Senior operations and sales manager job description

The Senior Manager, Sales Operations will be responsible for all sales operational activities, including forecasting, build and implement sales reports and analytics, build incentive compensation programs, sales force structuring, sizing, targeting and deployment, business systems and data management. Prepares and summarizes sales analysis to identify key trends and identify opportunities to maximize sales force effectiveness. Maintains sales analytics and customer relationship management (CRM) tools for the sales team and management. Supports regional business directors and key account managers and collaborates with internal stakeholders.

Members of our Biosimilars organization have the option of working onsite or in a hybrid mode out of our Lake Zurich, IL corporate headquarters or out of satellite office in Chicago, IL.
Responsibilities

Assists in the planning, direction and development of an integrated processes.Proactive leader who manages workload and deadline requirements; prioritizes and allocates resources.Builds and provides geographical sales analysis, including: trend analysis, strategic planning, regional data, product rankings, market segmentation, call analysis and other miscellaneous sales reports.Applies strategic and competitive market intelligence within department analytics and collaborates with Marketing, Marketing Analytics, Medical Affairs and Market Access to align forecast with sales targets.Provide strategic and visionary recommendations; review the analysis and business drivers based on competitive trends and contract award drivers.Builds and analyzes focused programs for the sales team, including special recognition programs.Build field incentive compensation program and monitor and track field force impact on IC and adherence to call plan through updated reporting.Develops analytical tools for the sales team, and responsible for upkeep of sales reports. Analyzes territory trends such as customer type, customer calls, GPO contracts, and sales results in order to maximize sales force effectiveness. Assist in training new field-based employees on applicable sales reporting tools and territory management practices.Communicates findings, trend analyses and recommendations verbally and in writing to management and other stakeholders.Develops and manages reporting templates and dashboards used to analyze and interpret sales data.Ensure data quality of all outgoing reports and analyses.Identify process improvement opportunities and develop or enhance tools to assist in the work deliverables.Evaluate financial results of relevant business areas in Sales and Marketing. Identify and analyze appropriate market/product trends and provide summary reports of monthly KPI's to sales leadership.

Requirements
Bachelor's degree required, MBA or equivalent experience preferred.Must be analytical, collaborative, have excellent organization skills, with the ability to prioritize projects.Minimum of 7 years of pharmaceutical/biotech experience, including 3 years of demonstrated success/leadership in pharmaceutical/biotech sales operations and sales analytic experience with supporting a field sales organization.Minimum of 2 years oncology and biosimilar experience preferred.Demonstrated success in implementation and or management of CRM platforms, developing and managing incentive compensation programs, sales reports & analytics and business systems.Strong verbal and written communication skills required.Experience in building and leading a sales operation/analytics team when applicable.Ability to work independently.Must have advanced skills in Microsoft Excel with proficiency in Word and PowerPoint; Access and Qlik Sense data visualization software experience preferred.Excellent team player with strong interpersonal skills.

Additional Information

We offer an excellent salary and benefits package including medical, dental and vision coverage, as well as life insurance, disability, 401K with company match, and wellness program.

Fresenius Kabi is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship, immigration status, disabilities, or protected veteran status.

Your Title: Sr. Manager, Sales Operations
Job Location: UK, Remote ,EU Remote
Our Department: CES Ops / CES Sector

Job Description: Sr. Manager, Sales Operations - EMEA

Trimble Construction Enterprise Software (CES) is looking for a highly motivated, cross-functional Senior Manager of Sales Operations for EMEA. The right candidate has a proven track record of working in a collaborative manner with matrixed organizations and will show success in operational reporting, sales operations and analytics. Specifically managing forecasting, reporting, compensation, sales territory planning, analyzing business trends and participating in strategic planning for the business. We seek candidates with broad technical skills (e.g., SFDC, Excel/Pivots, Data Visualization), strong business acumen, and Salesforce.com experience. The role will assist stakeholders in creating efficiency, assessing performance, and reporting & delivering results. This role will lead a global team and report directly to the Sr. Director, Sales Operations for CES.

Job Responsibilities:

Sales Operations Organization: Design, recruit and grow the global CES Sales Operations organization in coordination with the Sr. Director of Sales Operations for CES. Build in a manner that is aligned with the overall Trimble Sales Operations strategy and enabled to drive and scale Trimble Construction One (TC1) sales.Proven results: Lead a global Sales Operations function, developing and leading the strategies, tactics and technologies around sales execution to exceed company growth targets.Strategic Planning: Determine potential by segment/industry/market etc.; design territories and account lists; segment accounts; build capacity plans to assist in organization design and planning. Navigate seamlessly between working hands-on to create processes, reporting, metrics, etc and collaborating with senior leaders on strategic planning.Metric Dashboard Creation and Governance: Optimize sales execution by establishing key performance metrics and dashboards that align with the organization's growth strategies. Design and provide analysis to understand the health of the sales funnel; make recommendations for improved sales strategies or data inefficiencies Sales Tools Automation: Automate processes to make the sales ops team and sales teams more efficient and focuses on driving sales rather than on manual tasks Best Practice Implementation: Participate in project teams to support strategic business initiatives for growth and scale, including evaluation/optimization of CRM, setting business rules for IT configuration, determining appropriate business processes/policies, and facilitating change management process for the sales team Compensation: Partner with cross functional teams throughout CES in the design and creation of motivating compensation and incentive programs in support of Trimble CES's compensation philosophy of paying for performance and rewarding talent in the sales organization. Sales compensation in the Sales Operations team will work in partnership with the PX Sales Compensation team Commissions: Lead process improvement efforts around the commission planning and maintenance process. Creation/management of all Sales Commission Plan documents, policies, and internal processes. Drive and partner with internal cross-functional teams to create, record, approve and communicate sales commission policies and procedures.Executive Presence: Prepare and present executive summaries to Divisional and Sector leadership on a recurring basis

