Sales Operations Manager in West Menlo Park, CA at Volt

Date Posted: 8/2/2019

Job Snapshot

Job Description

Volt has an immediate opening for a Sales Operations Manager for an Innovative Medical Device company in Menlo Park, CA.

The Sales Operations Manager is responsible for the end-to-end commercial operations and reporting processes and systems to support Sales activities through direct and indirect sales channels.

The ideal candidate will have a foundation of both analytical and presentation skills, can thrive in a fast-paced and ambiguous environment, has a bias towards execution, and is looking to make an impact on a growing company.

ESSENTIAL DUTIES AND RESPONSIBILITIES:
You will be responsible for optimizing our sales and business development efforts and be the owner of all things data and process as it relates to sales.

Specific responsibilities include:


Sales Operations
• Own the end-to-end process of tracking the sales funnel and operational metrics and delivering regular insights to the business; define and deliver techniques to improve the funnel performance for sales management.
• Assist with Salesforce administration and project prioritization.
• Produce and review actionable and accurate sales reporting and tools for reps, managers, and sales leaders.
• Partner with sales reps and marketing to refine lead qualification process, analyze and report on campaign performances with reporting and dashboards.
• Refine customer segmentation, assist with territory management, and help create a plan to enhance sales and customer engagement processes.
• Support sales programs by updating performance, reporting, and communications to participants to drive success
• Evaluate, implement, own, and continually refine sales technology stack (CRM, sales automation, dashboards, etc.)
• Proactively identify opportunities to improve both the field-based and inside sales processes, and facilitate the implementation of improvements
• Build and manage forecasting and business intelligence tools that produce data-driven insights into the performance of the sales organization
• Assist with sales planning and organization design, including quota design, targets, and territories for both inside- and field-based sales
• Design and manage programs and processes to facilitate new sales employee onboarding, to decrease ramp times and improve efficiency
• Collaborate with marketing to create programs to help drive revenue
• Create and maintain documentation on commercial processes, policies, and relevant sales training materials and assist with onboarding new sales talent. 

Commercial Automation & Reporting
• Design and deliver sales & marketing reporting, dashboards and analysis on campaign performance, sales performance, conversions, attribution and effectiveness
• Manage the setup, maintenance and optimization for all sales and marketing automation through Salesforce
• Be the sales and marketing funnel expert and improve targeting by continuously improving the database quality using tactics such as data enrichment, list segmentation, and batch list loading.
• Diligently measure the results of all campaigns, from lead creation through sales close, providing execs reports and dashboards
• Optimize lead flow process and ensure integrity in the sales funnel
• Prioritize and execute on existing and ad hoc requests made from marketing and sales to facilitate revenue growth

Cross-functional Operations
• Design and implement the processes and systems that support in all its commercial, clinical and R&D endeavors, including implementation of system (Salesforce.com or other) improvements to support both professional customers and consumers
• Collaborate with the Management team to ensure that all needs are met –tools, training and analysis.
• Support the Finance team in all commercial team-related finance projects 
• Manage the annual commercial team budget, production requirements and revenue forecasts as well as analyzing Actuals to Budget on a monthly basis
• Recommend process, infrastructure and resource changes needed to improve the productivity of the commercial team
• Participating in cross-functional teams on strategic projects

QUALIFICATIONS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


EDUCATION and/or EXPERIENCE:
• 3+ years of Sales Operations experience in the B2B Medical Device or Technology Industry or equivalent 
• Exceptional analytical skills you are a number cruncher and you thrive on diving into data
• Proven Salesforce.com subject matter expert with experience creating reports, optimizing processes, training new hires, managing dashboards, and more
• Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure local execution and business impact.
• Analytical and demonstrated ability to extract key business insights through data analysis.
• Ability to manage many projects at once without losing track of the details
• Exceptional listening skills; strong written and verbal communication skills
• Self-starter personality, comfort with ambiguity, and a can-do attitude
• Sales operations experience at a high-growth startup a plus; interest in or experience with Medical Device Industry a plus
• Advanced Excel skills with a strong understanding of Salesforce, other tech stack tools such as Pardot or Marketo.
• Excellent Project Management skills
• Process-oriented
• Ability to work under high stress, with minimal supervision and in key cross-functional roles
• Knowledge of FDA Regulations and procedures a plus

Volt is an Equal Opportunity Employer and participates in E-Verify