Envista Holdings Corporation Senior Director, Sales Operations, Imaging & DTX in Seattle, Washington
KaVo Kerr is a cohesive organization comprised of two global leaders, united to provide dental excellence and serve as a single premier partner for the dental community. KaVo Kerr operates with a common vision inspiring and helping our customers, their patients and our own associates realize their potential. KaVo Kerr offers solutions for endodontics, restoratives, treatment units, infection prevention, imaging, rotary and instruments.
The Sr. Director of Sales Operations is a key Leadership Role responsible for all aspects of sales force operations. Sales operations includes key focus areas such as developing and maintaining strong contractual relationships, strategic planning, sales force and data analysis, sales operational excellence and continuous improvement projects based on the Envista Business System.
Essential Duties and Responsibilities:
Direct management of the Sales Operations team members.
Works closely with the commercial leadership teams to develop sales operational planning including quota/target assignment, account assignment, territory creation, sales forecasts, and headcount planning.
Provide support and reporting for all sales force incentive programs. This individual will be charged with working closely with the Sales, Human Resources and Finance functions to facilitate the creation and monitor the effectiveness of incentive plans.
Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency for all commercial sales operations.
Design, implement, and standardize the commercial process for sales effectiveness based on set company standards with respect to the needs of the Opco/Business unit.
Identify reporting needs and deliver effective data analysis to drive sale force effectiveness and results.
Work on the effective use of various sales tools including CRM, Seismic, data warehouse.
Deliver strategic insight into KaVo Imaging & DTX commercial growth focused around training a world class sales organization
Oversee various projects as needed.
Oversee contract compliance for committed agreements(SLA)
Provide key metrics and insights to enable key executive decisions for platform changes, roadmap direction and sales support.
Design and manage annual sales compensation programs for all roles within DTX and Imaging(KAVO) including quota, budget implications and sales incentives.
Manage sales ranking
Manage and is responsible for all inside sales including budget achievement, activities and direction through close collaboration with the Commercial Vice President, NA And VP/GM Imaging EMEA.
Create dashboards for sales results and competitive share gains and loses
Work with legal and commercial leadership to ensure all dealer agreements, rebate programs and proactively manage to ensure compliance on an annual basis
- A minimum of 8 years in managing sales operations and analytics platforms
BA in Business, Finance, or equivalent work experience required
MBA or MS in Finance preferred
Minimum 2 years of experience from the dental industry
Minimum 5 Years of experience with data analysis and reporting to drive sales effectiveness and compliance
Minimum 5 years of successful sales management/team leader experience with demonstrated successes in prior assignments, proven leadership skills, working cross functionally, and high standards of personal integrity
Min 1 year of experience in both contract negotiation and administration
8 years of client facing (executive level presence) experience influencing senior decision-makers
Valid Driver's License with acceptable driving record
Experience using Monte Carlo software a plus
The successful candidate has commercial and multidisciplined experience in Sales Operations, Contract Management, Implementing Pricing Strategies, and Sales Process Management
The successful candidate can articulate proven ability to create Strategic Priorities, convert strategies into operational planning and ensure successful Execution of plans.
The successful candidate is able to professionally communicate, listen and motivate at all organizational levels through fact based, behavioral flexibility and positive outlook.
Must be an excellent team player who is dependable, confident, committed, flexible, innovative, and detail oriented.
Demonstrated track record in driving sales revenue through channel relationships, direct sales execution and industry thought leadership.
Business oriented strategic thinker with an ability to implement and make sound decisions quickly and efficiently.
Proven track record of effective use of data analysis and continuous improvement mindset.
Results oriented: ability to track results, derive actionable insights from resulting data, and quantify meaningful impact.
Experience working in a lean/kaizen culture, with a track record of utilizing these methodologies as a competitive advantage.
Key Personal Attributes
Leader – Willing to take risks, possess self-confidence and the ability to work with all levels of organization
Balance – A calm presence in tense situations and an ability to address competing priorities
Influence – Able to influence leadership staff, internal and external stakeholders
Strategic – Able to make decisions quickly that drive Company goals and objectives
Communication – Able to effectively communicate in both written and verbal forms; strong executive presence required
Courageous – Capable of asking the right questions and making the tough decisions; not overly sensitive
Logical – Adept at to think on one’s feet; ability to be flexible and nimble
Ethical – Operates in a way that never compromises ethics and integrity
While performing the duties of this job, the employee is regularly required to stand, sit, communicate, and operate a computer and telephone
Most work is conducted in a standard office environment or at home
Domestic travel is required for this role up to 30% with overnight travel
Envista and all Envista Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The “EEO is the Law” poster is available at: http://www.dol.gov/ofccp/regs/ compliance/posters/pdf/eeopost.pdf.
Envista and its family of companies (Envista) will not accept unsolicited resumes from any source other than directly from a candidate. Envista will consider unsolicited referrals and/or resumes submitted by vendors such as search firms, staffing agencies, professional recruiters, fee-based referral services and recruiting agencies (Agency) to have been referred by the Agency free of charge and Envista will not pay a fee for any placement resulting from the receipt such unsolicited resumes. An Agency must obtain advance written approval from Envista's internal Talent Acquisition or Human Resources team to submit resumes, and then only in conjunction with a valid fully-executed contract approved by the Global Talent Acquisition leader and in response to a specific job opening. Envista will not pay a fee to any Agency that does not have such agreement and written approval in place.
Envista is a global family of more than 30 trusted dental brands, united by a shared purpose: to partner with professionals to improve lives. Envista helps its customers deliver the best possible patient care through industry-leading dental consumables, solutions, technology, and services. Our comprehensive portfolio, including dental implants and treatment options, orthodontics, and digital imaging technologies, covers an estimated 90% of dentists' clinical needs for diagnosing, treating, and preventing dental conditions as well as improving the aesthetics of the human smile. Envista companies, including KaVo, Kerr, Nobel Biocare, Implant Direct and Ormco, partner with dental professionals to help them deliver the best possible patient care.
Envista separated from Danaher as an independent company in 2019. We brought with us the proven Envista Business System (EBS) methodology, an experienced leadership team, and a strong culture grounded in continuous improvement, commitment to innovation, and deep customer focus to meet the end-to-end needs of dental professionals worldwide. Envista is now one of the largest global dental products companies, with significant market positions in some of the most attractive segments of the dental products industry. For more information, please visit www.envistaco.com .
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