Director of Commercial Operations

Purpose & Scope:

The Director of Commercial Operations is responsible for partnering with sales leadership and cross-functional teams to translate complex data into impactful selling strategies, providing input into sales motions, and driving sustained business success. This role will provide key analytics, reporting, and sales insights to help set direction, monitor, measure and improve sales performance and drive sales productivity. In addition, this role leads operating mechanisms to reinforce selling strategies and drive performance and this team provides commercial signals to our business partners for effective handoffs to drive positive customer experience.

Principle Duties & Responsibilities:

• Define & lead the sales data analytics vision, strategy and roadmap in alignment with business objectives.
• Build, mentor, and lead a team of sales analysts, data scientists and business intelligence experts focused on delivering analytics and intelligence for sales effectiveness. Provide key analytics, customer insights and trends, market dynamics and revenue forecasts to inform strategic decision making.
• Champion data-driven actionable insights to optimize sales performance, identify growth opportunities and align business objectives while partnering with sales leadership and business executives to prioritize analytics opportunities.
• Set up Analytics & KPI Center of Excellence and develop a self-serve data delivery model for sales reporting. Define the data architecture, tools and analysis that are required to establish vital few metrics and provide accurate, timely input to business stakeholders.
• Oversee the design, development and delivery of dashboards, KPIs, reports and ad hoc analysis. Provide oversight from entire sales process (lead generation to contract closure) to assess win rate, hit rate, pipeline coverage ratios, conversion rates, forecast accuracy and sales productivity. Includes administration of sales time surveys.
• Leverage advanced analytics to evaluate and compare statistical data (internal & external), guide strategic selling strategies and achieving targeted sales goals. Translate complex data findings into clear, actionable insights for non-technical stakeholders.
• Drive the use of advanced analytic techniques including predictive modeling, machine learning and AI.
• Define and instill data governance, accuracy and compliance with business & regulatory requirements.
• Partner with IT teams to maintain robust data infrastructure architecture and align on delivery of functional roadmaps.
• Establish sales support operating rhythms to drive commercial performance such as pipeline reviews, deal replay, and forecasting reviews to understand, monitor, set actions to meet sales goals for US sales team.
• Drive forecast accuracy across 200 sellers in CRM by setting the process, the workflow in CRM and using that to create a business forecast for sales, marketing, commercialization teams and our business partners such as finance, supply chain and value streams.
• Analyze Contract Price, price vs. mix analysis on existing deals and executed contracts.
• Provide leadership, guidance and coaching for all direct reports to help enable goal attainment, compliance with business policies. Hiring, coaching, performance reviews, disciplinary actions are all included.

Experience & Skills

• 10+ years of experience in a scalable sales organization focused on data analytics with at least 3 years in a leadership role. Experience with digital transformation is preferred.
• Strong analytical & strategic thinking skills with experience using CRM and reporting tools (SFDC, Clari, Tableau, Bus Objects) and using AI to increase productivity
• Proven experience in managing large data sets, culling insights from large sets of various data and providing analytics and performance findings.
• Strong background in sales operations, data analytics, AI and reporting for a large sales focused organization.
• Strong business acumen and excellent communication skills. Demonstrated ability in driving change.
• Skilled at leading cross-functional initiatives and driving adoption in a fast-paced environment.
• Experienced, strategic & innovated with demonstrated success with distributed selling teams.
• Bachelor’s degree in Business, Marketing, Data Science or related field. MBA preferred.

Fresenius Medical Care maintains a drug-free workplace in accordance with applicable federal and state laws.