Director, Sales Operation

WHO ARE WE?

Endotronix is a medical device company that aims to transform the treatment of heart failure, a chronic, progressive condition in which the heart is unable to pump enough blood to support the body. Our Cordella Heart Failure System (CHFS) includes proactive management tools for best practice care and detection of worsening heart failure. These easy-to-use tools improve patient quality of life and help to reduce hospital admissions thereby reducing health care costs. We're growing as we prepare for FDA approval of our innovative medical device and commercialization.

WHAT YOU’LL DO

The Director of Sales Operations is a strategic leader responsible for driving sales force effectiveness, optimizing critical functions, and managing key areas within the sales organization. This role combines analytical rigor, people management, and strategic thinking to enhance overall sales performance. Reporting to the Senior Vice President, Sales, the Director collaborates with cross-functional teams to ensure seamless operations and alignment with business goals. The position is based in our Naperville, IL headquarters. Responsibilities will include:

Sales Process and Headcount Optimization:

• Collaborate with sales leadership to identify process improvement opportunities.
• Streamline sales workflows, enhancing efficiency and effectiveness.
• Implement and refine operational models.
• Work with sales leadership on territory design and productivity metrics.

Sales Compensation and Quota Management:

• Develop and administer incentive compensation plans (quotas) for the sales team.
• Allocate resources effectively for sales compensation administration.
• Work closely with Accounting, Finance, and HR to establish policies and procedures.

Sales Program Implementation:

• Collaborate with Human Resources and senior sales leadership to design market-competitive incentive programs.
• Ensure alignment with business objectives and sales strategy.

Customer Service Management:

• Oversee the customer service organization.
• Ensure timely and effective resolution of customer inquiries and issues.
• Foster strong customer relationships.

Pricing Strategy:

• Collaborate with product and marketing teams to develop pricing strategies.
• Analyze market trends and competitive landscape to optimize pricing models.

Contract Management and Negotiation:

• Work closely with Legal and Contract teams.
• Establish best practices for contractually agreed terms with clients/partners.
• Navigate contract negotiations with enterprise-level clients and partners.

Sales Forecasting and Planning:

• Accurately predict sales trends.
• Develop strategic plans based on forecasts.
• Create budgets aligned with sales objectives.

Sales Process Design and KPI Management:

• Strategically design and implement effective sales processes.
• Optimize workflows and integrate technology for efficiency.
• Formulate and monitor key performance indicators (KPIs).

People Management:

• Lead and manage a team.
• Prioritize tasks and ensure deadlines are met.

Project Management and Technical Insight:

• Experience with project design, construction, start-up, commissioning, and validation.
• Familiarity with factory acceptance tests.

WHAT YOU BRING TO THE TABLE

• 5+ years’ experience in the medical device industry;
• 5+ years of people management experience; and
• 10+ years of sales operations experience in the following:

Sales Compensation Design:

• Experience in creating, structuring, and implementing sales incentive programs and compensation plans to align with the business objectives and motivate sales teams effectively. An understanding of sales performance metrics, market trends, and organizational goals to design compensation structures that drive desired outcomes.

Sales Forecasting and Planning:

• Extensive experience in forecasting, planning, and budgeting within sales. This involves the ability to accurately predict sales trends, develop strategic plans based on those forecasts, and create budgets aligned with sales objectives.

Sales Process Design and Implementation:

• Expertise in designing and implementing sales and transactional processes. This includes the ability to strategically design and implement effective sales processes that align with business goals and enhance transactional efficiency. Understanding the end-to-end sales journey, optimizing workflows, and integrating technology to streamline the sales process and improve overall effectiveness is important.

Key Performance Indicator (KPI) Management:

• Proficient in identifying, formulating, and monitoring key performance initiatives. Involves the ability to identify relevant performance metrics, draft clear and measurable KPIs, and effectively track and analyze these indicators to evaluate and improve organizational performance.

Contract Negotiation:

• Proficiency in negotiating vital contractual terms with enterprise clients and partners. The ability to navigate and negotiate important terms and conditions in contracts with enterprise-level clients and partners. It includes understanding legal and business implications, effective communication, and finding mutually beneficial agreements to establish strong and lasting partnerships.

Change Management and Leadership:

• Experience leading organizational change and fostering understanding.
• Strong collaboration skills with cross-functional teams.

EDUCATION

• Bachelor’s degree in related area or equivalent experience.

WHO YOU ARE

• Relentlessly focused on data and hypothesis driven decision making to create the best experiences for ETX patients and customers
• Someone with a bias for action and quick iteration as opposed to perfection
• A quick learner, who is able to work independently, multitask, and drive your own projects
• An effective communicator and collaborator who can synthesize insights from multiple stakeholders across business functions to deliver purpose-built insights, models and tools that provide easily interpretable and actionable results
• A team player who can inspire teams to deliver together, embodying the idea that the whole is greater than the sum of the parts
• Passionate about digital healthcare and leveraging Data to deliver innovative solutions at scale

WHAT WE’RE LIKE

• Willing to have the “direct and honest conversation”. Not afraid to confront the facts (or be confronted) and develop a plan to move forward.
• Competitive spirit and drive to win. Strong sense of initiative, internal motivation, and an unrelenting focus on results.
• Openness to feedback and coaching with a strong orientation towards continual learning and improvement. Ability to solicit, accept and provide direct feedback without defensiveness.
• Capacity to function in a highly complex company with ease and fluidity, while driving and influencing results.
• Entrepreneurial, flexible, yet results focused.
• High degree of intellectual curiosity, honesty, and capability.
• Low ego and humble in spirit in spite of your track record of outstanding performance.

LIFE AT ENDOTRONIX

• Our shared company values create a foundation of trust and collaboration. United in a common purpose, we excel at the task at hand to provide best-in-class medical technology and customer service to our patients and clinicians. And along the way we make sure to have a little fun, continue to grow and celebrate our successes.
• We provide a competitive compensation package, comprehensive benefits including unlimited PTO, and an environment that will help you to thrive and succeed in your career.
• Endotronix is an equal opportunity employer, and we are committed to providing equal employment opportunities to all persons without regard to race, creed, color, religion, national origin, gender, marital status, citizenship status, age, veteran status, or disability. We are passionately committed to building a diverse organization where all perspectives and cultures are celebrated.