Commercial Operations Manager

WuXi AppTec • Philadelphia, PA

398d

About The Position

This position will oversee sales operations specialists and as a team, work closely with sales, finance, operations, legal and marketing to improve the effectiveness and efficiency of the processes and deliverables used to propose and win business.

Requirements

• Bachelor's degree in business, sales/marketing, or related discipline is required.
• MBA preferred.
• 7-10 years of experience working in sales, business or marketing operations, or business management.

Responsibilities

• Issue proposals, SOWs, work orders, quotes, and respond to RFPs in a high-quality fashion and in an agreed upon timeline that meets or exceeds both internal and external customer expectations.
• Improve the sales operations infrastructure where needed to provide secure access to critical documents and contracts on an as needed basis and enable actionable business reporting.
• Document and report on later stage sales funnel metrics including proposal pipelines, win/loss analysis and other key metrics.
• Establish and manage a clear and streamlined proposal and quote development process that yields high quality deliverables which meet client requirements and have also been committed to by operations, quality, technical experts, and finance.
• Create document management and contract management systems and platforms that allow secure access to client contracts, proposals and deliverables on an as-needed process as well as track key expiration and renewal dates.
• Coordinate input from key internal stakeholders to develop proposals that clearly articulate how program needs will be met and provide details documentation of work activities, deliverables, resources required, roles and responsibilities, timelines and costs.
• Make recommendations and drive improvements in sales operations, technology platforms and processes to eliminate inefficiencies and improve reliability in reporting.
• Align processes and supply key inputs into company-wide CRM and accounting systems (e.g. Salesforce, SAP, etc.) to support consistent and reliable reporting on key metrics such as win/loss, sales forecasts, opportunity pipelines, revenue forecasts, etc.
• Work with sales and marketing to ensure the technology strategy enables the business to create, track and follow up on leads that keep the sales pipeline at or above a capacity to ensure that revenue targets can be met.
• Develop and implement policies and procedures to ensure data integrity with marketing, sales, operations and business systems teams.
• Implement and track the necessary metrics and dashboards that help the organization focus on key performance targets to provide visibility of performance, e.g., quote TAT and hit.
• Provide feedback to senior management on pricing models to produce quotes and RFPs that are competitive, but also in line with strategic intent.
• Work with Marketing to create an RFP 'library' that includes Frequently asked Questions that can be pulled and reused for multiple RFP responses.
• Assist in the evaluation and interpretation of data; identify trends that signal new opportunities or challenges and dangers; convert data trends into actionable sales processes and tactics.

What This Job Offers

• Industry: Professional, Scientific, and Technical Services
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees