sales Operations ManagerRoche

Job Description
The Position
The position
Reporting directly to the Head of Sales, the Sales Operations Manager will play a crucial role in driving sales excellence and operational efficiency within the sales team. The Sales Operations Manager will be responsible for overseeing various aspects of sales operations and collaborating with cross-functional teams to ensure seamless execution of sales strategies. The Sales Operations Manager may be required to undertake additional duties and responsibilities as necessary for the success of the sales organization.
Main Responsibilities
Sales Performance Analysis:
Monitor day-to-day sales performance, identify patterns, and analyze gaps in sales execution.
Interact with sales teams to understand challenges, provide insights, and propose solutions to enhance sales effectiveness.
Sales Reporting and Data Management:
Track and analyze specific sales Key Performance Indicators (KPIs) to evaluate team performance and identify areas for improvement.
Create and maintain comprehensive sales reports, dashboards, and analytics to provide accurate insights into sales performance.
Manage and maintain the sales data repository as the ultimate source of truth for the sales team.
Sales Forecasting:
Manage, validate, balance, and integrate the sales forecast from the bottom up, ensuring accuracy and alignment with organizational goals.
Collaborate with sales managers and other stakeholders to refine forecasting methodologies and improve forecasting accuracy.
Sales Incentive Structure and Plan:
Support and contribute to the creation of the sales incentive structure and plan, ensuring alignment with sales objectives and motivating sales team members.
Continuously evaluate and refine the sales incentive structure based on performance analysis and market dynamics.
Commercial Policy and SOPs:
Maintain and update the commercial policy and associated Standard Operating Procedures (SOPs) to ensure adherence to organizational guidelines and regulatory requirements.
Collaborate with relevant stakeholders, such as Legal and Compliance, to ensure policies and procedures are up-to-date and aligned with best practices.
Sales Process Optimization:
Collaborate with the sales team and cross-functional teams to optimize sales processes, identifying areas for improvement and implementing streamlined approaches.
Continuously assess and enhance sales tools, systems, and technologies to drive efficiency and productivity.
Sales Contract Management:
Maintained and manage the customer sales contract structure, working closely with Finance and Legal to ensure compliance and alignment with commercial policies and SOPs.
Facilitate smooth contract negotiation, review, and execution processes to minimize delays and maximize revenue opportunities.
Collaboration with Other Functions:
Collaborate with Finance, Marketing, and other relevant departments to gain insights into sales data, product portfolio, and customer performance.
Contribute to cross-functional initiatives, leveraging sales data and market insights to support strategic decision-making and drive business growth.
Sales Strategy Refinement:
Collaborate with Finance, Marketing, and other relevant departments to gain insights into sales data, product portfolio, and customer performance.
Contribute to cross-functional initiatives, leveraging sales data and market insights to support strategic decision-making and drive business growth.
Training and Development:
Define and manage the ongoing training and learning path for sales team members.
Develop and oversee the onboarding structure for new sales team members, ensuring a comprehensive and effective onboarding process.
Sales Tools Utilization and Effectiveness:
Maximize the usage of sales tools by educating sales team members and other users through training programs, workshops, and resources.
Optimize processes, identify improvement areas, and implement sales tool changes or enhancements to streamline workflows and eliminate bottlenecks.
Who you are
You are someone who influences your own development, pursues your interests across functions and geographies, and understands that a job title is not the final definition of who you are but a starting point.
Bachelor's Degree in Health, Science, Business, or a related field.
A Postgraduate degree in Marketing or Business is an added advantage.
Proven experience in sales operations, and sales management, with strategic implementation and optimization of complex sales processes, preferably in an IVD.
Extensive market knowledge with at least 10 years of experience coupled with an entrepreneurial flair, resilience, and a growth mindset.
Strong analytical skills with the ability to interpret sales data and generate actionable insights.
Proficient in sales reporting and analytics tools.
Excellent organizational and project management skills.
Strong collaboration and communication skills to work effectively with cross-functional teams.
In-depth knowledge of sales processes, forecasting, and contract management.
Familiarity with the medical devices industry and regulatory requirements is a plus.
Ability to thrive in a fast-paced and dynamic environment.
Excellent oral and written communication skills, including making impactful presentations, spreadsheets, and proposals.
Demonstrated leadership experience with proven skills in sales coaching.
Demonstrated strength in agile working principles and methodologies.
Ideally, have experience successfully working in a matrix environment.
Roche is an equal opportunity employer.
Who we are
At Roche, more than 100,000 people across 100 countries are pushing back the frontiers of healthcare. Working together, we've become one of the world's leading research-focused healthcare groups. Our success is built on innovation, curiosity and diversity.
Roche is an Equal Opportunity Employer.