2 weeks ago

Director of Sales Operations

Holliston Competitive Permanent

Job Reference: Director of Sales Operations

Employment Type: Full-time

Location: Holliston, Massachusetts, United States

Industry: Pharmaceuticals and Medical Devices

The level of expertise required for this role needs to cover the following key points:

Director of Sales Operations Job Specification:

  1. Sales analytics:
    1. Historical revenue performance by region, territory, brands
    2. Historical margin performance by region, territory, brands
  2. Forecasting:
    1. Forecasting by quarter and year by territory/region in consultation with sales VP
    2. Align marketing and sales forecasts
    3. Present updates on Sales funnel, KPIs etc
  3. Territories and Quotas:
    1. Territory definition, addition, modification in consultation with sales VP
    2. Modifications to product portfolio in sales organization in consultation with Sales VP
    3. Sales quota definition by territory in consultation with Sales VP
  4. Sales compensation:
    1. Definition of sales compensation plans in consultation with sales VP
    2. Variable comp calculation against quota
  5. Liaison with Manufacturing:
    1. Present demand view to operations for loading the factories
    2. Get commits
    3. Ensure order deliveries and prioritize in case of constraints
  6. Maintain Sales Related Tools:
    1. Maintain CRM
    2. Manage the interface between CRM and ERP
    3. Maintain customer database and part additions
  7. Discounts:
    1. Discount policy in consultation with sales VP
    2. Approve discounts on a case by case basis
  8. Process:
    1. Definition and management of sales and operations planning process in consultation with sales and operation
    2. Sales funnel process
  9. Sales Team Events Planning:
    1. Sales Training
    2. Sales Meetings
    3. President Club

Skill Requirements:

  • Sales
  • Forecasting
  • Key Performance Indicators
  • Sales Compensation
  • Sales Management
  • Sales Operations
  • Customer Relationship Management (CRM)
  • Sales & Marketing
  • Event Planning
  • Operational Planning

Level of education: Master of business administration

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