Sales Operations Manager
Headquartered in Wilmington OH, EMSAR is a fast-growing national field services company providing maintenance, repair and installation services to OEMs in the Healthcare, Life-Science, Self-Service/Kiosk, and Security space. EMSAR’s customer-centric model enables us to customize and deliver the highest quality solutions to our blue-chip and emerging client base. EMSAR’s portfolio of services includes:
- On-site technical field support, including maintenance & repair
- Installation
- Contract manufacturing and logistics
- FDA compliance and validation
- Training and education
The Sales Operations Manager at EMSAR will serve as the strategic backbone of our sales organization, driving productivity by simplifying complex workflows and optimizing the end-to-end quoting and funnel processes. You will build and standardize rigorous business reporting—including win/loss KPIs and margin performance analysis—to provide actionable insights that guide executive decision-making. Partnering across the enterprise this role refines lead qualification and incentive planning to ensure our teams are equipped to work smarter and achieve peak performance.
Core responsibilities:
Sales Analytics & Strategic Reporting
- Standardize BI Reporting: Build and maintain actionable sales reporting and BI tools for reps, managers, and leadership to support internal business reviews.
- KPI Monitoring: Track and analyze key performance indicators, specifically focusing on Win/Loss ratios, margin performance, and pricing insights.
- Data-Driven Strategy: Provide strategic recommendations and take corrective actions based on performance metrics, forecasts, and overarching business objectives.
Process Optimization & Funnel Management
- Cycle Rigor: Define and enforce clear stages within the sales cycle to ensure consistency and predictability.
- Funnel Enhancement: Evaluate the end-to-end sales funnel to identify bottlenecks, eliminate inconsistencies, and implement techniques that improve overall funnel performance.
- Quoting Efficiency: Optimize the front-end quoting process to reduce friction and enhance sales team productivity.
- Identify and assist in building out a more standardized quoting process
Systems Governance & Enablement
- CRM Documentation: Create and maintain comprehensive documentation regarding CRM processes and reporting standards.
- Operational Metrics: Establish a framework for tracking operational metrics to ensure data integrity and process transparency across the organization.
- Simplification: Continuously refining workflows to enable the sales team to "work smarter" by removing administrative hurdles.
Cross-Functional Collaboration
- Marketing Alignment: Partner with Marketing to refine the lead qualification process and build dashboards to analyze campaign performance.
- Optimize post sale margin optimization…understanding “as sold” and “as delivered” margins to guide the organization towards improvement
- Revenue Operations: Collaborate with Finance, HR, and Sales Management to optimize incentive programs and compensation planning, ensuring they align with productivity goals.
- Additional relevant duties as assigned by leadership.