SALES OPERATIONS MANAGER

Sales Operations Manager

A Few Words About Us Integrated Resources, Inc is a premier staffing firm recognized as one of the tri-states most well-respected professional specialty firms. IRI has built its reputation on excellent service and integrity since its inception in 1996. Our mission centers on delivering only the best quality talent, the first time and every time. We provide quality resources in four specialty areas: Information Technology (IT), Clinical Research, Rehabilitation Therapy and Nursing.

Job Description

Job Title: Sales Operations Manager

Location: US-MA-Marlborough

Overview: Responsible for leading the performance reporting, analytical data modeling and insight, targeting and alignments, CRM development, and incentive compensation management for the commercial organization. Actively collaborate with leadership in Sales, Marketing, and Finance to assure the CRM system is a key business tool that enhances commercial effectiveness and efficiency. Responsibilities:

• Define business processes and build tools to assist sales management to track business
• Act as liaison for sales to finance, marketing, and IT, representing the needs of sales in meetings and cross-functional projects
• Manage the development of key metrics and sales analytics for senior management
• Participate in cross-functional teams that address strategic business issues
• Create and customize Objects, Workflows, Record Types, Page Layouts, Fields (including advanced formulas and lookups), Apps, Tabs, Profiles, Security, Users, and approval processes
• Maintain the functional areas of data management, Contacts, Leads, Campaigns, Opportunities, Accounts, Dashboards and Reports
• Lead sales workshops and projects including compensation planning, territory (re)structuring, and sales incentives
• Responsible for the training and ongoing support of all users; develop training plans, materials, and documentation
• Work with management to identify new and creative opportunities to leverage the database to support additional business processes or functions
• Act as the primary point of contact for day-to-day user requests for Salesforce.com
• Define statement of work and manage consultants on a project-by-project basis
• Lead the development and provision of routine and ad-hoc analytic reports and/or dashboards to senior management regarding Sales performance, monitoring of key trends, customer targeting. Ensure reports contribute to business insight and support clear decision-making.
• Establish processes related to sales planning, forecasting, pricing and commercialization strategies
• Lead administration and reporting of sales compensation effectiveness and execute on developing and launching new compensation plans
• Lead the modeling and development of recommendations for sales force sizing, customer coverage, and territory alignments
• Document sales processes and facilitate project team for continuous improvement with sales force productivity
• Provide senior management dashboards and management reporting, including advice on strategies and tactics to address trends within the business
• Provide ongoing management and insure integrity of all sales force databases and customer master file
• Regular attendance and timeliness is essential

Qualifications:

• Bachelor's degree in Computer Information Systems, Business Management, Finance, or Equivalent

• 5+ years in a headquartered Sales Analytics and Support role in the pharmaceutical, biotech, or diagnostics industry

• Experience leading sales force incentive compensation design and administration

• 3+ years experience in advanced applications of the salesforce.com platform

• Strong skills in development of advanced ad-hoc reports and salesforce.com dashboard development

• Demonstrated understanding of financial principles and their application to the commercial market

• Proficiency with all Microsoft Office applications and advanced database analytics application

• Keen ability to analyze data and draw conclusions

• Excellent interpersonal skills

• Demonstrate excellent communication skills, both verbal and written

• 5 years' experience supporting CRM and sales organization

• Ability to interact with management and staff

• Ability to work alone set priorities, problem solve, self-starter

• Ability to work independently and as a team

• Certified Salesforce.com Administrator or equivalent experience

• Knowledge of Sales and applicable processes

• Experience using the Apex Data Loader to import and export data from Salesforce

• Experience with data manipulation and cleaning

• Advanced Microsoft Excel knowledge

• Ability to reasonably estimate the time for tasks and then meet deadlines set by those estimates

• Excels in a fast-paced environment

• Excellent communication skills across all levels of an organization

• Outstanding attention to detail while maintaining a strategic focus

• Ability to quickly prioritize multiple requests

• Excellent problem solving skills

LICENSES, CERTIFICATIONS: Salesforce.com Certification is preferred

PHYSICAL DEMANDS: The physical demands described within the Position Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to be independently mobile.

The employee is also required to interact with a computer, and communicate with peers and co-workers; 25% travel required