Sr. Manager, Sales Development

 

Job Title: Senior Manager, Sales Development

Position Overview: Are you a strategic thinker and inspirational leader with a passion for driving sales growth and development? As the Senior Manager of Sales Development at Omnicell, you will play a pivotal role in optimizing our Sales Development function. Reporting directly to the Director of Sales Enablement, you will lead a team of three Sales Development Managers, driving initiatives to enhance sales effectiveness and increase certifications through strategic sales efforts. Your focus will be on creating and implementing strategies to expand our sales development capabilities, improve certification rates, and ensure seamless alignment with the broader sales organization.

Key Responsibilities:

Strategic Leadership and Management (40%):

• Collaborate: Work closely with Sales, Marketing, Operations, and Finance leaders to deliver the necessary financial outcomes for the business.
• Inspire: Oversee the Sales Development team, providing coaching, leadership, and individual development plans (IDP) to prepare team members for future field sales roles.
• Execute: Develop and implement strategic plans to grow the Sales Development function, ensuring alignment with overall sales objectives.
• Develop: Establish and monitor goals and performance objectives that maximize financial and operational performance, driving the success of customer-facing teams.
• Impact: Directly manage three Sales Development Managers, ensuring effective oversight of their respective teams and projects.

Sales Development Strategy (30%):

• Program Development: Enhance the Sales Development Program by identifying opportunities for process improvements and implementing best practices using Lean methodologies.
• Certification Growth: Drive initiatives to increase sales certifications through targeted strategies and collaboration with the Sales Enablement team.
• Collaboration: Work closely with functional leaders to deliver financial outcomes and improve overall sales performance.

Operational Excellence (20%):

• Process Improvement: Identify and implement process improvements that enhance cycle time, field sales productivity, and sales development readiness.
• Forecasting and Metrics: Accurately forecast sales opportunities and track performance against monthly, quarterly, and annual objectives. Analyze sales trends and report insights to Sales Leadership.
• CRM Management: Ensure sales activities are accurately reflected in the CRM and provide direction on specific sales opportunities.

Stakeholder Engagement and Training (10%):

• University Partnerships: Collaborate with university partners on recruiting efforts, marketing the Sales Development Program, and securing top talent.
• Training and Development: Conduct ongoing job-specific training sessions in close collaboration with the Sales Learning & Development leader.
• Internal Projects: Represent Sales Development in internal company projects and present team performance and programs at field sales meetings.

Required Knowledge and Skills:

• Demonstrated problem-solving skills and initiative.
• Proficiency in managing multiple concurrent priorities.
• Strong business acumen and attention to detail.
• Excellent interpersonal communication and presentation skills.
• Ability to develop and mentor others.
• Effective collaboration skills within a global, matrixed organization.
• Customer service-oriented with responsiveness to both internal and external customer concerns.
• Advanced PC skills, including Word, Excel, PowerPoint, Visio, and CRM experience (SAP and Salesforce).

Basic Qualifications:

• Bachelor’s degree.
• 3+ years of business experience in sales effectiveness operations (Sales Forecasting, CRM).
• Experience in managing or coaching/mentoring employees.

Preferred Knowledge and Skills:

• Quota-carrying experience in capital equipment or healthcare sales.
• Familiarity with Omnicell business processes and product knowledge.
• Process improvement training or certification (Lean, Six Sigma, PMP).

Working Conditions:

• Environment: Remote work environment.
• Travel: Required, 15%+.
• Physical Requireme