Manager, Sales Operations

Sales Operations Manager

Hygiena provides rapid microbiology diagnostic tests and solutions for mission-critical, time-sensitive processes around the world. Hygiena's proprietary diagnostic technologies enable customers to prevent illness and save lives, comply with regulations, protect products and brands, run businesses more effectively. Solutions are sold in a wide range of industries globally, but the core focus is food safety. Headquartered in Camarillo, California and with offices around the world, we are actively looking for talented individuals to help grow the business!

With rapid growth comes opportunity. We are looking for a Sales Operations Manager to join our team! This is a full-time, exempt, remote role.

Sales Operations Manager's role will mainly focus on project management (planning, resources allocating, time execution), optimizing sales and tactical marketing processes, analytics, drive efficiencies technical operations and explore and implement new technologies to boost revenue and technical operational efficiency in dynamic sectors. These positions blend strategic leadership with hands-on execution, often reporting to VP of Sales. This role will be driving efficiencies in areas of analytics, onboarding and training, technical support and work in partnership with sales, marketing and customer success areas.

Responsibilities:

• Manage new initiatives or projects associated with growth and business expansion. It includes gathering requirements from the areas, creating the business case, participating in the project approval committee, full planning of the activities (resources, timing and execution) and ROI evaluation vs objectives /targets.
• Lead initiatives related to using technology and/or AI to explore, test improving and business model automation.
• Identify solutions from the market, meet with potential vendors, explore and run proof of concept, pilot, design, implementation and adoption.
• Work in partnership with the IT Team in writing down clear requirements for the execution of technologies.
• Work with potential market partners to improve our business.
• Identify efficiencies in Sales Operations, sales enablement, technical support, technical support specialists, sales, marketing, and customer success.
• Maximize productivity of the business analytics team. Secure 100% compliance with the service level agreement between multiple areas.
• Design and improve the report & dashboard to drive the business. Design and produce best in class power BI dashboards.
• Optimize the productivity and efficiency of resources. Number of calls, next steps execution, appointments, ROI of team interaction with customers and ROI of Travel & Expenses productivity.
• Proposed organization changes for higher optimization and increase revenue/HC/Year indicators.
• Design, prepare, implement, adopt and update any playbook related to the business, including policies and procedures.
• Secure any service level agreement with other functional areas.
• Develop a best-in-class Forecast accuracy with the sales leaders with projection rolling 12 months.
• Responsible for the preparation, consolidation, of the budget and target process in alignment with Finance, Marketing, R&D.
• Secure the areas that are aligned in the compliance of the budget commitment related to expenses (Travel and expenses, opex, marketing investment, resources allocation and efficiencies).
• Accountable for driving the entire profit and losses of budget preparation based on the lines defined by finance. This includes payroll forecasting, revenue, profit, and any cost related to the structure.
• Secure data across the business is accurate and aligned with the requirements of the agreement (accuracy, on time).
• Improve the data, reports, and dashboard produced for driving the business. Work in partnership with other areas: IT/Master data governance and analytics team.
• Work in partnership with Customer Success in securing excellence in customer retention. It will require identifying customers on risk, churn and retention, and surveying the interaction of the entire regional team to create successful experience with customers.
• Work to secure customer feedback, like 5 stars business models, NPS (net promoter score) or CSAT (customer satisfaction)
• Full traceability of Customer Success KPIs following the CX playbook.
• Maintain any sales playbook updated.
• 100%Compliance with the playbooks, and communication matrix across the business.
• Secure the job description for every area in the territory is correctly written for any job posting.
• Update any change in career Path for the roles in the region.
• Participate in the development and administration of compensation programs and incentive planning.
• Work in partnership with HR and Global Onboarding and training to define and execute the core business models to have our organization with the right skills and competences to drive the business.
• Develop the metrics and KPIs to ensure our team has compliance with the training and onboarding required by our organization.

Supervisory Responsibilities:

In accordance with applicable policies/procedures and Federal/State laws, may perform the following supervisory responsibilities: Interviewing, hiring orienting and training employees; planning, assigning, and directing work; coaching and appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems; enforcing all safety rules and ensuring safe work procedures.

Qualifications:

• Bachelor's degree in business administration, Management, or a related field. MBA or other advanced degree preferred. Preferred: BS and experience in food industry and/or life science/Biotechnology. Certifications in Lean/Six Sigma IS strongly preferred
• Experience (minimum 10years) developing sales processes, commercial excellence, sales operations and/or sales enablement.
• Experience inefficiencies improvement, excellence in execution, productivity of resources, incentive compensations plans.
• Understand Profit & Losses impact of decisions.
• Planning, Gantt, project plans.
• Strong experience using Microsoft Office (Outlook, Word, Excel, Visio, PowerPoint) and Adobe Acrobat required.
• Very solid usages and configuration of analytics tools, mainly power bi and CRM Dynamics.

Salary Range (applicable to California):

$110,000- $140,000 base salary plus uncapped commissions

Skills/Abilities:

• Very solid business disciplines.
• Strong committed to excellence in execution.
• Capabilities to delivery 100 % of the agreed actions
• Have the skills to connect with peers and managers to drive the change we expect. Persuasion is a key skill for the role.
• Strong communications kills. Clear, precise and have skills in annunciation.
• Be an "educator/coach" to others. Be the reference across the business looking for efficiencies.
• Strong leadership and managerial skills.
• Strategic planning, cross-functional collaboration, problem-solving, regulatory knowledge, financial acumen, and agile project management
• Excellent strategic thinking and problem-solving abilities.
• Proficient in financial management and budgetary planning.
• Exceptional communication and interpersonal skills.
• Ability to navigate complex regulatory environments.
• Strong business acumen and market knowledge.
• Must be able to use discretion and independent judgement.
• Must be able to work in a team environment.
• You must be able to pay close attention to details.
• Must be able to adapt and flex to a changing environment.

• Must be able to lift/carry 20 pounds.

Competences:

• Strategic Vision: Ability to develop and implement long-term strategic plans.
• Results-Driven: Strong focus on achieving business goals and driving performance.
• Leadership: Capable of inspiring and leading a diverse team.
• Adaptability: Flexibility to adapt to changing market conditions and company needs.
• Integrity: High ethical standards and commitment to compliance.

Performance Metrics:

• Market share growth and business development success.
• Operational efficiency and quality standards
• Employee satisfaction and retention rates.
• Compliance with local regulations and risk management effectiveness.

Working Conditions:

• Travel up to30% of the time working with sales team, visiting distributors and end user customers
• Will occasionally work evenings and/or weekends.

Physical Demands: