Function:
The Director of Sales Operations will maximize commercial capabilities through planning, reporting, forecasting, and analyzing all aspects of commercial activity. This role will be responsible for sales compensation plan development and management, territory optimization, and driving the right behaviors through incentives. The role will provide guidance to commercial leadership focused on optimizing go to market strategies, operational models, CRM systems, and customer ROI. Thisrole will play a key part in the overall business development, growth and Global commercial success.
Responsibilities:
Sales Performance / KPI Dashboard
- Lead the ongoing management of commercial performance reporting. Develop and maintain insightful reports to enable the organization to operate most effectively. Manage commercial KPI tracking throughout the year. Communicate throughout the organization to support a consistent foundation of knowledge.
Forecasting
- Manage commercial forecasting process to support the needs of the organization with key stakeholders, including
- Commercial, Supply Chain, Finance and global HQ. Create, own and communicate long-term demand forecast models.
Sales Compensation Development & Administration
- Coordinate setting up and administration of the appropriate Commission / Sales Incentive Structure to maximally motivating the Commercial Team (within the compensation plan)
Territory Development
- Support optimizing sales territories as the team grows, taking into consideration geographic proximities, account
- concentration and growth potential, different roles (sales role vs. clinical specialist role)
Contracts, GPO Administration
- Manage corporate / nationwide accounts and contracts facilitated through Integrated Delivery Networks (IDNs) and/or Group Purchasing Organizations (GPOs) and/or end-to-end Payor/Provider systems (i.e. Kaiser Permanente ).
Market Intelligence / Market Sizing and Opportunity
- Develop and maintain the commercial view of the market. Continually leverage analytical tools and all necessary insight gathering mechanisms; synthesize and communicate effectively to foster a consistent understanding throughout the commercial organization to help enable the organization prioritize focus and maximize impact
Pricing Models
- Support definition, execution and review of pricing models for both the Phagenyx base station and Phagenyx catheter
CRM Management
- Direct CRM Software solution strategy allowing the organization (i) to track / analyze / optimize our customer engagement and (ii) to provide real time reporting on the commercial performance at every level (from rep to total company)
- Adhere to all company policies, procedures and business ethics codes.
- Any other duties, within reason and capability, as determined by your manager.
Required Experience:
- 5+ years working in the medical device industry
- 3+ years working in operations and strategic planning
- MBA or other related graduate-level degree is preferred with an undergraduate degree in science, business, accounting, or finance
- Experience of managing teams, personnel and projects
- Experience in a dynamic “start-up” or small company environment preferred
- Sales operations, sales/marketing experience with demonstrated accomplishments in managing complex projects requiring analytical thinking.
- Direct leadership experience with large projects from concept to execution.
- Demonstrated ability to work in a large or small matrix organization bringing comprehensive projects to successful conclusion
Desirable Experience:
- Self-motivated and pro-active
- Works well both in a team and independently
- IT literate (Outlook, Excel, Word, Power point and database tools)
- Be results orientated by understanding how to use selling techniques to identify opportunities, negotiate and manage sales, manage business needs and cost requirements
- Plan and carry out tasks without detailed instructions and prepare for problems or opportunities in advance by taking ownership of situations and being proactive in approach
- Develop internal relationships with key resources to be able to resolve issues efficiently.
- Ability to travel domestically and internationally
- Valid driver’s license and safe driving record
