Director, Sales Operations

Job Title: Director, Sales Operations

Reports To: Chief Financial Officer

Location: Columbia, MD (Hybrid)

Position Summary:  Are you looking to make a difference in your career and become part of an innovative, global medical device company? Ambu is the industry leader in single-use endoscopy, and we develop, produce, and sell medical devices that enable physicians and medical professionals to save lives on a daily basis. If you are excited by the idea of contributing in a fast-paced, fast-growing, international organization where your work can make a real difference, we want you to join our team.

The Sales Operations Director (SOD) will support a growing and highly productive sales organization by focusing in four key areas: (1) Sales Compensation: will oversee the design and implementation of sales compensation plans and quotas, (2) Sales Data Integrity: will oversee the daily management and validation of tracings revenue (used for sales comp), customer master data and customer hierarchies, (3) Salesforce.com (SFDC) Optimization/Standardization: will partner with sales and marketing leaders to develop value-added dashboards that are used to facilitate regular discussion with all sales forces that improves sales effectiveness and (4) Field Support: will partner with 3rd parties and sales leaders to identify, implement and administer processes to improve field operations (fleet/car allowances, samples management, etc.).

Essential Functions and Responsibilities:

Optimization (Sales Force)

• Lead a team of talented sales operations professionals to carry out essential functions and to maximize department performance. Provide strategic direction and oversight as needed to the team.
• Oversee sales compensation cycle from quota development through monthly, quarterly and annual payouts.
• Oversee the maintenance of sales territories, regions and areas for each sales force.
• Develop and maintain a process to validate traced revenue to ensure data integrity
• Develop and maintain a process to manage our customer master data via our Master Data Management (MDM) system, identify/resolve duplicates and communicate as needed to our sales teams.
• Partner with our Corporate Accounts department to maintain GPO/IDN and Ship To/Bill To customer hierarchies
• Partner with CRM team and operations to develop processes, procedures, and goals to improve sales cycle through system solutions.
• Develop best practices and workflow for opportunities, accounts, contacts, and sales activities to improve sales tools effectiveness & user experience
• Simplify reporting and dashboarding features and functionality in Salesforce
• Partner to build, design, deploy and support reports and dashboards via Salesforce
• Business owner and subject matter expert on CRM data
• Analyze and share recommendations for continuous process and system improvement, to improve sales force effectiveness, enable growth, and support sales execution
• Formalize and document sales processes and procedures to optimize sales cycle
• Audit various sales processes and programs
• Supervise and administer all procedures related to sample distribution and tracking
• Own and lead all deliverables for Travel and Expense, Fleet, and samples processes including but not limited to policy, compliance and analysis
• Partner with sales and contracts teams to ensure purchase commitments and contract compliance

Qualifications /Experience:

• Bachelor’s degree in Business Administration, Management or related field
• MBA a plus
• 10+ years relevant experience in sales operations working with field based sales teams
• Experience in medical device industry and a good understanding of medical device sales organizations preferred.
• A minimum of three years of leading and engaging teams at various experience levels
• A minimum of 3+ years driving sales effectiveness in SFDC
• A minimum of 3+ years managing sales compensation
• Advanced knowledge of database and reporting systems (Power BI, Tableau, SQL, File Maker Pro, etc.)
• Ability to maintain confidentiality with sensitive information
• Proven ability to handle multiple projects simultaneously
• Excellent communication (both verbal and written) and customer service skills.
• Ability to quickly diagnose and problem-solve
• Experience analyzing and documenting different systems, processes, and workflows.
• Proven ability to take initiative and be innovative.
• Proficient in stakeholder management

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