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Sr. Manager, Sales Operations - Commercial Excellence
Pharmaceutical Product Development (PPD)
Multi location:
Pittsburgh, Pennsylvania, United States of America
Houston, Texas, United States of America
Atlanta, Georgia, United States of America
Job Description
Our Mission is to enable our customers to make the world healthier, cleaner, and safer. Watch as our colleagues explain five reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation, and Involvement - working together to accelerate research, address sophisticated scientific challenges, drive technological innovation, and support patients in need.
Location/Division: Pittsburgh, PA or Atlanta or Houston.
Healthcare Market Division
How will you make an impact?
We are seeking a Senior Manager, Sales Operations (Commercial Excellence). This role sits within the Healthcare Market Division, reporting to the Senior Director, Sales Operations and Vertical Markets.
This role has the primary responsibility to lead the Sales Support organization and support the Senior Director of Sales Operations responsible for partnering with divisional leadership, commercial leaders, and support teams to deepen sales team efficiency and knowledge to deliver improved results. Effective leadership through cooperation between the marketing, sales, business, IT, customer care, and finance functions is critical to the impact of this role.
Success will be defined through the execution, and results of key responsibilities, projects, and critical initiatives to drive revenue growth. This is an incredible opportunity for someone looking to play a key role in commercial operations in a high-growth, innovative Life Sciences company.
What will you do?
Commercial Excellence Strategy Development:- Leads key projects and sales strategy through data analysis and utilization at the customer level (market and customer optimization) across all aspects of the sales organization.
- Sales territory optimization, alignment, and monitoring.
- Development and ownership of sales performance review (QBR) mechanism and automation.
- Supply cross-functional initiatives, using sales data and market insights to support strategic decision-making and drive business growth.
Sales Forecast Effectiveness, Performance and Execution:- Manage, validate, balance, and integrate the sales forecast process from the bottom up, ensuring accuracy and alignment with organizational goals.
- Collaborate with sales leaders and other collaborators to refine forecasting methodologies and improve forecasting accuracy.
Sales Incentive Structure and Plan:- Support the creation of the sales incentive structure and plan, ensuring alignment with sales objectives and motivating sales team members.
- Continuously evaluate and refine the sales incentive structure based on performance analysis and market dynamics.
Commercial Process Optimization:- Lead and prioritize the activities of the Sales Support Team and increase the effectiveness of processes that support the commercial organization.
- Training and support for sales enablement tools and processes in conjunction with L&D team.
- Develop an accessible library of sales processes and programs for quick reference by the organization, using existing technologies as appropriate.
- Collaborate with the sales team and cross-functional teams to optimize sales processes, identifying areas for improvement and implementing streamlined approaches.
- Set expectations regarding innovation and continuous improvements. Allowing for professional growth and development.
- Collaborate with relevant collaborators, such as Legal and Compliance, to ensure policies and procedures are up-to-date and aligned with standard processes.
- Supports and drives the Sales Operations vision and strategy aligned with business needs.
- Manage, validate, balance, and integrate the sales forecast process from the bottom up, ensuring accuracy and alignment with organizational goals.
- Collaborate with sales leaders and other collaborators to refine forecasting methodologies and improve forecasting accuracy.
Sales Incentive Structure and Plan:- Support the creation of the sales incentive structure and plan, ensuring alignment with sales objectives and motivating sales team members.
- Continuously evaluate and refine the sales incentive structure based on performance analysis and market dynamics.
Commercial Process Optimization:- Lead and prioritize the activities of the Sales Support Team and increase the effectiveness of processes that support the commercial organization.
- Training and support for sales enablement tools and processes in conjunction with L&D team.
- Develop an accessible library of sales processes and programs for quick reference by the organization, using existing technologies as appropriate.
- Collaborate with the sales team and cross-functional teams to optimize sales processes, identifying areas for improvement and implementing streamlined approaches.
- Set expectations regarding innovation and continuous improvements. Allowing for professional growth and development.
- Collaborate with relevant collaborators, such as Legal and Compliance, to ensure policies and procedures are up-to-date and aligned with standard processes.
- Supports and drives the Sales Operations vision and strategy aligned with business needs.
- Lead and prioritize the activities of the Sales Support Team and increase the effectiveness of processes that support the commercial organization.
- Training and support for sales enablement tools and processes in conjunction with L&D team.
- Develop an accessible library of sales processes and programs for quick reference by the organization, using existing technologies as appropriate.
- Collaborate with the sales team and cross-functional teams to optimize sales processes, identifying areas for improvement and implementing streamlined approaches.
- Set expectations regarding innovation and continuous improvements. Allowing for professional growth and development.
- Collaborate with relevant collaborators, such as Legal and Compliance, to ensure policies and procedures are up-to-date and aligned with standard processes.
- Supports and drives the Sales Operations vision and strategy aligned with business needs.
How will you get here?
Education
Bachelor’s degree in Business, Science, or a related field; MBA, advanced degree, or equivalent professional experience required.
Experience- Proven experience in sales, marketing, and/or sales operations in clinical diagnostics.
- Demonstrated expertise to work independently, project management and planning, analytical skills, organization, and sales forecast management.
- Knowledge of go-to-market and general commercial processes.
- Experience with standard commercial processes and sales deployment strategy needs of a sales organization.
- Ability to understand, implement, and improve sales compensation processes and procedures.
- Experience leading teams in a matrixed environment.
- Outstanding leadership and organization skills.
Knowledge, Skills, Abilities- Demonstrated ability to analyze data and make strategic business recommendations.
- Effective organization and time management skills with the ability to work under pressure and adhere to project deadlines.
- Expert communication, and presentation skills.
- Microsoft Office skills required.
- Ability to travel domestically as required (50% time).
Benefits
- Demonstrated ability to analyze data and make strategic business recommendations.
- Effective organization and time management skills with the ability to work under pressure and adhere to project deadlines.
- Expert communication, and presentation skills.
- Microsoft Office skills required.
- Ability to travel domestically as required (50% time).
Benefits
We offer competitive remuneration, annual incentive plan bonus, healthcare, and a range of employee benefits. Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation!
Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 100,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
Accessibility/Disability Access
Job Seekers with a Disability: Thermo Fisher Scientific offers accessibility service for job seekers requiring accommodations in the job application process. For example, this may include individuals requiring assistance because of hearing, vision, mobility, or cognitive impairments. If you are a job seeker with a disability, or assisting a person with a disability, and require accessibility assistance or an accommodation to apply for one of our jobs, please submit a request by telephone at 1-855-471-2255*. Please include your contact information and specific details about your required accommodation to support you during the job application process.
This telephone line is reserved solely for job seekers with disabilities requiring accessibility assistance or an accommodation in the job application process. Messages left for other purposes, such as not being able to get into the career website, following up on an application, or other non-disability related technical issues will not receive a response.
Job posted: 2024-03-08
