Senior Manager, Sales Operations - IHFM

Many structural heart patients suffer from heart failure with limited options. Our Implantable Heart Failure Management (IHFM) team is at the forefront of addressing these unmet patient needs through pioneering technology that enables early, targeted therapeutic intervention. Our innovative solutions are not just transforming patient care but also creating a unique and exciting environment for our team members. It’s our driving force to help patients live longer and healthier lives. Join us and be part of our inspiring journey.

Drive critical business activities that ensure the planning and execution of key sales and marketing strategies in the field force (sales reps as well as clinical specialists) by developing and executing sales compensation and quota, monitoring daily sales and clinical training performance, developing systems and processes to support field efforts and performing key analyses to drive better management decisions.
How you will make an impact:

• Sales and Clinical Compensation, Field Performance Target Setting (including Quota) and Tracking: Manage the development, design and implementation of compensation plans, clinical case coverage targets, and quota targets for the US sales and clinical team, ensuring alignment with AOP, proper sales motivation and responsible P&L management in collaboration with sales leadership. Responsible for the accuracy of monthly variable compensation analyses and payments to both the US sales and clinical teams. Develop and provide analyses on field performance to sales leadership and HR.

• Field Organization Effectiveness and Territory Alignment: Using analytics, assesses appropriateness of both sales and clinical resources to support business goals and recommend changes if necessary. Responsible for regular alignments of territories to field personnel to ensure equitable coverage and updating of HR and Finance systems.

• Sales Performance Tracking and Analytics: In partnership with leadership, define and deliver regular and sales analytics for the business including dashboards, reports and other analyses to provide deep insights into sales performance for better business planning and management decision making. Provide ad hoc analyses and reports to cross functional stakeholders

• Sales Systems Administrator: Identify customer needs and create roadmap for system and sales supporting tools. Act as a systems lead to create complex automated sales performance, territory management and reporting including CRM (e.g.SalesForce.com), ERP (e.g., JDE), BI tools (e.g., dashboards and reports, QlikView sales dashboards) and other analytics for the field to enable better business decision making. Continuously work with IT to ensure system integrity and accuracy.

• Contract/Pricing Management: Responsible for developing and maintaining the US pricing and rebate model to ensure correct inputs and payments. Provide timely detailed reporting on net ASP for all accounts to assist in the monthly sales forecast. Provide regular analyses and report to all rebated customers on the basis of rebate. Key business representative working with IT to ensure the correct implementation of the Model N revenue/rebate management system for the business. Responsible for reviewing accuracy with 3rd party auditors during the rebate reconciliation process.

• Forecasting: Collaborate with cross-functional teams (e.g., Supply Chain, IT, Finance) to forecast supply, demand, top and bottom line financials, and product launches and provide recommendations to leadership

• Lead and provide guidance to team members on operational initiatives and activities including continuous process improvements

• Other incidental duties

What you will need (Required):

• Bachelor's Degree in a related field and 10 years experience of previous related sales operations, business strategy and/or financial planning experience OR Master's Degree or equivalent in a related field and 8 years experience of previous related sales operations, business strategy and/or financial planning experience

• Previous field sales experience

What else we look for (Preferred):

• Proven successful project management skills with ability to routinely work on multiple tasks with multiple people

• Excellent written and verbal communication skills and interpersonal relationship skills including negotiating and relationship management skills with ability to drive achievement of objectives

• Ability to think holistically and strategically

• Demonstrated ability to utilize organizational channels, experience and influencing skills to persuade others of the course of action

• Sound decision making capabilities and the ability to take decision in absence of consensus when necessary

• Ability to establish foundation of credibility based on integrity and a track record of achievement in delivering on large and/or multiple projects and influencing business outcomes.

• Proven expertise on MS Office Suite (e.g., Microsoft Office Excel, PowerPoint, Word, and Access) and preferred expertise in related tools and applications (e.g., Oracle, JDE, MIDAS, and ELBIS, Salesforce.com administration, and/or QlikView development)

• Highly analytical and detail oriented. Good organizational skills and ability to meet tight deadlines in an environment of competing priorities

• Recognized as an expert in own area with specialized depth within the organization

• Expert knowledge and expertise in sales, marketing, sales operations, supply chain, and finance

• Expert understanding of data flow between Edwards data systems

• Strict attention to detail with accountability for accuracy of data and analyses

• Ability to interact professionally with all organizational levels and proactively escalate issues to appropriate levels of management in the organization

• Ability to manage competing priorities in a fast paced environment

• Ability to partner with sales team on may interact customers

• Represents leadership on projects within a specific area interfacing with project managers and sales strategy & ops team

• Consult in project setting within specific sales strategy & ops area

• Provides leadership to outsourcing partners on a task level, and may participate on small scale RFP

• Adhere to all company rules and requirements (e.g., pandemic protocols, Environmental Health & Safety rules) and take adequate control measures in preventing injuries to themselves and others as well as to the protection of environment and prevention of pollution under their span of influence/control

Aligning our overall business objectives with performance, we offer competitive salaries, performance-based incentives, and a wide variety of benefits programs to address the diverse individual needs of our employees and their families.

For Illinois (IL) and California (CA), the base pay range for this position is $136,000 to $192,000 (highly experienced).

The pay for the successful candidate will depend on various factors (e.g., qualifications, education, prior experience).  Applications will be accepted while this position is posted on our Careers website.   

Edwards is an Equal Opportunity/Affirmative Action employer including protected Veterans and individuals with disabilities.

COVID Vaccination Requirement

Edwards is committed to protecting our vulnerable patients and the healthcare providers who are treating them. As such, all patient-facing and in-hospital positions require COVID-19 vaccination. If hired into a covered role, as a condition of employment, you will be required to submit proof that you have been vaccinated for COVID-19, unless you request and are granted a medical or religious accommodation for exemption from the vaccination requirement. This vaccination requirement does not apply in locations where it is prohibited by law to impose vaccination.