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.

Duty/Responsibility:

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.


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