Manager, Sales Operations

The Role

Responsible for providing critical Sales Operations and Commercial Project Management leadership to support strategic planning, decision-making, and execution. The ideal candidate will have a proven track record in Sales Operations, delivering data-driven commercial insights and executing complex projects. This role requires a professional who can partner with all levels of commercial leadership to influence and drive successful business outcomes. 

The expected base salary range for this remote position upon hire is $100,000 to $135,000. Individual base pay within this range is determined by a variety of good-faith factors, including localized market data, relevant experience, specialized skills and internal equity. Depending on the candidate's geographic location and local cost-of-labor market conditions, the baseline range may be adjusted accordingly. This position is a base-salary-only role and is not eligible for variable commission or annual cash performance bonuses. 

Applicants must be currently authorized to work in the United States on a full-time basis. Cala may sponsor applicants for work visas subject to external immigration counsel assessment.

AI Disclaimer: Cala does not permit the use of AI during interviews and technical testing so that we can property assess thought process and skillset.

A Day in the Life

Executive Partnership and Commercial Infrastructure

• Work closely with the VP, Sales and Therapy Success to strategize, plan, and provide timely solutions to support the commercial teams
• Partner with leadership to ensure consistency, accuracy, and strategic alignment of deliverables
• Collaborate with leadership to identify administrative processes and scalable solutions to support an expanding team
• Create and deliver presentations
• Represent leadership as needed in various forums, ensuring knowledge and assessment of topic as a key stakeholder and provide detailed updates of functional needs for follow-up

Sales Forecasting

• Analyze historical data and pipeline activity to project future revenue
• Leverage market specific data to drive strategic business decisions that support the scaling of the Sales team
• Identify key market opportunities through ongoing assessment of available data and emerging marketplace trends

Process Optimization

• Refine and adapt Sales processes for consistency and efficiency as the commercial organization scales
• Review existing Sales infrastructure and administrative processes to proactively identify and bridge operational gaps
• Lead the planning, template design, data aggregation and execution of Quarterly Business Reviews with leadership

Sales Compensation Strategy, Planning, and Execution

• Lead the annual incentive compensation plan lifecycle, overseeing assessment, strategic alignment and rollout
• Drive alignment and execution for the annual and quarterly quota-setting processes
• Manage end-to-end compensation planning, reconciliation, approvals, and reporting

Sales Stakeholder and Cross-functional Project Support

• Foster a collaborative and innovative culture within the Sales team
• Partner with counterparts to identify and implement robust Sales reporting and analytics
• Work closely with Sales leadership to understand business goals and information needs
• Translate business requirements into data-driven insights, actionable recommendations, and strategic initiatives
• Align cross-functional  projects with Sales objectives to ensure seamless execution
• Ensure seamless integration of data across key platforms (SFDC + Business Insights) to deliver actionable dashboards for the Sales team

Sales Data Management, Analysis and Decision Support

• Define and implement processes to ensure the delivery of timely, accurate, and actionable Sales data and insights
• Lead efforts to identify key performance indicators (KPIs) for Sales and establish benchmarks for decision support
• Collaborate cross-functionally to manage, maintain, and drive consistent processes for customer data management

Performance Intelligence and Technical Solutions

• Provide direction on the selection, implementation and utilization of Sales tools and technologies
• Identify and implement efficient methods for sharing information with the Sales team
• Train Sales team on the use of key tools and platforms
• Develop and analyze account level data to create actionable reports and dashboards

Skills and Experience

Required

• Bachelor's degree in Business, Finance, Analytics, or related field
• At least 4 years of relevant experience in Sales Operations
• Strong commercial business analysis, data analysis, and project management experience within the MedTech industry
• Strong analytical, problem-solving, communication, and interpersonal skills
• Proven experience optimizing Sales processes, commercial operations, data analysis techniques, data driven decision support and business intelligence
• Demonstrated ability to lead, influence and collaborate effectively with stakeholders and commercial teams at all levels
• Excellent written and verbal communication and interpersonal skills, with the ability to translate data into level specific narratives
• Exceptional organizational, administrative and project management skills

Preferred

• Commercial Strategy and/or Commercial Operations experience
• Knowledge of DME business is a plus
• In-depth, hands-on knowledge of Salesforce platform