Sales Operations Specialist - Canada

Position Summary:

The Sales Operations Specialist – Canada reports directly to the Sales Operations Manager, LARC and has a strong daily work relationship with the Regional Manager and Account Executives in Canada.

Commercial quality in our operations is a key component of the position and is reflected in his/her involvement in our contracting processes as well as coordination and documentation of contractual requirements related to customers.

Ensures strong processes, quality and execution to support the country’s Direct Customer & Channel strategy. He/she interfaces with Supply Chain, Sales & Service Management, the Business Operations Center (Customer Service), Credit, Finance, Legal and others.
A key measure for the Sales Operations area is to improve our overall regional forecast accuracy. The operating mechanism includes organizing effective processes in the country.

Responsible for the planning and execution of the LARC sales compensation plans, and the education and support of the sales (product & service) team. Works with other sales compensation resources in BOC and IT to ensure sales compensation activities adhere to agreed processes, meet business needs and are fully compliant.

Provides backup to other Sales Operations team members in LARC.

Position Responsibilities:

1.    Contract Management for Direct Customers (Public & Private)
a)    Performs review of bid documents looking for bid acknowledgement or intent to bid requirement
b)    Sets up initial meeting with internal team to collaborate on the bid strategy
c)    Compiles input from multiple sources into a customer-ready, professional format and ensures responses are positive, clear and concise 
d)    Negotiates contract, obtains and archives required approvals according to prevailing policy 
e)    Negotiate, draft and review standard and non-standard sales agreements, Requests for Proposal, Non-Disclosure Agreements, Business Associate Agreements, and Service Agreements in conjunction with support from functional areas

2.    Sales Compensation for LARC
a)    Manage all the sales compensation planning and operational activities 
b)    Coordinate the implementation of the annual sales compensation plans and target setting
c)    Provides Sales team training in sales compensation system
d)    Manage regional operation of payout execution (on time and accurate pay)
e)    Compile pay forecasts aligned with regional forecasting schedule

3.    Operating Mechanism/ Forecast Accuracy

a)    Provides historic sales information to sales team
b)    Coordinates sales and demand planning meetings and provides insights based on analysis of information and knowledge of ongoing deals owned by the sales team
c)    Participates in Sales follow up meetings and regional estimates meetings
d)    Close contact with credit, supply chain and service team to address any order issue
e)    Identifies and documents risk and opportunities related to month/quarter sales estimates

4.    Lead to Order Processes
a)    Oversees the Lead to Order Process (quotations & tenders processes and tools)
b)    Participate and lead the Morning Markets meetings with sales and functional areas
c)    Request creation/updates to customer accounts 
d)    Sets up and maintains pricing data for customers
e)    Collaborates with Customer Service to solve Order-to-Invoice issues 

5.    Systems/Tools adoption
a)    Supports Sales team and distributors (if applicable), to solve issues, questions on CRM & quotation tool
b)    Owns CRM and quotation tool adoption improvement plan and training
c)    Runs CRM reports to track funnel load, statistics, and opportunity quality metrics

6.    Channel Management
a)    Cooperate with CSH’s functional areas (COS, SC&L, Credit, Service), in the order-to-invoice process to solve any issues or delays
b)    Prepare periodic channel performance vs targets analysis
c)    Coordinates channel Onboarding & Exiting processes, and Due Diligence refresh activities
d)    Supports channels with CSH’s product information and authorization letters
e)    Communicate price changes and product discontinuance/replacement

Required Skills & Education:

Native/Advance English; advance Spanish skills
Bachelor’s degree in business, finance, engineering or related field
Strong understanding of and experience with contractual and commercial concepts
Exceptional verbal and written communication, interpersonal and organizational skills; team player with a positive attitude, ability to adapt to change and strong desire to learn
Ability to negotiate agreements with minimal supervision in a professional manner regardless of the circumstances
Discipline execution and self-starter: ability to deliver on commitments and ability to prioritize multiple projects with conflicting deadlines and work with minimal supervision
Computer proficiency, including Microsoft Office Suite, especially Word
Ability to lead, challenge and improve processes
Strong analytical skills and  ability to convert data into management information with focus on changes in business environment and key performance indicators measurement
Problem solver and capability to pro-actively lead corrective actions rigorously, results oriented
Good interpersonal skills – team working, networking and influencing
Flexibility – ability to cope with rapid changes and working towards tight deadlines
Integrity: acts as a champion and role model in support of company values. Builds trust and respect by protecting confidential information and confronting unethical actions, ability to work with and maintain highly confidential information

Desired Skills:

Sales Operations or similar experience
Sales compensation management experience or similar operational experience 
IT skills: knowledge and experience with SAP, Quoting tool (e.g. BMI), CRM e.g. C4C,Salesforce)
Understanding of sales and service processes
Knowledge of medical device industry
Basic French skills

KEY LINKAGES:
Regional Manager and Sales team
Country Service Manager
Business Operation Center / Customer Service
Finance
Planning & Logistics
Credit
Legal
Controller
Human Resources