Philips Vice President, Commercial Operations - Image Guided Therapy Devices (North America) in Alpharetta, Georgia
null Vice President, Commercial Operations - Image Guided Therapy Devices
In this role, you have the opportunity to:
Develop and drive a consistent global sales operations strategy across the regions and leading key sales process activities, such as sales resource planning/territory design, analysis, sales compensation, reporting, pricing, contracting, and sales analytics. The role is strategically critical to improve the overall efficiency of the sales organization across IGT-Devices. This person will initially have four direct reports with a preferred location of Atlanta, GA.
This role will lead a team and work cross-functionally with other internal Philips departments to improve performance.
You are responsible for the following: Pricing/Contracting
Lead the Pricing and Contracting efforts, enabling the sales force to maximize their focus on high value activities, while ensuring deals are priced/structured in a way that optimizes win potential and improve financial performance.
Partner with sales and commercial operations leaders, legal/compliance, finance and marketing/business segment leads to champion iterations of sales programs
Lead innovation in the creation and execution of go-to-market models, including risk share programs, capitated program, and new segment introduction.
Work with sales, finance and legal to implement an efficient, effective, and compliant deal approval and monitoring process.
Business owner of SFDC instance, including maintenance and improvement
Ensure CRM processes provide a positive return on investment to sales reps which enables us to consistently provide transparency into the sales pipeline at all stages.
Responsible for crafting and enabling sales productivity tools, such as SFDC and any associated software.
Design and lead the sales compensation plans to attract and retain top talent
Collaborate across departments to ensure alignment on sales compensation programs.
Own the timely creation and distribution of quota, working collaboratively with sales leadership, finance and other partners
Lead all aspects of timely and high-quality production of sales reporting
Be a champion for developing greater automation in sales analysis, to drive more rapid decision making and greater transparency across the organization.
Identify critical metrics for monitoring sales organization and business performance; deploy reporting to build visibility
Sales Organization Design and Sales Business Process
Lead efforts to optimize territory design across multiple sales groups
Analyze sales potential and rep capacity to establish territories that provide the right level of sales coverage and ensure all sales reps have sufficient opportunity.
Enhance sales productivity by improving and automating back-office sales processes, including on-boarding activities and general territory maintenance activities.
To succeed in this role, you should have the following skills and experience
Bachelor’s degree required, MBA Preferred
15+ years of demonstrated expertise in complex sales & marketing operations processes
5+ years in healthcare industry
Pricing & deal support competency (2-3 years)
Certified Lean Expert, Black Belt or Master Black Belt preferred
Demonstrated experience leading large scale organizational change with quantifiable business impact
Experience working across multiple levels (including executive level), functions and regions
Able to deliver message effectively verbally and in writing
Proven analytical skills, strong intuition for business, financial & organizational knowledge
Strong management skills and capability to develop talent
Strong sense of urgency with a demonstrated record of meeting commitments
Ability to balance business pressures with compliance requirements
Experience in large scale commercial operations integration or transformation and operational process improvement
Leadership to inspire others and critical thinking skills to imagine new possibilities
In return we offer you
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