Senior Manager, Commercial Operations & Strategy

Posting Date: 06/11/2019
Closing Date: 07/31/2019
Posting Level: Mid-Level

The Senior Manager of Commercial Operations & Strategy will be responsible for maximizing salesforce effectiveness and productivity through the creation and execution of global commercial strategies, processes, planning and analytics. Acts as a strategic business partner and liaison to the global sales management team. Directs a team responsible for driving compensation and analytics, sales service, pricing and contracts, and commercial operations. Works cross functionally to create and enhance ACIST's value with customers. With a continuous improvement mindset; this role designs, implements and manages a set of business activities and processes that help the sales organization run effectively and efficiently.


Global Commercial Strategy:

- Develop and execute sales strategies in global direct markets.

- Partner with Finance and HR for the development of sales compensation programs; ensuring alignment with commercial objectives and strategies.

- Identify opportunities for sales team(s) to improve efficiencies.

- Identify sales trends and creative proactive solutions that help management gauge the performance of the business and create proactive solutions to maximize sales performance.

- Optimize sales organization headcount through efficient territory and regional alignment, ensuring proper location of appropriate headcount for current and future business needs.

- Optimize sales organization roles and responsibilities for current and future business needs.

- Define processes to create reproducible and measurable programs to drive sales with customer accountability.

Insights and Analytics:

- In collaboration with Finance partners, direct the creation of various global reporting within Sales Force CRM including: daily sales reporting, product dashboards, reporting packages for sales reps, sales managers and EC.

- Identify key sales performance indicators, key areas of opportunity and sales force training needs.

- Proactively monitors and analyze sales activities, results, gaps to guide global sales leadership team in developing enhancement to ensure sales targets are met.

- Partner with Finance for oversee expense budget creation and management.

- Lead monthly calls with the sales organization to review results and keep the field connected to the home office.

- Direct the evolution of customer relationship management tool to meet evolving business needs.

- Proactively identify and guide improvements to existing processes to keep ahead of changing business needs.

Business Partner:

- Collaborates with the Finance team to ensure alignment on sales financial strategies and programs.

- Provide oversight to pricing and rebate programs; analyzing regularly to ensure we meet financial goals; ensure implementation and execution of the programs.

- Interacts with global cross-functional groups to solve business and customer issues.

- Drives cross-functional and global alignment of commercial operations strategy, goals and processes by partnering and communicating frequently with global Sales, Marketing, Legal, HR, IT and Finance.

- Communicates regularly and effectively with executive leaders; advising President, CFO and VP of Sales on strategy, competitive trends and general business topics.

- Guide Legal team in the creation of account level contracts; facilitate sales team and customer needs nexus with business needs.

Sales and Operational Process Improvement:

- Proactively identify and guide improvements to existing processes to keep ahead of changing business needs.

- Oversee management and improve efficiency of:

- Sales demo pools for all products

- Price renewals for non-GPO customers

- CRM tools

- Data management

- Interface with business partners at Bracco Diagnostics (BDI) on shared processes making sure ACIST’s business needs are being met

People Leadership:

- Manage a team that takes sales orders, process sales orders, prioritize sales orders, confirm order delivery dates, take orders for distributors orders for both injectors and consumables.

- Manage an in-house sales team that generates and manages service contracts and service contract revenue to corporate goals and objectives.

- Ensure that all team resources are utilized in an efficient and cost-effective manner to optimize strategic activities.

- Create a culture of success and accountability that leads to reaching target objectives.

- Communicate ACIST’s corporate objectives, goals, directives and policies to commercial operations team, creating a clear vision and positive, team-oriented environment.

- Lead by example and work to insure the highest standards of corporate integrity and core values are met.

Keep your finger on the pulse of Medical Alley from anywhere with the ALLEY NEWSLETTER