Senior Manager Sales Operations

Company Description

Medegen Medical Products is a leading manufacturer of medical products with facilities in Gallaway, TN, and Clarksburg, WV. The company specializes in delivering innovative, high-quality solutions to meet the complex needs of the healthcare industry. Medegen is committed to providing exceptional products and services that enhance the well-being of patients and support healthcare providers. With a dedication to excellence and innovation, Medegen continues to be a trusted name in medical product manufacturing.

Role Description

The Senior Manager, Sales Operations (Medical Devices) is a strategic leader accountable for end-to-end sales operations execution across contract negotiations and lifecycle management, accounts receivable and credit, pricing and revenue operations, commission planning, and customer service. This role is deeply data-driven and owns the commercial systems and analytics portfolio (CRM, ERP, Business Warehouse), ensuring compliant, accurate, and scalable processes aligned to the healthcare distributor and provider ecosystem (IDNs, GPOs, distributors, VA/DoD).

The ideal leader brings strong knowledge of device industry practices, including GPO/IDN contracting, pricing across channels, chargebacks and rebates, master data management, and revenue recognition.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Including the following, additional duties may be assigned.

Contract Negotiations & Lifecycle Management

·        Lead negotiation, redlining, and execution of GPO, IDN, hospital, distributor, and government agreements, amendments, and renewals.

·        Govern pricing tiers, compliant discounting, and rebate/chargeback terms; ensure alignment with margin targets and compliance guardrails.

·        Maintain a centralized, auditable contract repository and approval workflows (e.g., CLM within SharePoint/CRM); ensure accurate item and price synchronization with ERP.

·        Partner with Legal/Compliance on risk mitigation as needed.

Accounts Receivable, Credit & Collections

·        Oversee invoicing, cash application, EDI (810), collections, dispute resolution, and chargeback/rebate validation to protect margin and cash flow.

·        Manage credit with the corporate parent as needed.

·        Own AR KPIs (aging, bad debt, deductions); lead root-cause analysis to reduce price/quantity mismatches, off-contract buys, and chargeback errors.

Pricing & Revenue Operations

·        Lead pricing strategy (list, tiered, and value-based constructs) and governance across capital and consumables; monitor price leakage and on-contract utilization.

·        Partner with Sales/Marketing on deal structuring, margin analysis, and revenue forecasting;.

·        Oversee master data, price books, item/customer hierarchies, and alignment across CRM/ERP; implement analytics for win-loss, elasticity, and mix/margin.

Commission Planning & Administration

·        Design and administer compliance-aligned sales compensation plans (quota setting, territories).

·        Ensure accurate monthly/quarterly commissions, transparent reporting, and timely dispute resolution.

·        Use analytics to correlate plan design with growth, profitability, and retention; iterate annually based on performance and strategic shifts.

·        Manage sales reports including execution, distribution, formatting and data.

Customer Service & Post-Market Coordination

·        Coordinate with the Customer Service Manager, who owns the service team, covering order support/management, RMAs, freight claims, and escalations for sales, supply chain, and distributors.

·        Develop, with the Customer Service Manager, SLAs and other service quality standards; integrate complaint intake and product feedback with Quality/Regulatory.

·        Manage expectations and resolve challenges with aligning distributor/customer fill rate, lead time, routing and other requirements while maintaining facility efficiency and costs.

Cross-Functional Leadership & Compliance

·        Serve as the sales operation’s liaison to Sales, Finance, Legal/Compliance, Quality/Regulatory, Supply Chain, and IT.

·        Lead process optimization, automation, and system enhancements (CRM, ERP, CPQ/CLM, EDI networks); drive user adoption and continuous improvement.

·        Champion data governance for sales operations data (customer, contract, product pricing, rebates) with strong controls and audit readiness.

Systems, Analytics & Data Management

·        Analytics & Reporting

·        Build and maintain dashboards for revenue, price/mix/margin, contract performance, AR health, chargebacks/rebates, forecasting, and customer experience.

·        Ensure metric definitions, data lineage, and reconciliation processes are documented and auditable.

·        Management of tools to measure SLAs, employee performance.

Tech Stack Ownership

·        CRM: Pipeline hygiene, quoting/approvals, account hierarchies (IDN/GPO roll-ups), activity management

·        ERP (e.g., SAP, AS400): pricing, customer/item master, rebates/chargebacks, order-customer management.

·        SharePoint/Contract Management: approval processes, controlled templates, contract repositories, SOP/workflows, cross-functional portals.

·        Customer EDI: integrations across ERP; coordinate with IT for enhancements, UAT, and customer requirements.

COMPETENCIES:

To perform the job successfully, an individual should demonstrate the following competencies:

• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
• Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
• Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings. Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
• Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.
• Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.

QUALIFICATIONS:

·        Bachelor’s in Business, Finance, Analytics, Operations, Supply Chain, or related field; MBA or relevant advanced degree preferred.

·        8–12 years progressive experience in medical devices or adjacent healthcare sectors across commercial operations, sales operations, finance, or contract management.

·        5 years leading multi-disciplinary teams (contracts, AR, pricing/RevOps, customer service) of 8 plus team members including management level roles.

·        Demonstrated expertise in GPO/IDN contracting, rebates/chargebacks, and ERP/CRM data integrity.

·        Advanced analytical and data management skills: data modeling, forecasting, dashboarding, KPI design, and data governance.

·        Proven success managing a sales operations tech stack (CRM, ERP, SharePoint, Teams; plus EDI, CPQ/CLM, rebate/chargeback tools, e-mail management/SLAs).

·        Exceptional communication, negotiation, stakeholder management, and change leadership skills.

·        Strategic & Systems Thinking

·        Healthcare Commercial Acumen (distributor, GPO, IDN)

·        Negotiation & Risk Management

·        Data-Driven Decision-Making & Financial Rigor

·        Compliance Mindset & Audit Readiness

·        Process Optimization & Automation

·        Leadership, Coaching & Cross-Functional Influence

Please apply directly at undefined 

https://jobs.dayforcehcm.com/en-US/inteplast/CANDIDATEPORTAL/jobs/6344