Experience:
Proven experience within Sales Operations, Finance or other Operational capacity in technology/SaaS environment with progressing responsibilities. Proven experience of building, maintaining and managing successful global teams Managing Sales Operations in a highly matrixed environment.Comfortable working in a rapidly changing and highly dynamic environment Bachelors degree in technical focus, Finance, Business, Marketing, or related discipline; MBA preferred Proficiency in Salesforce.com, Google Suite, Excel, Qliksense, Domo or Tableau preferred Advanced verbal and written communication skills Advanced presentation skills
Demonstrated ability to work under pressure, manage multiple tasks/projects simultaneously, and drive cross-functional teams to meet common goals is essential Handles confidential and sensitive information and records with a high degree of discretion, diligence, and good judgment

Competencies:
Demonstrates honesty and integrity in managing people and resources; and treats others with respect, fairness, and concern for their welfare Identifies and resolves problems promptly and gathers and analyzes information skillfully Well-organized, self-directed team player. Remains open to others' ideas and exhibits a willingness to try new things Adapts to changes in the work environment, manages competing demands, and deals with frequent change, delays, or unexpected events

Trimble's Inclusiveness Commitment
We believe in celebrating our differences. That is why our diversity is our strength. To us, that means actively participating in opportunities to be inclusive. Diversity, Equity, and Inclusion have guided our current success while also moving our desire to improve. We actively seek to add members to our community who represent our customers and the places we live and work.

We have programs in place to make sure our people are seen, heard, and welcomed and most importantly that they know they belong, no matter who they are or where they are coming from.

Trimble's Privacy Policy

About the position

WalkMe pioneered the Digital Adoption Platform (DAP) to empower business leaders to realize the promise of technology in today's overwhelming digital world. Through WalkMe's guidance, engagement, insights, and automation, employees are more efficient, executives have better visibility into digital usage, and organizations maximize the full value of their digital assets to empower digital transformation.

About the Role

As a Senior Manager Sales Operations - Processes and Tools, you will report to the Sales Operations Director. You will guide the sales strategy, procurement, vendor management and ongoing maintenance of the full Sales tech stack. This role provides strategic leadership of highly complex or enterprise-wide programs to optimize CRM tools and applications for sales from creation to completion. You guide change management efforts that enhance sales productivity by promoting new and improved tools, processes, and best practices. The three main goals are Project Management, Technology and Enablement.

What You'll Own

* Transform how our global sales teams work with technology and process adoption
* Manage sales operations projects to increase efficiency and proficiency
* Lead the evaluation, launch and training of new Sales Enablement tools/platforms
* Design enablement practices allowing us to scale and deliver updates for tools enhancements to users
* Partner with vendors on new feature updates and to capture best practices/insights and ensure knowledge transfer to sales teams
* Fine tune existing Sales Onboarding programs, regular training cadences, peer coaching programs, deal review program, support engineering shadowing to drive sales performance
* Partner with Marketing on strategy for knowledge management, and own the governance and ongoing maintenance of Sales-facing content
* Update trainings as processes and best practices evolve; assess existing content for effectiveness and relevance
* Provide one-stop-shop support to Sales and Sales Management by assisting them through the sales tool workflow questions

What You Need to Succeed

* Hybrid work schedule between SF office and remote, able to work early hours 6am PST+ to partner with other time zones
* Proficiency with sales tools (Salesforce, Clari, Gong, and Outreach) and Microsoft Excel (can maintain complex spreadsheets)
* 6+ years of experience in a global Sales/GTM/Revenue Enablement, Sales, Sales Operations, Program Management or related field
* Passion to handle new projects and achieve results in an unstructured, evolving environment
* Talent to simplify complex topics into something people can understand in minutes
* Highly collaborative style to partner productively with a broad range of partners
* Cultivate a reputation as being creative, accountable, reliable, and thoughtful
* 3+ years working with sales tools - in a user or administrator capacity. CMS, LMS, or Revenue Optimization tool experience

What you will love about us!

* Comprehensive Health Care Coverage for Medical, Dental, and Vision for our Employees and Families, 401(k) with company matching program, Parental Leave programs, and a vacation policy to encourage a healthy work-life balance.
* WalkMe offices are open during Covid-19 for those who chose to come (vaccines required) with in-person and virtual social activities to promote positive employee engagement

At WalkMe, we approach Diversity, Equity and Inclusion (DEI) with the same level of collaboration, innovation and accountability that we bring to the rest of our business. We believe in the value of diversity and are committed to ensuring an equitable and inclusive workplace where every employee has an equal opportunity to achieve success.

We've made this commitment not only because it's the right thing to do, but also because we know that having diverse perspectives, experiences and identities on our team helps us to better meet the diverse needs of our global clients. While we're not yet where we want to be, our goal is to create a workplace as fair and inclusive as our business is category defining. And at WalkMe, we achieve our goals.

TO ALL RECRUITMENT AGENCIES: WalkMe does not accept agency resumes. Please do not forward resumes to WalkMe employees or any other company location. WalkMe is not responsible for any fees related to unsolicited resumes and will not pay fees to any third-party agency or company that does not have a signed agreement with the Company for this specific role.