Sales Operations Manager

CIVCO Medical Instrument Co Inc - Coralville, IA

Full-time - Mid Level

Coralville, IA

About the position

The Global Sales Operations Manager (SOM) is a strategic leader at CIVCO responsible for driving global revenue growth through effective sales operations. This role involves overseeing sales planning, forecasting, territory alignment, compensation management, and sales analytics. The SOM collaborates with various departments to implement commercial strategies and enhance sales performance using technology and data-driven solutions.

Responsibilities

• Develop and implement sales plans that align with the company's growth objectives.
• Manage and refine the sales forecasting process for optimal accuracy.
• Design and optimize territory structures for maximum coverage and efficiency.
• Lead the analysis, design, implementation, and administration of sales compensation programs.
• Deliver insightful weekly, monthly, and quarterly sales performance reports.
• Coordinate sales forecasting, planning, compensation design, and expense budgeting processes.
• Utilize territory mapping software for data-driven territory alignment recommendations.
• Align sales forecasting with demand planning in collaboration with operations.
• Drive sales team initiatives to enhance overall effectiveness and efficiency.
• Collect, maintain, and deliver comprehensive metrics and performance analysis for the Sales and Executive Leadership team.
• Develop scenario analysis models to optimize sales investment strategies.
• Provide proactive, strategic recommendations based on thorough business analysis.
• Enhance and maintain KPIs, dashboards, and reporting tools to drive deal velocity, win rates, and bookings growth.
• Oversee global sales operational expense budgets and annual business planning processes.
• Develop and manage global sales forecasts in collaboration with the Commercial Leadership Team.
• Design, administer, and manage annual variable compensation plans for sales and channel leaders.
• Lead the development and continual enhancement of sales enablement tools, including sales playbooks and commercial tools.
• Oversee the Salesforce CRM roadmap, optimizing key sales operational processes for maximum utilization.
• Collaborate with the Corporate Account Director to provide detailed contract analysis and support pricing strategies.
• Act as a core member of the S&OP demand planning team, managing sales backorders and ensuring alignment between teams.

Requirements

• Bachelor's Degree in a relevant field; MBA or equivalent advanced qualification preferred.
• 3-5 years in Sales Operations or a related field, with experience in Field Sales, Product Line Management, or Marketing being advantageous.
• Proven experience with Salesforce CRM or comparable systems.
• Strong Microsoft Office skills and expertise in sales analytics tools and techniques.
• Ability to translate complex data into actionable insights and provide clear recommendations.
• Demonstrated capability to work effectively with various stakeholder groups, including Finance, Operations, Sales, and Marketing.
• Strong skills in managing multiple priorities and identifying process improvement opportunities.
• Excellent written and verbal communication skills.

Nice-to-haves

• Experience in distributor management or relevant commercial roles.