Director of Sales Operations
ZOLL Medical Corporation
Summary
The Director of Sales Operations plays a critical role in optimizing sales force productivity and driving business efficiency. Reporting to the Senior Vice President of Sales & Marketing, this position works closely with Sales, Operations, Information Systems, Finance, and other internal stakeholders to enhance sales processes, inventory management, forecasting, and customer engagement. This role ensures that strategic initiatives are effectively implemented to support sales objectives and customer needs.
Job description
Essential Functions
- Oversee the order management process, ensuring alignment with sales programs and customer pricing/agreements.
- Monitor and analyze sales team performance related to sales growth, Sales Mix, ASP and quota achievement.
- Support and facilitate the ongoing production forecasts for use by manufacturing.
- Work closely with Marketing to develop and implement pricing strategies across all targeted customer profiles and product categories.
- Lead sales forecasting, planning, and budgeting efforts to drive operational efficiency.
- Optimize sales processes, ensuring consistency and identifying opportunities for automation (including CRM implementation).
- Support quota setting, performance tracking, and sales program execution.
- Assist in developing sales incentive compensation programs in collaboration with Finance and HR.
- Establish best practices for sales operations, compliance, and risk management.
- Lead sales compensation strategy and program governance.
- Manage compensation platforms, processes, and plan administration.
- Analyze compensation data to drive performance and business decisions.
- Proactively develop and maintain analysis tools to improve sales efficiency and data-driven decision-making.
- Manage and monitor key sales reports, refining reporting tools as needed.
- Work with senior leadership to provide accurate, timely performance insights.
- Act as a liaison between the sales team, corporate leadership, and external stakeholders.
- Lead sales team activities, including quarterly business reviews, forecasting, and planning meetings.
- Drive continuous improvement initiatives by working with hospitals, physicians, and patients to enhance sales processes.
Required/Preferred Education and Experience
- Bachelor's degree
- Sales Operations experience (5+) and/or sales manager experience required
- Sales Operations experience in medical devices highly preferred
Knowledge, Skills and Abilities
- Proven track record of consulting to business leaders and designing, developing, and implementing high impact and innovative learning and development programs
- Experience leading organizational change initiatives
- Proven strategic, analytical and implementation skills
- Strong interpersonal, organizational, planning and negotiation skills
- Demonstrated experience using instructional technology (simulation, online, web based, etc.)
- Strategic thinker and visionary leader
- Proficiency with Microsoft Office Products including Word, Excel, and PowerPoint
Travel Requirements
This position may require at least 25% travel. Travel may be outside the local area and overnight and could be for extended period of times.
Requirements
- Bachelor's degree
- Sales Operations experience (5+) and/or sales manager experience required
- Sales Operations experience in medical devices highly preferred
- Proven track record of consulting to business leaders and designing, developing, and implementing high impact and innovative learning and development programs
- Experience leading organizational change initiatives
- Proven strategic, analytical and implementation skills
- Strong interpersonal, organizational, planning and negotiation skills
- Demonstrated experience using instructional technology (simulation, online, web based, etc.)
- Strategic thinker and visionary leader
- Proficiency with Microsoft Office Products including Word, Excel, and PowerPoint
Benefits
- Comprehensive benefits plans
Company overview
ZOLL Medical Corporation, an Asahi Kasei Group company, is a global leader in acute critical care medical devices and software solutions. Founded in 1980 and named after Dr. Paul Zoll, the pioneering cardiologist known as "The Father of Modern Cardiac Therapy," the company develops innovative technologies that advance emergency care and save lives. ZOLL provides a comprehensive portfolio of medical devices and software solutions including defibrillators and cardiac monitors, CPR feedback systems, therapeutic temperature management devices, ventilation equipment, and sleep apnea diagnostic tools. The company's products are used worldwide by healthcare professionals, EMS and fire personnel, and lay rescuers to treat patients with serious cardiopulmonary and respiratory conditions. ZOLL's flagship products include the LifeVest wearable cardioverter defibrillator, which has protected over one million patients, and the remedē System for treating central sleep apnea. With a focus on improving clinical outcomes and operational efficiencies, ZOLL combines cutting-edge technology with comprehensive training and support services to empower medical professionals and improve patient care across the continuum of emergency response and critical care.