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Location/Division: Carlsbad, CA - Please note the position will be remotely based in the United States or EMEA.
Instrument and Enterprise Services Division
How will you make an impact?
We are seeking a Senior Director, Global Sales Operations (Commercial Excellence). This role sits within Instrument and Enterprise Services, reporting to the Vice President of Service Strategy, Product Management & Marketing.
This role is responsible for partnering with divisional leadership, commercial leaders and support teams to deepen sales team efficiency and knowledge to deliver improved results. Leads through effective cooperation between the Marketing, sales, business, IT, customer care and finance functions.
What will you do?
In this role, you will be responsible for growing sales force efficiency through contributing to go-to-market planning, sales process, and systems enhancements and building insightful data reporting sales tools to support a global broad sales team of ~X sales and support professionals. This role will demonstrate data from multiple sources to provide guidance and governance to optimize performance and advise global and regional commercial leadership decision-making.
This leader will lead a globally dispersed Commercial Operations team, including sales analysts and data science professionals. You will be a critical member of the global commercial leadership team and will establish a solid sales operations structure and environment that will promote and implement “best-in-class” strategy and operational models to deliver high and consistent service levels to the organization to grow revenue.
Responsible for designing and delivering tools that expedite the execution of key sales activities. Drive continuous improvement of key commercial processes (e.g., forecasting, opportunity management, quoting, lead management) and alignment with field systems. Lead and participate in special projects and teams to drive business objectives, best-practice sharing and process standardization.
Ensure all CRM processes provide sales reps a positive return on investment, enabling us to consistently gather high-quality data and provide clear transparency into the sales pipeline at all stages. Develops and maintains other IT/mobility tools to increase sales force productivity. Maintains responsibility for organizational change and training the sales force following new tool rollouts and on CRM elements.
Engages in measuring and analyzing sales force data and drives sales analysis activities aligned with our commercial, channel and division business strategies. Provide analytical support and counsel to improve strategies, coverage models and sales team configurations to enhance sales effectiveness. Ensure planning, forecasting and budgeting efforts are integrated with other sales operations processes within IES, coordinating with finance to align with business unit and division forecasts.
Develops and uses a consistent methodology to establish meaningful yet fair and achievable sales goals. This role coordinates the Year-End processes for org design, bag alignment, SKU alignment, reporting system implementation, etc, and is a key contributor to the design of sales incentive programs that provide market-competitive pay, reinforce sales strategy, and align with business objectives. Implements sales compensation plan designs, handles communications of these plan designs, and accurately pays out against the plan designs themselves. This role maintains cadence for, documents and establishes the dispute resolution and compensation council processes.
Drives a culture of dedication to commitments through the global assessment and development of sales capabilities aligned to current and future needs. Supports development and delivery of curricula to address targeted employee segments, key knowledge, and skill gaps. Training is targeted to individual needs and is embedded in daily workflow. Measure effectiveness at a complexity level appropriate to the perceived return on measurement cost.
Run and streamline communications between sales and internal teams through a set of cross-organizational and global mechanisms that facilitate alignment and collaboration and reduce duplication of reporting. Implement and lead commercial reviews that support the Division monthly and quarterly business reviews and provide Commercial leaders and their staff a comprehensive process to drive action and accountability.
How will you get here?
BA/BS in business or technical field major preferred; MBA, advanced degree or equivalent professional experience required.
A minimum of 15 years of experience in sales, marketing, or sales operations in the life sciences market is preferred.
A strong commercial background, including work supporting global teams and executive-level leadership; 10 years in a leadership role.
Excellent process improvement and problem-solving skills.
Substantial sales and/or marketing leadership experience.
Demonstrated ability to operate independently with broad guidance against a framework of defined business objectives.
Experience with standard commercial processes and needs of a diverse field sales organization.
P&L experience with financial planning and root cause analysis is preferred.
Ability to understand, implement and improve Sales Compensation processes and procedures.
Data warehousing and CRM tools are required; Saleforce.com and reporting tools are desired.
Knowledge, Skills, Abilities
Highly motivated, passionate self-starter, analytical, meticulous and operationally focused.
Ability analyze data and think through and implement effective solutions.
Demonstrated focus on translating data and metrics into predictable, improved business insight.
Effective communication skills, including the ability to take an independent stance when communicating with cross-functional stakeholders.
Excellent relationship-building skills.
Experience leading and motivating a high-performance team and objectively measuring employee performance to goals.
Ability to optimally lead priorities across the organization and adjust as needed, respectfully resolving conflicts that may arise.
Microsoft Office skills required.
Compensation and Benefits
The salary range estimated for this position based in California is $192,700.00–$289,000.00.
This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes:
A choice of national medical and dental plans, and a national vision plan, including health incentive programs
Employee assistance and family support programs, including commuter benefits and tuition reimbursement
At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy
Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan
Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount
For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards