Mission:
The Sales Operations Manager establishes strategy and provides leadership over team of sales & partner operations professionals responsible for delivering support services to both our customers and CenTrak’s sales organization enhancing sales force productivity and effectiveness, with a focus on customer success. As a key member of the commercial team, we seek to provide insight and resources to develop more deals, that are more profitable, and with better customer outcomes.
Responsibilities:
- Be accountable for team’s role in the quote-to-cash (QTC) process in support of annual revenue and profit targets.
- Develop and maintain key sales & sales operations reports and dashboards in the CRM (Salesforce) and analytics tool (Microsoft PowerBI). Synthesize data to support strategy and enable data-led decision-making.
- Active participant in Master Data Governance. Responsible for Master Pricing Catalogue and all negotiated price book management.
- Provide insight to product management & professional services on the various pricing models including pricing competitiveness as a factor in deal win-rate, average discounts, contracted pricing profitability, etc. Advise sales on deal structure, quote preparation, and obtaining approvals prior to order processing.
- Work closely with finance and legal to ensure all contract templates are accurate and compliant with internal policies. Responsible for maintaining the business terms of contracting templates.
- Support negotiation and participate in final business review of sales contracts. Document non-standard terms which impact revenue recognition for finance or statements of work to ensure appropriate hand-off in project set-up.
- Responsible for Group Purchasing Organization (GPO) administration.
- Manage associated business processes and decision-making as defined by the terms and requirements set forth in the agreements.
- Identify process improvements and lead cross-functional teams focused on operational excellence initiatives.
- Manage team responsible for sales & partner operations support activities including, but not limited to:
- Ownership of the Configure Price Quote (CPQ) solution, including all software development & operational support. This includes optimization of configuration tools, price books, discount structures, quote/proposal templates, and integrations to CRM and other products.
- Responsible to train CPQ users on tool and quote creation & approval process. Deliver on-going user & technical support of CPQ solution.
- Perform first level quote approvals. Ensure appropriate quote approval standards are implemented, including fiscal controls.
- Verifies the proposal bill of material (BOM) is complete and closed dates are entered by sales team for assigned accounts in the CRM (Salesforce). Ensures integrity of BOM data for supply chain forecasting.
- Maintain consistency and accuracy of data for the sales team in CRM (Salesforce), including customer and partner account data, lead & opportunity management, contracts, and projects lifecycle support.
- Validation of Purchase Order (PO) terms to quotations and proposals prior to sales order creation. Support accounting with revenue recognition issues and accounts which exceed credit limit.
- Ownership of the day-to-day activities with four (4) or more GPOs including order reconciliation to calculate fees, approving membership requests and tier activations via the GPO portals, quarterly IMS reporting, and routine maintenance of the GPO price books.
- Assist sales team with software to complete Request for Proposal (RFP) and Security Questionnaire responses.
- Preparation of customer price books & reseller partner price lists for channel sales team
- Quotation of System Maintenance Agreement (SMAs), Software-as-a-Service, and annual software licensing renewals for customers and partners.
- Supervise targeted prospecting campaigns and associated activities. Drive lead-to-deal conversion.
- Manage lead distribution & customer sales support inquiries.
Qualifications:
- Bachelor’s Degree, Masters Degree highly desirable.
- 8+ Years’ experience managing sales, sales operations, and/or business development.
- Highly proficient use of Microsoft Office Suite of products in particular Excel, Microsoft Dynamics, and PowerBI (highly desirable)
- In-depth knowledge of Salesforce or equivalent CRM required.
- Exceptional communication skills
- Proven ability to develop top talent, lead cross-functional teams, & align department objectives to the companies’ mission and vision.
- Ability to synthesize large amounts of data and determine actionable insights. Must be highly organized and be attentive to detail. Data analytics experience desired.
- Practical experience with process improvement methodologies i.e., Lean, Six Sigma
- Healthcare technology experience, for ex. clinical software, medical device, nurse call, RTLS, environmental monitoring, or security solutions (elopement) background is a plus.
***CenTrak is an Equal Opportunity Employer, including disability and protected veteran status.***
Physical Requirements:
Seeing/Hearing: Able to read reports and hear well enough to communicate with co-workers 75-100%
Standing/Walking/Mobility: Able to stand to open files and operate office machines; mobility between departments and to attend meetings of employees and managers 75-100%
Climbing/Stooping/Kneeling/Lifting/Pulling/Pushing 50-74%
Fingering/Grasping/Feeling: Able to write, type, and use phone system 75-100%
Job Type: Full-time
Pay: $90,000.00 - $120,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Schedule:
- 8 hour shift
- Monday to Friday
Supplemental pay types:
Application Question(s):
- What type of Sales Analytics tools have you used?
- How many years of experience do you have with contract negotiation?
- How many years of Sales Operations experience do you have?
Education:
Work Location: Remote