This position reports to the Senior Director, Commercial Operations, and is located in our Carlsbad corporate HQ office.
Three key focus areas: (1) Sales compensation administration, (2) Commercial analytics and reporting, and (3) Salesforce.com functional administration.
Sales Compensation Administration
Accurately track, compile, calculate and present for approval, the monthly and quarterly sales compensation payouts for multiple field sales roles.
Own delivery of the monthly/quarterly sales compensation accrual to Accounting
Create and publish timely and useful sales compensation reports to keep the sales organization abreast of individual, team and organization-wide performance.
Create and publish individual sales team compensation statements.
Work closely with sales management, finance and marketing to develop and administer periodic sales contests.
Create, modify, interpret and enforce sales policies and rules of engagement to maximize field productivity and minimize confusion.
Commercial Analytics & Reporting
Analyze commercial and sales data to expose leading and lagging performance indicators.
Provide thoughtful insights into the "what and why" behind the data, and make recommendations on how to improve commercial programs (promotions, loyalty, onboarding, etc.).
Create and publish useful periodic (weekly, quarterly) sales reports.
Assist management in defining the key commercial KPIs.
Use business intelligence software tools (Power BI, advanced Excel) to analyze data and create graphical representations of trends and forecasts.
Manage the sales territory mapping and optimization process to maximize sales growth and field efficiency.
Own the sales and commercial process-mapping efforts to drive system level improvements and new functionality.
Implement all approved configurations/customizations to standard and custom objects, layouts, field, workflows, applications, etc.
Ensure data integrity across objects (accounts, opportunities, sales orders, etc.).
Constantly look for ways to acquire, load and manipulate useful sales, marketing and clinical data into SFDC from disparate systems (ERP, CRM, clinical, quality, etc.) and manually maintained spreadsheets to drive system value.
Spearhead system integration projects that link other functional systems to SFDC to improve field sales visibility.
Create and maintain the functional roadmap based on field-submitted and management-driven requirements, and implement and publish a calendar for enhancement roll-outs.
Create meaningful reports and dashboards that expose good behaviors and performance gaps throughout the selling process.
Provide recurring training the sales force on general sales operations processes and procedures, and SFDC use and functionality.
Serve as Tier 1 help desk user support.
Other duties as assigned
What are the ideal qualifications, experience and educational background?
Bachelor's Degree in an analytical or business discipline.
6+ years' business experience in sales operations, sales management, finance, or marketing.
3+ years' experience administering sales compensation to a medium-sized company.
3+ years' experience administering medium-sized company CRM initiatives. Salesforce.com certifications (ADM-201, ADM-211) are a key differentiator.
Healthcare / life sciences experience (medical device, pharmaceutical, etc.) or manufacturing company with direct sales organization preferred.
Familiarity with public-company financial requirements (filings, SOX, revenue recognition, etc.) and healthcare regulations (FDA, HIPAA, etc.).
Advanced Microsoft Excel skills (pivots, lookups, connectors, macros)
Proficiency in business intelligence software (PowerBI)
What are the minimum qualifications, experience and educational background?
Bachelor's Degree required.
4+ years' business experience in business related discipline required.
2+ years' experience administering sales compensation to a medium-sized company.
2+ years' experience administering medium-sized company CRM initiatives required.
Advanced Microsoft Excel skills required.