Commercial Operations Manager
Lexington, MA
Sales and Marketing – Sales Ops & Training - 5010 /
FTE Exempt - REG /
On-site
The Commercial Operations Manager is responsible for monitoring and reporting on sales pipeline health and sales KPI’s. Routine responsibilities include the collection, analysis, and reporting of sales related data and KPI’s in an on-going effort to increase overall sales productivity. You will also oversee the successful operation of our SFDC platform – both through direct as well as project management efforts. You will be fluent in data management, data structuring & reporting methodologies for multiple platforms (SFDC, Power BI, etc).
This role is an excellent opportunity for a team player looking to hone their Commercial Operations skill set in a fast-paced, cross-functional and high-growth environment. This person will embody the spirit of continual process improvement and constantly be looking for ways to both reduce the friction of our sales processes and improve the usability of salesforce.com.
This is a hybrid work position, reporting into the Director, Global Sales Operations and may require occasional travel for sales meetings and trainings.
ROLES & RESPONSIBILITIES:
Commercial/Sales Operations – Core Functions:
Drive successful Operating Mechanism strategy through owning the standing weekly administration of all required items (reporting, business updates, coordinating global teams on one schedule, etc)
Proactively monitor, identify & drive action on core data insights; use to drive internal & process improvements
Improve team performance & actionable insights through the active management of standard and customized salesforce reports and dashboards
Work with Director, Commercial Operations to define quarterly objectives, standardize business reporting, and create dashboards for sales leadership and executives
Own the administration & calculation of all Commercial compensation plans; participate in yearly plan reviews and propose new plan changes
Create both standardized and custom reports, conduct quantitative sales analysis, provide support for sales programs, and assess future needs.
Metrics & Pipeline Analysis:
Analyze to understand the health of the sales funnel with a proven ability to visualize & make recommendations for improved sales strategies or data inefficiencies.
Analyze commercial KPI’s, process & strategy to proactively drive revenue & margin forecast achievement
Contribute to KPI development as they relate to accelerating business reviews
Partner with other key commercial partners (CX) to drive cross-functional improvements including – but not limited to - SFDC & other continuous improvement projects
Key Connector & Partner with Marketing & MES team to drive regular reporting & ad-hoc project support, including optimizing lead qualifications and lead scoring alignment
Salesforce .com & Commercial Technology stack
Administer company’s Salesforce CRM platform and connected support tools, ensuring data structure meets the needs both of the Sales team and the Company & managing external contractors as necessary
Drive the successful completion – and on-time delivery - of standard improvements & upgrades with our external contractors
Be the point person between Sales and the Company’s overall technology platform and tools that connect with Salesforce .com
Partner with Sr Mgr, Training & Enablement to ensure ongoing optimization of commercial team utilization within Salesforce
Ensure Salesforce data quality, adoption and utilization are meeting defined goals
Own and maintain the Products, Price Books and quote generation and approval process in Salesforce
Proven experience & success with:
Owning the end-to-end process of tracking the sales process and conversion rates throughout the sales funnel
Pattern recognition: Knowing when adjustment is needed in order to improve sales performance down the funnel
Building reports that inform sales reps, managers, and leadership on historical results, current performance, and expected results in the future
Administering & managing core CRM platform & supporting software from a business operations perspective on a daily basis
Operating in a fast-moving, high-paced environment with a high-degree of personal accountability
Who are we looking for?
o Clear communicator with excellent written, verbal, and listening skills.
o Creative problem-solver with a positive, solution-based mindset
o Interested in building a business & comfortable not having all the answers
o Ability to build relationships effectively across global teams.
o Proactive and willingness to dig in with little direction…. A self-starter.
o Proven experience with sales operations and data strategy.
o Excellent critical thinking skills with the ability to break down ambiguous problems into management components, think through solutions, and communicate clearly to all departments/stakeholders.
o Aware of evolving needs and opportunities, showing flexibility in doing whatever is appropriate to support the Company’s success
o Creative problem solver.
EDUCATION & QUALIFICATIONS:
Education – BS/BA degree or related degree
Knowledge/Experience
Minimum 4+ years sales operations experience; capital and business to business sales preferred
Proven skills –
Salesforce.com administration:
Core understanding of SFDC structure & ability to troubleshoot technical issues
Knowledge of features and functions, such as Leads, Opportunities, Activities, Campaigns, Forecasting, Territory Management, Reports & Dashboards, Email Integration, etc
