**Description:**
Commercial Operations Manager
Reports to:Director, Strategic Accounts, GPO s, and Distributors
Job Description/Responsibilities
Lead the Commercial Operations function and build a high\-performance team to deliver best in class support of BD s commercial vision and strategy\. The team includes four direct reports \(team leads\) and is inclusive of sales operations, tendering & RFP management, and contracts and rebates\. Excellence in customer centricity and strategic account management requires world class, efficient and innovative sales and customer service support structures\. A critical focus on continuous improvement and operational execution will be required to meet the evolving business needs/challenges, while complying with legal and financial requirements\. This role will be responsible for leveraging, building and maintaining a robust sales process, disciplined tendering and proposal development process, strategic pricing and contract management, and an effective rebate management model, process and system\.
Essential Duties and Responsibilities
+ Lead the Sales Ops team to facilitate the annual target setting process \(national, regional and territory level\) with each of the business units; provide timeline sales performance dashboards at the regional, territory and key account level\.
+ Drive the compensation process to ensure commitment from the business unit stakeholders and Compensation Committee\. Ensure timely communication of annual targets and ownership of targets and incentives while supporting plan administration\.
+ Lead and drive alignment of cross functional support for business strategy and tactical goals/plans including performance measurement to advance BD effectiveness and market position\.
+ Align the business in a consistent structure for account and opportunity management; and lead support for a regular rhythm of funnel reviews to reinforce the right sales process behaviors\.
+ Align the business against a RACI model for RFP strategy \(pre\-RFP to post\-RFP\) to reinforce the best practice process\.
+ Support commercial success by defining and driving contracting and proposal proficiency that meets business unit targets \(revenue growth and profitability\), in addition to the customer s needs\.
+ Build relationships with legal counsel to ensure support is meeting business expectations to draft and execute corporate agreements, supply agreements and incentive proposals in a timely and customer focused manner\.
+ Maintain familiarity with applicable contract laws, assess company impact and notify relevant parties \(i\.e\. Law 17, competition act, etc\.\)
+ Maintain familiarity with financial obligations/limitations involved in capital/consumable business support models
+ Oversee the accurate and timely processing of rebates to enable accurate business, financial, sales and customer reporting outputs
+ Oversee the contract and pricing management functions at BD to enable pricing for different market access channels supporting both direct and indirect business models\.
+ Build and leverage relationships with global Commercial Operations teams to ensure shared learnings, tools/resources and innovation
+ Lead the BPO \(Business Process Organization\) and propel continuous improvement across all commercial operations functions to enhance efficiencies, build value added capabilities and maximize profitability\.
+ Drive a process oriented approach to all commercial operations functions including proposal development and bid response, contract and rebate management, and sales process/reporting and compensation management
+ Ensure that commercial operations comply with policies, procedures and compliance requirements required globally and/or regionally\.
+ Lead, drive and/or participate in new initiatives or projects under the commercial operations mandate\.
+ Lead and build a high performing team through employee development, accountability, and mentoring\.
+ Demonstrate and promote the company values and leadership behaviors\.
**Qualifications**
+ Education, Experience and Skills Required
- 2\-5 years in marketing or sales with a proven track record in building a sustainable commercial structure including sales process management and development, sales methodology and Salesforce\.com
- 2\-5 years experience in a proposal/tendering, pricing and contract/rebate management environment
- Strong business, legal and financial acumen with a passion for relationship management and deal shaping
- Strong commercial knowledge in medtech capital, consumable and software markets is an asset
- Change management experience and the proven ability to improve and drive operational processes throughout a matrixed organization
- Strategic agility and ability to develop long\-term strategic and collaborative relationships across all facets of the organization and with customers
- Strong team player with excellent communication, interpersonal and customer service skills
- Broad experience in leading, managing and coaching people
- Self\-motivated, energetic, dedicated, driven and able to communicate effectively at all levels
- Must be proficient with MS Office
- Experience with Salesforce\.com, SAP, BW and Qlikview is preferred
- Bachelor s in Business Administration or other; MBA preferred\.
**Job:** _Operations_
**Location:** _Canada_
**Requisition ID:** _OPE101H6_