Commercial Operations Manager (Finance)

Summary

Summary

The Commercial Operations Manager (CO Manager) functions within the Commercial Operations organization in the USA, reports directly to the Regional Sales Director, and is responsible for Sales, and overall profit-and-loss performance of a designated Area. This includes, most importantly, day-to-day management of the local Sales Engineers, and other Sales personnel, in addition to simultaneously working an individual territory and/or Key Accounts.

Key duties include sales revenue generation, development of the sales team, sales forecasting, customer satisfaction, expense control, and budgeting. These tasks require a close working relationship with many departments, most importantly, Applications, Service, CRG, BDR, COS, Marketing, Product Management, Sales Operations, and Production. Close cooperation with each of these organizations is required.

The CO Manager must use SFDC daily as both a Sales and Management tool. Further, the CO Manager is also required to enforce efficient use of SFDC throughout the entire sales team.

The CO Manager exhibits strict adherence and support of all corporate standards including but not limited to ethics policy, travel policy, export policy, CRM system requirements, etc. In addition, the CO Manager maintains high standards for product knowledge, customer satisfaction, and sales professionalism.

Job Responsibilities

• The CO Manager manages an individual territory and/or Key Accounts in addition to managing the balance of the Sales organization.
• The CO Manager executes the approved business plans for the assigned area through the Sales Engineers, sales support personnel, and distribution network that they create and monitor.
• The CO Manager assists the assigned Sales Engineers and agents in developing sales strategies and tactics for various Hexagon Manufacturing Intelligence products. This includes travelling with representatives for sales calls and presentations.
• The CO Manager hires, develops, and supervises regional Sales Engineers and sales support personnel. In addition, the CO Manager contributes to the interview and hiring process for Applications Engineering.
• The CO Manager maintains a close relationship with Application Engineering, Product Management, Customer Order Service, Credit and other departments to ensure efficient and timely processing of inquiries, quotations, proposals and complaints.
• The CO Manager provides administrative support and approval for direct reports, including expenses, PTO approval, Travel approval, PRIDE reviews, etc.
• The CO Manager ensures that Key Accounts in the designated area are properly covered directly, or with Sales Engineers, in order to maximize revenue and profit within those accounts.
• The CO Manager assures customer satisfaction through management of the sales and order fulfillment processes, as well as cooperation with service and applications support required after installation.
• The CO Manager monitors market and customer trends in the region, as well as industry developments as they relate to our company's products and markets. This information is relayed to senior management and other key departments to ensure that our products and staffing are proactively positioned for success.
• The CO Manager provides accurate, real time, monthly, quarterly, and yearly forecasts that are used in the allocation of resources by the company.
• The CO Manager prepares a rolling four quarter regional sales forecast, and participates in the determination of market potential in preparation of sales estimates for the region. The CO Manager also divides up those same regional objectives into individual sales goals and quotas for each member of the Sales team.
• The CO Manager reviews and approves highly discounted quotations, either electronically generated through the various Hexagon Metrology quoting systems, or generated through Margin Sheets, to protect the profitability of our business.
• The CO Manager has overall responsibility for the Area Precision Centers, ensuring that the appropriate company image is promoted and maintained at all times. This includes direct involvement in all Area expenses, capital, consignments, and allocations that effect the regional Profit & Loss.
• The CO Manager is responsible for local staff morale, support, employee relations, and compliance, and will seek out support from Upper Management or HR when necessary.
• The CO Manager reviews and approves monthly commission statements for their direct reports, as created by Sales Operations.
• The CO Manager ensures Area compliance with Hexagon ethics expectations and code of conduct.
• The CO Manager supports organizational policies related to safety, environmental protection, housekeeping, etc. within all Solution Centers in the area of responsibility.
• The CO Manager supports and participates in continuous improvement activities that positively affect safety, the environment, quality, reliability, and productivity or improve the overall suitability and effectiveness of the management system, its processes and products.

Qualifications

• Minimum preference- Bachelor's Degree or equivalent, preferably with technical training
• Five years of sales experience in an industrial environment with a strong record of sustained success.
• Five years of Business experience, with profit-loss experience desirable
• Sales Management experience and success.
• Metrology or Manufacturing background and aptitude
• Proven leader, coach and motivational speaker.
• Team oriented, with the ability to motivate all team players.
• Salesforce.com experience
• Considerable travel requirements - up to 75%
• Embraces challenge and change
• Holds self to high personal standards