Director, Operations
4 weeks ago
About this opportunity
The Director, Operations and Services, Americas iTero drives sales excellence and efficiencies through a range of critical areas such as cross-functional processes and methodologies, business analytics, product launch readiness, channel enablement, sales resource optimization, and talent development. This role partners with Sales Leadership to operate and scale efficiently, including developing strategy, reporting & analytics, incubating new programs, and designing incentive compensation. You will lead standing up new business for iTero through operational and tactical efforts including sales representative deployment, territory mapping, goal setting and tracking, and internal communication flows as relates to iTero sales operations in the Americas Region. This position is based in Raleigh, North Carolina and will manage between 2~4 people consisting of Managers and Analysts In this role, you will… Develop sales resource plans for territory optimization, mapping, alignment changes Align sales planning, forecasting and budgeting initiatives with overall corporate objectives; facilitate thought leadership amongst the iTero team, including thinking through long term strategy, challenges and building for scale Partner across functions to drive alignment on solutions that address Customer needs (iTero, Invisalign, and Exocad) Work with Sales Compensation to provide Strategy, Territory quota creation & calculations, contest management, ROI analysis. Direct and oversee business capabilities of new to market business for iTero (example: Go Digital) Ensure the CRM supports an effective sales funnel and operationalized customer journey strategy Direct Sales Force DC (Sales Effectiveness Tool, Dashboards, Sales Funnel, Contracts, Access) utilizing centers of excellence in Commercial Excellence Work cross functionally with AMS marketing and sales leadership in the creation & execution of field sales programs / initiatives, new product launches etc. Establish strong relations with AMS departments (Sales, Marketing, Commercial Excellence, Clinical Education, Training, Finance, IT) to leverage Americas wide efficiencies with a focus on reducing non-customer facing activities by field team through data, analytics, and automation Liaison with Customer Advocacy & Treatment Planning Partner with sales leadership and HR on sales organizational planning, hiring and onboarding Identify solutions and technologies that drive sales efficiency and revenue growth; drive the adoption and usage of sales automation solutions to optimize the benefit of technological investments Act as global interface to deploy processes across other geographies (APAC, EMEA) Interface with customers and key corporate accounts regarding iTero’s strategic initiatives Leveraging the Sales Incentives COE, interface to external compensation consultants to ensure accurate reporting for compensation Develop and Manage portfolio of contracts for iTero AMS, including liaison with Legal on unique modifications for customers Oversee operational deployment and tracking of marketing program, Fusion, for internal accounting reporting and external customer facing reporting Administrative function and global leadership in design and implementing solutions for iTero contracts while ensuring compliance Comply with all safety policies, practices and procedures. Report all unsafe activities to supervisor and/or Human Resources. Collaborate with Global Operations leaders to develop and deploy consistent best practices. Lead a team of analysts, program managers, and operation specialists to deliver on the departmental goals. Participate in proactive team efforts to achieve departmental and company goals. Perform other duties as assigned. In this role, you’ll need … Bachelor’s Degree in Sales, Marketing, Finance, or any other business related field or equivalent working experience required, MBA preferred 12+ years working experience in commercial or sales operations roles within fast-paced, high growth and scaling environments. Broad experience in both B2B, B2C businesses, preferably with multi-channel / distributor / buying groups and emerging channels experience. Proven experience managing a cross-functional team to achieve sales objectives and targets. Internal corporate, project management and operational experience at a senior level Excellent knowledge of CRM and analytical systems and an understanding of CRM principles for both B2B and B2C A demonstrated proficiency in the use of MS Word, MS Excel, PowerPoint – and ability to develop and deliver effective presentations. Exceptional analytical skills and a passion for the insights that result from those analyses. Customer-oriented with a passion for delivering results and an ability to inspire the same for their team. Self-motivated problem-solver and thought-leader with strong strategic and thinking skills; a positive winning attitude, with the ability to maintain composure in stressful and uncertain situations.-
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