Description
Position Summary
The Sales Operations Manager drives sales effectiveness, operational excellence, and scalable revenue growth across the commercial organization. This role partners with field sales, account management, business development, Finance, Marketing, and executive leadership to strengthen forecasting, reporting, territory and account management, customer relationship management systems, incentive compensation administration, and commercial processes. The Sales Operations Manager translates data into actionable insights and establishes the tools, governance, and operating rhythms needed to support informed decision-making and consistent execution.
Essential Functions
• Partner with commercial leadership to translate business strategy into sales plans, operating priorities, performance measures, and scalable processes.
• Lead sales forecasting activities, including pipeline reviews, trend analysis, forecast consolidation, risk identification, and leadership reporting.
• Develop and maintain dashboards, reports, and analyses that provide visibility into revenue attainment, pipeline health, sales productivity, customer activity, and commercial performance.
• Administer and optimize the Company's CRM platform and related commercial systems, including user access, workflows, fields, reporting, documentation, and data governance.
• Establish standards and routines that support CRM adoption, data accuracy, completeness, and timely entry by commercial users.
• Support territory design, account segmentation, account assignment, targeting, coverage analysis, and territory effectiveness reviews.
• Coordinate the design, administration, documentation, and reconciliation of sales incentive compensation programs with commercial leadership, Finance, and Human Resources.
• Prepare incentive compensation calculations and reporting, investigate discrepancies, and help ensure accurate and timely outcomes.
• Identify process gaps, inefficiencies, and operational risks; implement improvements that simplify workflows, strengthen controls, and support commercial scale.
• Document sales operations processes, policies, business rules, standard operating procedures, and system requirements.
• Partner cross-functionally with Finance, Marketing, Customer Service, Operations, Human Resources, Information Technology, and other teams to align data, processes, and priorities.
• Support annual planning, goal setting, quota development, headcount planning, product launches, and other strategic commercial initiatives.
• Prepare decision-support analyses and materials for business reviews, performance updates, and leadership meetings.
• Manage sales operations projects, system enhancements, vendors, timelines, testing, implementation, training, and stakeholder communications.
• Monitor key performance indicators, including forecast accuracy, revenue attainment, pipeline growth, CRM data quality, territory effectiveness, compensation accuracy, and process adoption.
This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job. Other duties may be assigned.
Competencies
• Sales Operations and Commercial Excellence
• Forecasting and Revenue Analytics
• CRM and Commercial Systems Management
• Territory and Account Planning
• Incentive Compensation Administration
• Business Process Improvement
• Data Governance and Reporting
• Cross-Functional Collaboration
• Project and Change Management
• Strategic Thinking and Business Acumen
Minimum Qualifications
Education:
Bachelor's degree in Business, Finance, Healthcare Administration, Life Sciences, Data Analytics, or a related field.
Experience:
• 3 or more years of experience in sales operations, commercial operations, revenue operations, or a related function within the medical device, diagnostics, wound care, or related life sciences environment
• 1 or more years of direct people leadership experience
• Experience supporting forecasting, pipeline analytics, CRM administration, territory management, incentive compensation, or commercial reporting.
• Experience implementing or leading the implementation of a CRM platform is highly preferred.
• Advanced experience using Microsoft Excel and experience working with CRM platforms and reporting tools.
• Experience developing reports, dashboards, analyses, and presentations for business leaders.
• Experience managing cross-functional projects and improving business processes.
Certifications:
No certification is required. Relevant CRM, analytics, project management, or sales operations certifications are preferred.
Knowledge, Skills, and Abilities
• Advanced knowledge of Microsoft Excel, including complex formulas, data validation, pivot tables, and analytical modeling.
• Working knowledge of CRM administration, commercial data structures, reporting, dashboards, workflows, and data-quality practices.
• Strong analytical ability to interpret complex data, identify trends, assess risk, and recommend practical business actions.
• Knowledge of sales forecasting, pipeline management, territory design, account segmentation, quota setting, and incentive compensation principles.
• Ability to translate business requirements into scalable processes, reports, controls, system enhancements, and user guidance.
• Strong written, verbal, presentation, and stakeholder-management skills.
• High level of accuracy, organization, discretion, and accountability when handling sensitive commercial and compensation information.
• Ability to manage multiple priorities, deadlines, and cross-functional projects in a fast-paced environment.
• Curiosity, sound judgment, problem-solving ability, and a continuous-improvement mindset.
Physical Requirements
• Ability to remain in a stationary position and operate a computer for extended periods.
• Ability to communicate effectively in person and through virtual platforms.
• Ability to move and transport materials weighing up to 20 pounds, with or without reasonable accommodation.
• Ability to travel by air and ground transportation as business needs require.
Work Environment
Employees in this role may be exposed to a variety of environmental, activity-related, and ergonomic hazards throughout the workday. Environmental risks include potential spills, weather-related conditions, inadequate ventilation, exposure to extreme heat or cold, poor housekeeping, chemical exposure, and slip, trip, and fall hazards. Activity-related hazards may involve working around burn or heat sources, compressed gases, electrical cords and tools, energized equipment, and possible exposure to contagious diseases or other unforeseen risks. Ergonomic hazards are also present, including lifting, awkward postures, repetitive motions, and prolonged periods of sitting or standing. Specific job tasks such as sitting at a workstation for extended periods can lead to back, shoulder, hand, arm injuries, and eye strain, while prolonged standing may result in strains, sprains, and leg or knee injuries. Walking throughout the building introduces the risk of slips, trips, falls, and strains, particularly if walkways are obstructed or wet. Additionally, cleaning up spills can pose hazards such as slips, trips, strains, and potential exposure to bloodborne pathogens. Overall, employees must remain aware of these hazards to reduce the risk of injury in the workplace.
Travel Requirements
Occasional travel may be required for commercial meetings, planning sessions, conferences, or other business needs. Travel may include overnight and air travel.
What we offer:Looking for a company to work for can be a daunting task, but we believe that we stand out from the rest. Our company offers a positive and inclusive work environment, opportunities for growth and development, and a commitment to work-life balance. Join us and become part of a team that values your contributions and invests in your success.
