Director, Commercial Sales Tools & Digitization

Fresenius Medical Care • Lawrence, MA

5h

About The Position

PURPOSE AND SCOPE The Director of Commercial Sales Tools & Digitization is responsible for designing, developing and executing a comprehensive strategy to deliver a contemporary sales CRM enablement platform for the commercial team. This role ensures that the sales team are equipped with the necessary workflows and automation to support the selling motions in the field. Additionally, the Director oversees the CRM system and roadmap to optimize sales processes, encourage data-driven decision making and provide business intelligence to execute on national sales strategies. The Director of Commercial Sales Tools & Digitization collaborates closely with Sales, Marketing, IT, Product and Operation teams to align system integrations, handoffs and design contemporary workflows that support business initiatives. Influencing and collaborative leadership will be essential.

Requirements

• 10+ years of experience in sales operations, revenue operations or digital transformations with at least 5 years in a leadership role.
• Deep expertise in sales tech platforms (e.g. SFDC, CPQ, Hubspot)
• Proven success in leading complex technology implementation and change management programs.
• Strong understanding of B2B sales processes, including pipeline management, forecasting, pricing and territory planning.
• Experienced, strategic & innovative with demonstrated success with distributed B2B selling teams.
• Exceptional leadership, stakeholder management and communication skills.
• Bachelor’s degree in Business, Information Systems or a related field (MBA preferred)

Nice To Haves

• MBA preferred

Responsibilities

• Own, design, implement a state-of-the-art CRM eco-system to support the US Commercial Operations Sales teams. This includes leading an assessment of best-in-class platforms, making a recommendation and leading the teams to execute on time, on budget for delivery of a contemporary platform that will support one united sales team.
• Drive the strategy of key platforms including CRM (e.g. SFDC, MS Dynamics), CPQ tools, sales engagement platforms (e.g. Outreach, Gong, Highspot, Seismic), analytics and enablement technologies across the entire buyer journey. Collaborate with global stakeholders, other functions and departments to create an effective, integrated experience.
• Provide vision for a standardized, efficient digital platform for sales teams to use with automation, workflows, data intelligence and AI to help drive sales win and hit rates.
• Define & execute a multi-year roadmap for sales tools aligned with revenue growth strategies. Lead across departments to plan for integrations, systematic handoffs and eliminate manual touches.
• Oversee sales analytic measurement systems to track, report and optimize key performance metrics, leveraging data-driven insights to refine sales strategies and execution.
• Integrate digital learning platforms, virtual training and other innovative methodologies to enhance learning development.
• Lead a direct team and mentor a cross-functional team of business analysts, sales operations and solution architects. Create vision and influence multi-functional stakeholders for business success.
• Lead all project management activities for team to support digital transformation efforts – both within sales team and other functions to deliver a world class automation experience.
• Responsible for budgeting, program prioritization, lead vendor selection, contract negotiation, and ROI analysis for implementation.
• Drive adoption and usage of sales tools through change management, training and performance tracking.
• Establish governance and data integrity standards across systems.
• Collaborate with Sales Operations and BI teams to deliver insights and dashboards to sales leadership.

Benefits

• This position offers a comprehensive benefits package including medical, dental, and vision insurance, a 401(k) with company match, paid time off, parental leave and potential for performance-based bonuses depending on company and individual performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Director