Sales Operations Manager Health Integrated
"THIS IS NOT A SALES ROLE"
JOB SUMMARY: The Sales Operations Manager will help drive attainment of H.I. sales goals, revenue and margin growth, client retention and expansion by providing implementation of support programs, coordination of training, analysis of sales metrics, and delivery of reports and presentations that demonstrate client value. He/she will be dedicated to sales operations and client value delivery. This individual will lead and assist with critical elements of: proposal/RFIs-RFPs coordination; client-specific custom presentations, including packaging; prospect meeting readiness; SFDC optimization; sales-CS training coordination; and overall sales-CS infrastructure. He/she will provide operational and other support to sales and client services teams. The incumbent will be responsible for building standard, predictable, repeatable sales and customer retention processes to enhance sales force effectiveness. He/she will supervise the development of sales & client services resources and tools and drive the assemblage and presentation of key client value for optimal client value proposition realization. The individual will oversee sales and CS training development and delivery and will direct sales & client services processes and technology. This position will begin as a key individual contributor with the expectation of having the skills and experiences necessary to eventually build-out and scale an entire Customer Operations Dept. as the company continues to grow. This position may not conduct any activities that require evaluation or interpretation of clinical information.
Analytical/Systems Thinking: Digs deeply to understand customer/user requirements; recognizes the impact of decisions and actions on business processes, technical solutions, programs and people; sees the connections or trends in data; makes timely, effective decisions.
Innovative Thinking: Recognizes the need or opportunity for new or modified approaches; generates creative and effective solutions.
Sales/Client Services Knowledge: Understands sales functions, business processes (e.g., pipeline management) and relevant technologies (e.g., SFDC, CRM).
Financial Acumen: Understands and analyzes financial metrics, reports and other information; understands the key factors affecting financial performance (e.g., costs, market share, profitability); uses financial information to make effective business decisions.
Business Acumen: Knows how different businesses make money; is knowledgeable in current and possible future policies, practices and technology; is aware of how a variety of strategies and tactics work in the marketplace; can discern the relative strengths and weaknesses of different business models or approaches.
Attention to Quality & Accuracy: Produces documents, estimates and other outcomes that are accurate and complete; ensures that designs, solutions, and/or other work exactly match requirements and expectations; identifies opportunities to improve processes or outcomes.
Business Process Design/Engineering: Understands how to analyze and define business processes; identifies opportunities to improve business processes to better meet business objectives; effectively implements new business processes.
Project Management: Applies proper rigor and discipline in establishing, documenting and communicating project plans; effectively coordinates resources, monitors progress and intervenes as necessary to ensure that quality, schedule, budget and other requirements are met.
Execution: Follows through on commitments and obligations, communicating early when commitments are at risk; Achieves expected results, on-time.
Consultative Approach: Gains and uses a deep understanding of customer business, objectives and needs and constraints to create value-added solutions; educates and guides customers regarding how best to configure and use H.I. solutions to meet objectives.
Communication: Presents and communicates information in a clear, confident and professional manner; listens attentively; shares important information in a timely manner.
Education/License/Certification: Bachelor?s Degree required.
Experience: A minimum of five years in a role that supports sales organizations.
? Strong analytical and problem solving skills
Strong proficiency in Microsoft Office tools ? Excel, Visio, Word, Power Point
Strong proficiency in Sales Force software
Oversee Program Development and Implementation
Identify the need/opportunity for infrastructure to drive sales efficiency, account penetration and customer retention.
Develop standard, predictable and repeatable Sales processes (e.g., reference, referral, strategic planning, at-risk, customer satisfaction).
Develop and coordinate training, tools and other processes that help Sales/CS
Working with Marketing, provides tools, resources and processes to enhance the quality and efficiency of proposal development. Develops & manages central H.I. proposal database. Collects content, assembles work teams, and manages production & fulfillment of all proposals/RFPs
Oversee the development and implementation of Sales tools and resources (e.g., qualification scorecard, sales playbook, investment/cost dashboard, Evaluation Plans).
Manages comprehensive reference database
Sales and Customer Data Analysis and Reporting
Work with Sales and Client leadership to define sales/CS data tracking and reporting requirements, including consistent distribution of accurate Forecasts, Net Promoter Index, and At-Risk accounts
Ensure that proper Sales metrics, analytical tools and reporting are established.
Monitor data integrity and the timeliness of Sales data reporting.
Ensure that data capture, analysis and reporting are routinely done
Coordinate and Oversee Sales/CS Training Development and Delivery
Ensure that Sales training needs are identified on an on-going basis.
Oversee the design and implementation of training and development programs to address Sales competency development needs.
Working with HR, ensure that the design and delivery of training and development programs is efficient and cost-effective (e.g., optimal training modalities are used) and has the intended impact on sales growth, account penetration and retention, customer satisfaction, etc.
Develops with EVP of Sales/CS and with VP of CS, and maintains, sales and CS training roadmap
Sales and Client Services (CS) Process and Technology
Identify the need/opportunity for new technologies and work processes to drive sales growth, account penetration and customer retention.
Oversee the development of standard, predictable and repeatable Sales and CS support processes that better facilitate sales growth, account penetration and customer retention.
Advise and oversee the purchase and implementation of new Sales and CS technologies that help drive sales growth, account penetration and customer retention.
Oversee the non-technical administration and operation of SFDC/CRM and other Sales-CS technologies.
Ensure H.I. Sales and CS Readiness for New Product Launch
Partner across departments to ensure readiness for new product launch.
Coordinate training or other communications or education to ensure H.I. readiness for new product launch.
Identify customers willing to be early adopters.
Miscellaneous Team Contribution and Collaboration
Contribute to and complete other assignments per the EVP of Sales/CS
Contribute to and complete other assignments per the VP of CS
Contribute to and complete requests made by the VPs of Sales
||10008 North Dale Mabry |
Tampa, FL 33618