Director, Sales Operations

5 mesi fa

Milano, Italia Thermo Fisher Scientific A tempo pieno

Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue exceeding $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, improving patient diagnostics and therapies or increasing efficiency in their laboratories, we are here to support them.

Locations: Remote - Europe or US

**The Position**

The Director of Sales Operations for the Microbiology Division (MBD) is a pivotal role, leading the division's sales operations on a global scale. This executive focuses on the implementation, governance, and enhancement of sales tools, workflows, and processes to increase the efficiency and effectiveness of the commercial team.

The role reports directly to the VP of Global Sales, ensuring a tight alignment with the division's strategic objectives. The Director collaborates with senior leaders across sales, service, marketing, HR, IT, and Finance to provide strategic and operational guidance to the Global Commercial team. This effort aims to boost commercial effectiveness and ensure alignment in division processes and tools. The role manages data, processes, systems/technology/metrics, and projects/programs that enable the commercial team to operate at peak efficiency.

**How will you make an impact?**
- Develop and drive a plan that will help achieve the division growth objectives and future state vision for commercial operations within the global commercial organization.
- Develop, manage, and standardize global revenue and performance reporting/analysis, business reviews, reports/sales tools, systems infrastructure, and provide ad hoc analytics. This includes owning the implementation, data maintenance, analytics, processes, and training for CRM and its attached technology stack components like CPQ.
- Partner with Senior Sales Ops Leaders and account owners globally to identify and drive MBD selling opportunities in specific accounts/territories. This involves coordinating with the centralized Sales Compensation for proper incentive compensation and sales quota setting processes, acting as the liaison for these functions.
- Lead the standardization of reporting and develop long-term strategic plans. This includes sales analytics and reporting, and data governance of sales and CRM data.
- Support global commercial operations processes with a focus on process improvement/project management for commercial related topics, including sales territory maintenance and sales process definition and training based on methodologies.
- Exhibit a strong commercial orientation with a commitment to developing, improving, and streamlining sales tools and reports, guiding sales teams in effective strategy formulation.
- Conduct executive-level quarterly and monthly business reviews, presenting to internal and external partners, and facilitating sales communications.
- Collaborate across Specialty Diagnostic Group (SDG) divisions to establish and strengthen standardized processes, ensuring that sales territory assignments and logic are effectively maintained.
- Support territory management, quota setting, and commission planning in collaboration with the Compensation team and Sales Ops Leader. This may extend to managing Pricing or deal desks/contract management teams, sales enablement, and coordinating sales meetings.
- Identify, validate, and implement opportunities for improving sales performance, including the coordination of sales training, collateral, customer target lists.
- Promote the adoption and effective use of sales tools by field teams for better business management and growth, supporting dedicated sales support resources for administrative tasks.
- Facilitate behavioral changes within the sales force to increase selling results and productivity, including customer service/tech service coordination.
- Drive internal improvements and efficiencies within the Sales Operations team, ensuring sales support and coordination across various functions for a seamless operation.

**Who are we looking for?**
- Advanced proficiency in Excel is required.
- A minimum of 10 years of experience in sales and business analysis.
- Commercial experience in more than one geographic region (e.g. North America, EMEA, APAC) required, Life Sciences industry preferred
- Critical thinking and problem-solving capabilities.
- Ability to work cross-functionally and effectively influence and partner with various business functions.
- Strong communication and organizational skills, capable of effectively interacting with various teams across Pricing, Operations, Business Analytics, Marketing, Finance, and Commercial sectors.
- Meticulous and highly organized, with the ability to manage multiple projects simultaneously.
- Proficient in analyzing data, synthesizing large volumes of data into meaningful, concise reports, and actionable insights.
- Demonstrated ability to lead p

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