Senior Manager, Sales Operations

SeaSpine is uniquely transforming Spinal Surgery with safe, fast, real-time solutions that give surgeons and hospital partners the confidence to deliver better outcomes to improve patient lives-NOW.

The Sales Operations Senior Manager is a key player in providing the structure and visibility needed to ensure the internal and distributor sales teams deliver maximum results. This role creates clear processes and solutions to support organizational imperatives and drive the implementation of new programs and opportunities. The Sr Manager Sales Operations is the liaison between the marketing brand teams and the Commercial Operations teams and the field sales organization. You will support and advance the work of SeaSpine internal sales and distributor partner teams with timely and relevant strategies and communications, develop and maintain internal reporting tools to measure the success of our efforts, lead the planning and execution of multiple projects and programs.

Your key responsibilities

Establish and enforce policies and procedures for the commercial organization

• develop and maintain operational business plans for program requirements
• provide input to strategy development of new operational processes
• coordinate activities cross functionally to obtain optimum production and utilization
• implement, enforce, and update standard operating procedures to ensure consistency with processes

Manage operating budgets and finances

• provide strategic input to budget planning process
• ensure budgets and financial performance align with business strategic requirements
• ensure assets, liabilities, revenues, and operating expenses are accounted for and reported and compile and evaluate financial data to ensure operating procedures meet business needs

Develop and deploy leadership and change methodologies and operational processes and procedures across multiple functions

• evaluate key business components in order to assess current performance standards
• identify areas of improvements
• develop improvement solutions
• ensure methodologies, processes, and procedures are simple and executable with manageable roll out plans
• consult with cross-functional teams to gain alignment on improvement solutions
• ensure methodologies, processes, and procedures are sustainable for future use and communicating changes and solutions to key stakeholders to gain buy-in

Drives the execution of multiple business plans and projects

• identify sales, distributor, and operational needs

• develop and communicating business plans and priorities
• remove barriers and obstacles that impact performance
• develop performance standards, measuring, and monitoring progress
• demonstrate adaptability and support continuous learning

Provide supervision and developmental opportunities for Sales Operations individual contributor team members

• select and train, mentor, and assign duties
• build and support a team-centric environment
• establish performance expectations and conduct regular performance evaluations and reviews
• provide team and individual recognition and rewards
• coach for success and improvement; and ensure diversity awareness
• promote and support company policies, procedures, mission, values, and standards of ethics and integrity

Ensures business needs are being met by

• evaluate the effectiveness of current plans, programs, and initiatives
• consult with business partners, managers, and other key stakeholders
• solicit, evaluate, and apply suggestions for improving efficiency and cost effectiveness and participate in and support community outreach events

Essential Functions and Responsibilities

• Partners with senior sales leadership for equitably assigning sales force quotas and ensuring the firm's financial objectives are optimally allocated to all sales channels and resources through the quota program
• Partners with senior sales leadership to identify opportunities for sales process improvement. Automates and digitizes manual field-based processes and interactions. Facilitates successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch. Fosters an organization of continuous process improvement.
• Prioritizes investments in enabling technologies in support of sales organization productivity. Recommends changes and enhancements to the company salesforce.com Customer Relationship Management technology platform.
• Works closely with senior sales leadership to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns reporting and incentive programs with these performance management priorities.
• Collaborates with Finance to ensure sales reports and other internal intelligence is provided to the sales organization. Develops new reporting tools with a focus on access, clarity and mobility. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
• Working with Human Resources, Finance and senior sales leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.
• Oversees sales compensation plan administration. Establish sales compensation program rules, policies, and procedures. Ensures sufficient resources are assigned to adequately administer sales compensation programs. Works closely with Accounting,
• Manage all customer related master data
• Oversee distributor agreements, order processing and shipments in partnership with Customer Service
• Manage sales derived projects as needed

• Excellent organizational and record-keeping skills
• Excellent verbal, written and interpersonal communication skills
• Solid and proven negotiation skills
• Ability to manage multiple priorities within expected timelines
• Solid customer relationship management experience
• Ability to interface with all levels within the company and provide ease of processes
• Maintain an excellence and quality level of support to all departments
• Trouble shoot and provide resolution to any obstacles and which may arise cross functionally
• Knowledge and experience with database software, BI sales reporting, Salesforce.com and Oracle e-Business Suite modules

Who you are

• Bachelor's Degree in business management or related field
• Consistent experience dealing with sales managers, third party distributors and sales agents
• Expertise in matters related to analytics, reporting, process design, and sales productivity related functions
• Consistent experience dealing with sales managers, third party distributors and sales agents, hospital and purchasing organizations, operations and customer service departments
• Master's degree preferred
• Medical device industry experience preferred with Spine industry background a plus

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)