Head of Sales Operations
CooperVision
Shanghai, China
1天前

Description

CooperVision, a unit of The Cooper Companies, Inc. (NYSE : COO), is one of the world’s leading manufacturers of soft contact lenses and related products and services.

  • The Company produces a full array of monthly, two-week and 1-day lenses, all featuring advanced materials and optics. CooperVision has a strong heritage of solving the toughest vision challenges such as astigmatism and presbyopia;
  • and offers the most complete collection of spherical, toric and multifocal products available. Through a combination of innovative products and focused practitioner support, the company brings a refreshing perspective to the marketplace, creating real advantages for customers and wearers.

    For more information, visit .

    CooperVision, Inc. 作为 Cooper Companies, Inc. (NYSE : COO)的一个业务分支 是全球领先的软性隐形眼镜制造商之一 公司生产全系列的月抛 两周抛和日抛隐形眼镜 其显著特点均为采用先进材料和光学工艺 CooperVision在解决最棘手的视力难题方面具有悠久传承 诸如散光 老花和目涩 并且有最完整系列的球面透镜 复曲面透镜和多焦点透镜产品可供选择

    通过创新产品及与验光师专业服务相结合 CooperVision为市场带来清新视角 为客户和佩戴者带来切实利益

    CooperVision网络已遍布5大洲12个国家 公司为世界各地配戴隐形眼镜的人提供高质量的镜片

    Job Summary

    This role is responsible primarily for supporting business operations that enable the sales function to operate efficiently and effectively.

    The major areas of focus are pricing and contracts administration, SFDC championship, Salesforce Effectiveness (SFE), data analysis and reporting and support of key channel strategy and business planning.

    Essential Functions & Accountabilities

    1.Plan, evaluate and embed core elements of Sales Operations across the wider China Organization and develop a long-term vision and strategy and tactics for China sales operations.

    2.Pricing Management : including the control, consolidation, analysis, tracking, reporting, process ownership and decision support to various stakeholders in the country and regional offices.

    a.CVI and competitor Pricing information update, analysis and reporting

    b.Ensure net pricing is aligned with the company’s profitability goals

    c.Develop controls on pricing practices or contracts to adhere to SOPs and Global Commercial Standards

    d.Establish rollout plans and execute effectively to timeline, KPIs, and visibility in close collaboration with APAC Sales Operations

    e.Acquire content expertise in Customer Pricing Model (CPM), Oracle Advanced Pricing Project (OAP), and approval workflow to develop reporting and related KPIs

    3.Contract Management : Serve as a content expert and super user in sales contracts execution and overall track and trace to adhere to existing Contract policies and Global Commercial Standards.

    a.Monitor contract and Direct Trade Policy practices for all customers to ensure compliance and control

    b.Highlight & transparently report areas of potential grey trading to local and regional offices

    c.Administer FTI Comply due diligence process for authorized distributors in country

    d.Act as 1st level of support and trainer for country contract management tools. (Apptus)

    4.SFDC Championship : acquire system knowledge and skills to act the 1st level of support and trainer for country SFDC related matters such as daily utilization, reporting, case management, opportunities and leads, user license, data upload of targets and segmentation, process mapping and documentation

    a.Answer process questions and How To questions to your users

    b.Ensure SFDC database is regularly updated to reflect ERP database

    c.Support sales team in customer targeting, and Sales Managers in reviewing activity KPIs to improve efficiency and effectiveness

    d.Liaise with regional SFDC for complex issues and rolling out new SFDC releases. Attend regular SFDC calls with the Regional team and provide peer-to-peer sharing as requested

    5.Salesforce Effectiveness (SFE) : Serve as a content expert for lead, execute and embed sales practices and processes to deliver execution excellence and superior customer experience, in the areas of : Segmentation, Targeting, Sales target setting, Sales Call, Territory Design & Resource Deployment, Field Sales Territory Management and Sales Incentive Plan.

    6.Data Analysis and Sales and Management Reporting : support all sales team and customer related needs to country and regional offices

    a.Administer Sales Incentive Program for sales team. Ensure accuracy of payout for performance and review effectiveness of incentive to drive results

    b.Sales and Management Reporting : Manage the delivery of existing sales reports, evolve and develop new reports for senior management and sales teams that provide meaningful insights and recommendation on sales implementation and sales trends.

    c.Provide methods to simplify and automate data gathering, assist in fact finding and analysis as needed in areas such as customer profitability, market segmentation, product category and market share

    7.Project Management : represent the Commercial function on selected business critical projects across the organization.

    Capture and communicate commercial requirements as part of project scope and deliverables; subsequently manage solution development and successful deployment.

    8.Business Process : oversee and ensure all Commercial SOPs and related process documentation are always up to date and reflect the most current operations as they evolve.

    Host the sharing of latest documents to all stakeholders in country and region, and centrally organize the document archiving

    9.Process Improvement and Innovation : constantly evaluate the commercial operations for opportunities to simplify, automate, eliminate, or introduce innovative practices that enhance the business impact and customer experience.

    10.Key channel business planning : gather data and customer insights in partnership with sales team and regional office to develop customer business plans and Joint Business Plan.

    Ensure strategic approach, data quality in business plans, regular KPI measurement and reporting. Adopt global and regional tools and templates to country application.

    11.Act as key liaison between the sales teams and other internal CVI departments including Marketing, Finance, Logistics and Customer Service, and others as necessary

    12.Undertake other projects and duties as agreed with management

    13.Act as a key member of change management to drive commercial excellence.

    Scope

    The role interacts, collaborates with and supports the following internal customers : General Manager, sales force, contract administrators, Marketing, Finance, IT, Logistics, APAC regional management and other stakeholders relevant to assigned projects.

    Qualifications

    Knowledge, Skills and Abilities :

  • Strong sales operations management background with relation to contract administration, pricing, Salesforce Effectiveness (SFE) and sales force activity
  • Advanced skills in Excel using formula, data analysis, table & graphs, sorting and linking files for the purpose of consolidation, integration, analysis and review
  • Must be able to use data and create situational analysis and recommendations for presentation to customer and management.
  • Ability to identify and draw data from various platforms in CVI including SFDC, ERP, Cognos BI, Oracle, Apptus and etc
  • Strong business acumen and skills appropriate for management level English communication (oral & written)
  • Must be capable of working with both speed and accuracy
  • Open, adaptable, flexible and collaborative style to accommodate business demands
  • Ability to work in a fast- paced environment and manage changing requirements
  • Strong communicator, with the ability to interface effectively with people at all levels of the organization in country, region and global.
  • Team collaboration skills within country and the ability to build positive partnership with regional counterparts
  • Ability to draw up process maps using Visio or similar tools is advantageous
  • High-energy, passionate to help customers, external and internal
  • Good in presentation and demonstration
  • Comfortable about change
  • Work Environment :

  • Normal office environment
  • Occasionally domestic business travel is required
  • Virtual team collaboration between regional, country and global stakeholders
  • Experience :

  • 10+ years in a sales operation department of a business in a fast-paced and highly competitive environment
  • Proven and successful experience managing a cross-functional team leading that team to the achievement of sales objectives and targets.
  • Proven project management experience
  • Education :

  • Bachelor’s degree (Master preferred) in Sales, Marketing, Finance, or any other business related field.
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