About the job
Role is responsible for:
-Reporting and measuring sales force performance, as well as providing subject matter expertise and insights with a primary focus on Customer Targeting, Territory Alignment, Incentive Compensation, and data governance.
-Collaborating with commercial leadership-(sales & marketing teams), IT, to provide analytics support to attain common objectives and support data-driven business strategy.
-Managing commercial contracting activities including RFP preparation, contract implementation/administration.
-Overseeing Customer Service Department with Customer Service Lead reporting to Sales Operations Manager
Essential Functions
-Design and administer incentive compensation plans in collaboration with sales leadership to drive performance in support of corporate goals.
-Work closely with Sales Team to ensure accurate and timely response to Requests for Proposal (RFPs). Includes Terms & Conditions review, RFP price file completion, and RFP submission.
-Maintain a calendar of contract expiration dates as well as historical bid cycles to ensure we are proactive in addressing upcoming business needs.
-Coordinate pricing approval process with sales team and sales and facilitate decision making and ensure timely customer responses.
-Track and maintain a database of competitive pricing (wins and losses on RFPs).
-Facilitate product offers to customers by maintaining a consistent format for written offers (for both new and existing products). Providing offers to Sales Team for customer consideration.
-Have a comprehensive understanding of contracts in place, provisions that need to be considered such as rebates or administration fees as well as renewal dates.
-Work closely with Sales and Customer Service Teams to ensure effective communication with all customers with respect to contracts, price changes, rebates, Work closely with Revenue Accounting team to ensure all rebate and other liability is captured in accruals.
-Work with Legal team to ensure that all contracts have been reviewed and approved before appropriate signature of Corporate Officer.
-Review all rebate, promo and shelf-stock adjustments for compliance with contracts.
-Conduct various ad-hoc analyses as required.
Responsibilities:
Develop and implement analysis that identify sales performance including sales trends, market share and customer target plan including segment and priorities.
Responsible for identifying targets, segmentation and Call Plan optimization and reporting adherence to call-plan
Implement and maintain solutions and processes to make sure all accounts are alignment correctly and as per each salesforce
Responsible for end-to-end incentive compensation process including preparing IC plan, goal settings for multiple sales forces, regular updates on sales performance KPIs, IC payouts and IC reporting
Partner effectively and collaborate with cross-functional teams like IT, Marketing, Training to provide holistic approach on business situations that affect Sales Operations deliverables.
Responsible for building insightful regular and adhoc analysis through creating and managing IDNs/GPO, parent child relationship, affiliation analysis
Develop training, communication and support plans that influence adoption of field efficiency tools.
Champions compliance, effectiveness, and efficiency in process and policies
Focus on improving quality and productivity through automation
Team Management of 2+ employees: Hire, manage and develop direct reports
Set yourself apart
Qualifications:
*BA or BS degree required, MBA, Masters is preferred
*Proficiency in reporting and data analytics tools like SAS (Base and Macro), Excel, Powerpoint, VBA, *Tableau
*Experience on CRM tools such as SalesForce.com
*Demonstrated ability to structure and conduct analyses to generate insight and recommendations *Exceptional ability to manage multiple projects in a fast-paced environment, with changing priorities and significant time pressures
*Strong communication skills (both verbal and written) required along with strong project/process management skills.
Knowledge, Skills and Abilities:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills and abilities required:
-Excellent analytical skills and experience with PC database management (Microsoft Office and ERP).
-Proficiency in Word and Excel required.
-Analytical Problem Solving Skills
-Ability to work independently with minimal supervision, demonstrating initiative & problem solving skills.
-Ability to review and note contract issues, provide language change recommendations and negotiate issues with customers and internal stakeholders.
-Strong verbal and written communication skills; ability to prioritize and multi-task; excellent organizational skills with attention to detail.
What’s on offer?
Fagron US offers its associates competitive compensation and a wide range of benefits including a 401(k) plan with a generous company matching contribution; medical, vision and dental; health savings account (HSA); holiday/paid time off.