Senior Director, Sales Operations
Job Details
Management
Bird and Cronin LLC - Eagan, MN
Full Time
4 Year Degree
SUMMARY

The Director Sales Operations (DSO) manages support functions essential to sales force productivity for the Bird & Cronin brand. These include planning, reporting, sales forecast setting and management, sales process optimization, sales training, sales program implementation, sales compensation and administration, product portfolio management, product pricing, and recruiting and management of sales team talent.

 

The DSO is responsible for the overall productivity and effectiveness of the assigned sales organization supporting the Bird & Cronin brand. Reporting to the CEO, the DSO also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported.

 

ESSENTIAL FUNCTIONS & RESPONSIBILITIES

  • Work with the sales teams to assist them in ad hoc day-to-day requests/activities (reporting, forecasting, opportunity management, fulfillment, process, general issues/questions, etc.)
  • Develop formal reporting packages for sales effectiveness and productivity including, but not limited to conducting metrics reviews with sales management, working to ensure all sales organization objectives are assigned in a timely fashion; managing commission process for the sales team (designing efficient quota structure and assignment, deployment, tracking and payout), managing sales plans and yearly/quarterly tracking to plan, owning the quota and capacity plans for sales and customer care
  • Coordinate sales forecasting, planning, and budgeting processes used within the sales organization. Proactively monitor and strive to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts, working to make forecasting more accurate. As needed, coordinate planning activities with other functions and stakeholders
  • Direct and manage activities within Sales Operations areas, including headcount and budget resources for sales planning, incentives, and field resources. Create, coach, and inspire a sales operations team to foster the continuous growth of all team members through regular visits to all sites
  • Work with sales force to manage key accounts. Manage customer contracts. Uncover areas of revenue opportunity in our customer and prospect customer base
  • Collaborate with Finance on pricing models and business processes that support the strategic plan and enable accelerated revenue growth; monitor product price controls. Work closely with Finance and HR to establish and oversee the administration of sales compensation program, rules, policies and procedures as needed, or when required to arbitrate or clarify the application of sales compensation program policies and procedures. Provide input to senior leadership in the development and administration of sales incentive compensation programs
  • Project manage requirements, key milestones and deliverables associated with strategic projects (e.g. new product introductions and product end of life) by collaborating with cross-functional teams
  • Run monthly demand plan meetings. Report on the pipeline generation needs and variances for each team
  • Monitor the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Assist in the development of new reporting tools as needed
  • Implement enabling technologies, including CRM, to field sales teams. Monitor the assigned sales organization’s compliance with required standards for maintaining CRM data. Work closely with sales management to optimize the effectiveness of the firm’s technology investments. Train other staff as necessary on the use of CRM and other sales tools
  • Perform additional related duties as needed

 

SUPERVISORY RESPONSIBILITY

Directly manages a support staff supporting the Bird & Cronin brand made up of Administrative Specialists, Sales Operations Analysts, Customer Care, and Inside Sales. Directs the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed, coordinating with the appropriate management-level supervisors.

 

COMPETENCIES

  • Expert knowledge of sales and marketing management business acumen, principles, and best practices; current with relevant trends and applications, preferably in medical device/supply industry and e-commerce
  • Demonstrated proficiency managing analytically rigorous initiatives including, but not limited to, defining, refining and implementing sales processes, methodologies, policies, and sales dashboards and reports
  • Demonstrated ability to efficiently allocate technology, support, and training resources impacting the sales organization
  • Influential, high level of verbal and written communication skills, including negotiation and presentation skills
  • Knowledge of the best practices for sales and change management; able to drive a result-driven sales team by leading through training, mentoring, and other performance-management methods
  • Exceptional customer service and interpersonal skills; able to build rapport quickly and work effectively cross-functionally and with external customers (e.g., clients/customers, distributors/dealers, vendors, contractors)
  • Proficient in Microsoft Office applications and sales and customer service management (CRM) software
  • High level of integrity and ethics, able to handle sensitive and proprietary information with discretion and confidentiality
  • Alignment with DYNA mission, vision, and core values

 

EXPERIENCE & EDUCATION

  • Bachelor’s degree in business administration or related field
  • Minimum five (5) years of successful sales management experience in a business-to-business sales environment; preferably in the medical device industry

TRAVEL

Requires travel 25-30% of the time, including overnight, when visiting integral customers or trade shows out of the local area

 

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