Sales Operations Manager

3 weeks ago

Lake Zurich, United States Fresenius Kabi Full time

Prepares and summarizes sales analysis to identify key trends and identify opportunities to maximize sales force effectiveness. Supports area directors, regional directors, key account managers, sales representatives, and collaborates with internal stakeholders. Responsible for forecasting, designing, and developing commission plans that support business priorities. This role will provide ongoing support, training, and development of the team members by reviewing all their work for accuracy and consistency, while practicing proactive management style and providing positive feedback.

**Responsibilities**
- Provides guidance on usability and use case development for CRM activities and usage in Salesforce.
- Understanding of Salesforce customizations including configuration, CRM fields and objects, workflows, forms/layout, and business rules.
- Provides expertise with the set-up, configuration, and maintenance of the CRM (i.e., SFDC).
- Identify process improvement opportunities and develop or enhance tools to assist in the work deliverables.
- Assist in training new field-based employees on applicable sales reporting tools and territory management practices.
- Plans, designs, implements, maintains, and administers the cash compensation and incentive programs for the assigned business/field sales organization. Ensures that sales compensation and incentive programs help drive the Company’s strategic objectives and competitive position in the marketplace. 
- Understands and helps determine key business drivers and translates into appropriate compensation and incentive plans for different types of field sales personnel across multiple sales channels and product lines.
- Supports the development of evaluations and recommendations for leadership teams to review and approve.
- Supports the development and implementation of periodic sales contests and short-term incentive programs to drive sales initiatives.
- Tracks and monitors sales compensation program performance; uses this information to further optimize ongoing plans and programs.
- Conducts background research of business system and processes by benchmarking against other organizations and evaluates vendor proposals as needed to develop a project.
- Works closely with the Sales organization and other departments to understand key business drivers and translates this information into practical compensation and incentive plans that will appropriately focus and encourage field sales efforts.
- Implements and manages focused programs for the sales team, including special recognition programs.
- Manages workload and deadline requirements; prioritizes and allocates resources.
- Liaison between sales operations team and IT/technical infrastructure with field management, product enhancements, and help solve user/system issues.
- Product manage the backlog and enhancements requests, ensuring prioritization and business value.
- Manages vendor relationship and ensures product release management is communicated and implemented.
- Builds and provides geographical sales analysis, including trend analysis, strategic planning, regional data, product rankings, market segmentation, targeted accounts, call analysis and other miscellaneous sales reports.
- Develops, maintains, and distributes field territory maps, and sales incentive plan documentation.
- Create pipeline accuracy tracking reporting; report out results monthly to provide Sales management with tools to performance manage their teams.
- Continuously improve reporting provided to Sales team; actively work to optimize and improve reporting while also converting reporting to self-service dashboard offerings.
- Analyzes territory trends such as customer type, customer calls, GPO contracts, and sales results to maximize sales force effectiveness.
- Communicates findings, trend analyses and recommendations verbally and in writing to management and other stakeholders.
- Ensure data quality of all outgoing reports and analyses.
- Completes all training requirements, including all department-specific, compliance training, etc.
- Attend local, regional, and national meetings as needed.

**Requirements**:

- Bachelor’s degree required, MBA or equivalent experience preferred.
- Minimum of 5 years of pharmaceutical/biotech experience, including 3 years of demonstrated success/leadership in pharmaceutical/biotech sales operations and sales analytic experience with supporting a field sales organization.
- Must be analytical, collaborative, have excellent organization skills, with the ability to prioritize projects.
- Strong verbal and written communication skills required.
- Ability to work independently.
- Excellent team player with strong interpersonal skills.
- Travel (Air/Auto) may be required and is based on the needs of the business.
- Ability to work flexible hours and weekends to meet business/customer needs.
- Ability to work effectively with all employees and external business contacts while conveying a positive

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