Edwards Lifesciences
Senior Manager, Sales Operations - IHFM
Edwards Lifesciences, Chicago, Illinois, United States, 60290
Overview
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Senior Manager, Sales Operations - IHFM
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Edwards Lifesciences . Our Implantable Heart Failure Management (IHFM) team is at the forefront of addressing unmet patient needs through pioneering technology that enables early, targeted therapeutic intervention. We are focused on transforming patient care and creating an exciting environment for our team members as we help patients live longer, healthier lives. What you will do
Drive critical business activities that ensure the planning and execution of key sales and marketing strategies in the field force (sales reps as well as clinical specialists) by developing and executing sales compensation and quota, monitoring daily sales and clinical training performance, developing systems and processes to support field efforts and performing key analyses to drive better management decisions. Sales and Clinical Compensation, Field Performance Target Setting (including Quota) and Tracking: Manage the development, design and implementation of compensation plans, clinical case coverage targets, and quota targets for the US sales and clinical team, ensuring alignment with AOP, proper sales motivation and responsible P&L management in collaboration with sales leadership. Responsible for the accuracy of monthly variable compensation analyses and payments to both the US sales and clinical teams. Develop and provide analyses on field performance to sales leadership and HR. Field Organization Effectiveness and Territory Alignment: Using analytics, assess the appropriateness of both sales and clinical resources to support business goals and recommend changes if necessary. Responsible for regular alignments of territories to field personnel to ensure equitable coverage and updating of HR and Finance systems. Sales Performance Tracking and Analytics: Define and deliver regular sales analytics for the business including dashboards, reports and other analyses to provide deep insights into sales performance for better business planning and management decision making. Provide ad hoc analyses and reports to cross functional stakeholders. Sales Systems Administrator: Identify customer needs and create a roadmap for system and sales supporting tools. Act as a systems lead to create complex automated sales performance, territory management and reporting including CRM (e.g., Salesforce.com), ERP (e.g., JDE), BI tools (e.g., dashboards and reports, QlikView dashboards) and other analytics for the field to enable better business decision making. Work with IT to ensure system integrity and accuracy. Contract/Pricing Management: Develop and maintain the US pricing and rebate model, provide timely detailed reporting on net ASP for all accounts to assist in the monthly sales forecast, and coordinate with IT on the Model N revenue/rebate management system. Review accuracy with 3rd party auditors during rebate reconciliation. Forecasting: Collaborate with cross-functional teams to forecast supply, demand, top and bottom-line financials, and product launches, and provide recommendations to leadership. Lead and provide guidance to team members on operational initiatives and activities including continuous process improvements. Other incidental duties. What you will need (Required)
Bachelor’s Degree in a related field and 10 years of experience in sales operations, business strategy and/or financial planning OR Master’s Degree or equivalent with 8 years of related experience. Previous field sales experience. What else we look for (Preferred)
Proven project management skills with the ability to manage multiple tasks and stakeholders. Excellent written and verbal communication and interpersonal relationship skills, including negotiating and relationship management to drive objectives. Ability to think holistically and strategically. Experience influencing others and persuading action. Strong decision-making capabilities and the ability to act without consensus when necessary. Credibility built on integrity and a track record of delivering on large or multiple projects. Proficiency with MS Office; experience with related tools (Oracle, JDE, MIDAS, ELBIS, Salesforce.com administration, and/or QlikView development) preferred. Analytical and detail-oriented with strong organizational skills and ability to meet tight deadlines. Ability to interact professionally across organizational levels and escalate issues when needed. Ability to manage competing priorities in a fast-paced environment. Willingness to partner with the sales team and interact with customers. Leadership in project settings within specific sales strategy and ops areas; may participate in small-scale RFPs and oversee outsourcing partners as needed. Benefits and compliance
Edwards Lifesciences aligns business objectives with compensation and offers competitive salaries, performance-based incentives, and a variety of benefits. Equal Opportunity/Affirmative Action employer including protected Veterans and individuals with disabilities. COVID vaccination is required for patient-facing and in-hospital roles where permissible by law, with reasonable accommodations available for medical or religious exemptions where allowed.
