Senior Director, Sales Operations & Commercial Enablement - TMTT

Overview

Patients with mitral and tricuspid heart valve disease often have complex conditions with limited treatment options. Our Transcatheter Mitral and Tricuspid Therapies (TMTT) business unit is boldly pursuing an innovative portfolio of technologies to address a patient’s unmet clinical needs. It’s our driving force to help patients live longer and healthier lives. Edwards is looking for an experienced commercial leader to join the Transcatheter Mitral and Tricuspid Therapies US Region Leadership Team to advance our efforts to boldly drive the successful commercialization and adoption of our TMTT Therapies across the United States.

The Senior Director, Sales Operations & Commercial Enablement will be responsible for identifying and addressing the challenges and opportunities that face both sales and sales management to ensure success of TMTT's US Sales organization. This role will have daily contact with field sales and the sales leadership team for selling operations and long-term strategic planning. The role has responsibility for sales planning, pricing, inventory, technology tools to support field execution, and overall analytics to drive data-based decision making.

This individual will lead the commercial planning and operations team that supports day-to-day operation of the TMTTT US Sales organization. The successful individual will build strong relationships across the organization and develop deep understanding of the Edwards business and the TMTTT portfolio. This role reports to Senior Vice President of the TMTT US Region and holds overall responsibility to manage commercial operations for US TMTT.

This position will be working remotely with travel up to 40% to 60%.

• Build out the Sales Operations Organization and lead and develop the team and critical business initiatives team for continued growth and development of employees.
• Lead efforts related to sales planning, strategic planning, annual operations planning, sales territory planning, sales quota, territory alignments and sales compensation (to include design/building, tracking, and payment calculations).
• Responsible for information and analytics within the TMTT US Region. Ensure leadership team, marketing team, and field sales team has access to sophisticated information and analytics for day-to-day operations and planning. Continually identify and prioritize evolving analytical needs of TMTT’s US Sales organization.
• Identify and address the current and future technology needs of the organization. Work with stakeholders across functions to ensure the most effective technologies are in place for both the sales operations team and the field sales team.
• Act as a systems owner (e.g., drive requirements, organize user acceptance testing, drive validation, users training, change acceptance, communication, monitor users satisfaction and solutions usability e.g., Salesforce, Tableau).
• Build systems to efficiently address day-to-day operational needs of the US selling organization. These can include but are not limited to revenue management, sales crediting, sales trends, customer inventory, technology needs, shipment of product, collaboration with corporate customer service. Develop tools and initiatives that will drive sales results.
• Stay current with changing market trends affecting TMTT to understand opportunities and challenges.
• Develop forecasts and metrics to help field sales team improve on key performance indicators including quota attainment, case coverage, and salesforce deployment to drive desired behaviors in the field, in compliance with local regulations and medical device practices prescribed by US FDA and regulatory agencies, as well as SOX requirements.
• Build trusting relationships across all levels and functions. Identify opportunities to cross-collaborate as needed. Act as a voice of the field sales team and provide field insight when collaborating across functions.

• Bachelor's Degree or Equivalent with related field with related sales operations, business strategy and/or financial planning experience required or equivalent work experience based on Edwards…