Title: Manager, Sales Analysis and CRM
Reports to: Area Vice President, Sales Operations and Strategy
Invuity, Inc. is committed to leveraging advanced photonics technology to transform and create a new standard of care for minimal access surgery. The Company’s patented Intelligent Photonics™ devices provide superior visualization of the surgical cavity enabling precision, efficiency, and safety. Clinical applications include breast and thyroid oncology, plastics, spine, orthopedic, cardiothoracic and general surgery among others.
Position Description :
The Manager of Sales Analysis & CRM will be a key member of the commercial team, with a primary focus of supporting the customer facing roles and internal stakeholders. In this position, the incumbent will support the sales strategy by providing actionable data analysis and reporting, as well developing, implementing, interpreting key sales productivity and performance metrics and analytics, administering the CRM, incentive plans, and other processes such as master data management, sales rankings, territory alignments, etc. This position will perform data analysis and present findings on a regular basis. In addition, the Manager will perform support activities as needed for the development, implementation, and communication of all sales reporting, quotas, incentive programs, and policies. This position will also help in the collection, analysis and reporting of key commercial related data in an ongoing effort to increase business productivity. The development and tracking of key performance indicators will be critical to enhance the understanding of the business and to improve decision-making. The position requires a self-starter who is effective in interacting and communicating with all levels of staff in a fast paced dynamic work environment.
Essential Duties and Responsibilities:
Reporting and Analytics
Develop key sales productivity and sales performance metrics and perform advanced analytics.
Analyze sales rep productivity, sales performance results, generate metric reports and provide recommendations to sales management.
Perform support activities related to the creation and modeling of field sales productivity, performance and quotas.
Provide customized reporting and recommendations in support of ongoing business decisions or initiatives
Monitor the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization.
Ensure accuracy and timeliness of sales rankings.
Responsible for administration, issuance, communication and calculation of all compensation and incentive plans.
Review commission payment calculations and reports for accuracy and completeness.
Resolve all reconciliation issues related to commission and incentive calculations and payments.
Planning and delivering CRM strategies across the company encouraging customer retention and customer loyalty
Working closely with all departments to ensure the CRM works effectively for all aspects of the company.
Provide actionable reports, insights and data support for customer facing roles and internal users
Assist in the development of standard and custom sales reports and dashboards
Perform analysis to uncover opportunities and provide insights concerning KPIs
Develop testing strategies for all aspects of the CRM to ensure the most effective approach for the company and its products.
Key player in the CRM design and ongoing maintenance of the system
In-house expert on the function and configuration of the data warehouse and CRM systems
Work closely with sales management, marketing and customer support teams to prioritize reporting needs and develop business requirements.
Qualifications and Experience:
Bachelor’s Degree in business or related field and minimum of 4-6 years experience in a commercial team role, preferably in a sales operations environment; or equivalent combination of education and experience.
Advanced Excel skills including complex and advanced pivot tables.
Strong Word and PowerPoint skills.
Ability to perform complex analytics such as regression, forecasting, cannibalization and probability modeling
Ability to perform territory mapping and alignments.
Ability to coordinate and manage simultaneous data analysis requests of varying size and scope
Experience using salesforce.com CRM.
Ability to maintain complex computer applications and program that perform analytics, organize databases and create reports from various sources.
Strong background in customer acquisition, re-engagement and retention strategies.
Sales compensation and incentive plan management and calculation experience preferred.
Exceptional organizational, multi-tasking, anticipatory and follow up skills.
Interest in analyzing business operations and developing strategies to enhance operations.
Strong communication skills, both written and verbal, with the ability to convey complex information to a broad audience.
Strong interpersonal skills with the ability to work independently and within a team environment.