships with the commercial counterparts; both on an individual and collective level.
- Work with team members to understand their career goals and help to build growth plans to help each individual to achieve success.
- Partner with HR to create career road maps with key team members.
- Creative Problem-Solving: Anticipate potential challenges related to the process breakdowns, commercial strategy, market trends, sales cycle, etc., and think outside of the box to find the best ways to solve them.
- Team/Collaboration: Cultivate a positive, collaborative environment in which teams across Marketlab can achieve optimal results.
- Work within cross-functional teams to ensure that resources are being utilized effectively and efficiently.
- Provide constructive input on products, customer, company, and market with a collaborative and respectful approach.
- Provide concrete guidance on desired outcomes, timing, budget, and the breakdown of responsibilities across multiple teams.
- Leadership: Use knowledge to lead and mentor members of the commercial team. Support team in developing sales strategies across multiple categories. Foster an environment of open and honest communication.
What You’ll Do:
- Own sales operations processes including territory design, quota deployment, SPIFF administration, and GTM alignment.
- Lead the development and automation of commercial reporting, dashboards, and KPI tracking across Sales, Product, Marketing, and Digital.
- Serve as the “single source of truth” for commercial performance reporting, ensuring accuracy, timeliness, and adoption of reporting tools.
- Partner with Finance, Customer Experience, and other commercial teams to ensure alignment of data, processes, and forecasts.
- Lead and mentor the Sales Operations team, including analyst resources, to deliver insights, tools, and processes that enable commercial success.
- Support quarterly and annual planning cycles, providing data-driven recommendations to leadership.
- Other duties as assigned by management
What You’ll Need
The ideal candidate will have:
- 7+ years of progressive experience in Sales Operations, Commercial Operations, or RevOps leadership.
- Bachelor’s Degree or equivalent experience.
- Strong background in ERP/CRM platforms (NetSuite, Salesforce) and BI tools.
- Proven ability to design and execute sales operations processes including quotas, territories, and incentives.
- Excellent communication skills with the ability to influence across multiple levels of the organization.
- Track record of building and leading high-performing teams.
Willingness to travel as needed.
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Benefits:
- Paid parental leave
- Scholarship reimbursement
- 401k match
- Benefits effective day one of employment
- Paid short term disability leave
- Flexibility with work from home
- Generous PTO policy that starts on day one
- Paid holidays
- Health and wellness program
- Employee discount program within our family of companies
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
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