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Join to apply for the
Senior Manager, Sales Operations - IHFM
role at
Edwards Lifesciences . Our Implantable Heart Failure Management (IHFM) team is at the forefront of addressing unmet patient needs through pioneering technology that enables early, targeted therapeutic intervention. We are focused on transforming patient care and creating an exciting environment for our team members as we help patients live longer, healthier lives. What you will do
Drive critical business activities that ensure the planning and execution of key sales and marketing strategies in the field force (sales reps as well as clinical specialists) by developing and executing sales compensation and quota, monitoring daily sales and clinical training performance, developing systems and processes to support field efforts and performing key analyses to drive better management decisions. Sales and Clinical Compensation, Field Performance Target Setting (including Quota) and Tracking: Manage the development, design and implementation of compensation plans, clinical case coverage targets, and quota targets for the US sales and clinical team, ensuring alignment with AOP, proper sales motivation and responsible P&L management in collaboration with sales leadership. Responsible for the accuracy of monthly variable compensation analyses and payments to both the US sales and clinical teams. Develop and provide analyses on field performance to sales leadership and HR. Field Organization Effectiveness and Territory Alignment: Using analytics, assess the appropriateness of both sales and clinical resources to support business goals and recommend changes if necessary. Responsible for regular alignments of territories to field personnel to ensure equitable coverage and updating of HR and Finance systems. Sales Performance Tracking and Analytics: Define and deliver regular sales analytics for the business including dashboards, reports and other analyses to provide deep insights into sales performance for better business planning and management decision making. Provide ad hoc analyses and reports to cross functional stakeholders. Sales Systems Administrator: Identify customer needs and create a roadmap for system and sales supporting tools. Act as a systems lead to create complex automated sales performance, territory management and reporting including CRM (e.g., Salesforce.com), ERP (e.g., JDE), BI tools (e.g., dashboards and reports, QlikView dashboards) and other analytics for the field to enable better business decision making. Work with IT to ensure system integrity and accuracy. Contract/Pricing Management: Develop and maintain the US pricing and rebate model, provide timely detailed reporting on net ASP for all accounts to assist in the monthly sales forecast, and coordinate with IT on the Model N revenue/rebate management system. Review accuracy with 3rd party auditors during rebate reconciliation. Forecasting: Collaborate with cross-functional teams to forecast supply, demand, top and bottom-line financials, and product launches, and provide recommendations to leadership. Lead and provide guidance to team members on operational initiatives and activities including continuous process improvements. Other incidental duties. What you will need (Required)
Bachelor’s Degree in a related field and 10 years of experience in sales operations, business strategy and/or financial planning OR Master’s Degree or equivalent with 8 years of related experience. Previous field sales experience. What else we look for (Preferred)
Proven project management skills with the ability to manage multiple tasks and stakeholders. Excellent written and verbal communication and interpersonal relationship skills, including negotiating and relationship management to drive objectives. Ability to think holistically and strategically. Experience influencing others and persuading action. Strong decision-making capabilities and the ability to act without consensus when necessary. Credibility built on integrity and a track record of delivering on large or multiple projects. Proficiency with MS Office; experience with related tools (Oracle, JDE, MIDAS, ELBIS, Salesforce.com administration, and/or QlikView development) preferred. Analytical and detail-oriented with strong organizational skills and ability to meet tight deadlines. Ability to interact professionally across organizational levels and escalate issues when needed. Ability to manage competing priorities in a fast-paced environment. Willingness to partner with the sales team and interact with customers. Leadership in project settings within specific sales strategy and ops areas; may participate in small-scale RFPs and oversee outsourcing partners as needed. Benefits and compliance
Edwards Lifesciences aligns business objectives with compensation and offers competitive salaries, performance-based incentives, and a variety of benefits. Equal Opportunity/Affirmative Action employer including protected Veterans and individuals with disabilities. COVID vaccination is required for patient-facing and in-hospital roles where permissible by law, with reasonable accommodations available for medical or religious exemptions where allowed.
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