36 days ago on edwards.taleo.net

Director, Sales Operations EMEA, LatAm %26 Canada

Edwards Lifesciences SA

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Director, Sales Operations EMEA, LatAm %26 Canada

Director, Sales Operations EMEA, LatAm & Canada-008989



Geographic scope of responsibility:

This is a position with Europe, Middle, East, Africa, Latin America and Canada as responsibility scope, based in our Prague (Czech Republic) facility.

Key Duties

The Sales Operations team is responsible for processes and systems that enable decisions on sales strategy and organization. The team designs and implement programs to drive sales excellence, improve sales efficiency and execution.  

Includes in the scope are:

  • Coordination of major product launches, with a specific focus on operations readiness, and the enhancement of our own home grown product launch methodology.
  • Implementing and improving key sales and marketing processes: Proposal, Deal and Pricing approval, Quoting to Order, Leads Management, Contracts management, Sales Quota settings, Forecasting, Events management, Marketing Material approval and production, Revenue management, and Products Launch.
  • Develop process and tools for sales mentoring/coaching, training effectiveness measurement
  • Ownership of Sales and Marketing systems: Saleforce.com (Sales cloud), Marketo, Pitcher, Cevent, Anaplan, Qstream, Qlikview, and other satellite systems connected to Salesforce.com.

Detailed Description and Job Requirements

  • Manages the team on a daily basis, responsible for performance management, talents development, training, staff compensation, resource planning, organization development
  • Plans and monitor expenses 
  • Provides programs to improve operational efficiency & consistency. Provides business practices and processes. Drives policies and procedures that monitor and support the organization’s operational and financial business objectives, in compliance with local regulations and medical device practices prescribed by US (Food and Drug Administration) and EMEA regulatory agencies, as well as SOX requirements.
  • Provides analysis and advice to management on organization development, processes and systems improvements.
  • Systems ownership: drive requirements, organize user acceptance testing, drive validation, users training, change acceptance, communication, monitor users satisfaction and solutions usability
  • Monitors industry best practices and industry trends.
  • Develops and monitor forecasts. Develops and monitor metrics to measure other key performance indicators and group performance. Reviews contracts for terms, pricing and approvals. 
  • Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure region objectives are met.



Required Qualifications:

  • University degree in Business Administration and/or Engineering
  • 10+ years of sales, marketing, or sales operations management experience in progressively senior positions in advanced technology company
  • Experience in Process optimization leveraging Lean and Six Sigma methodology
  • Previous experience with Salesforce.com implementation 
  • Solid track record of effectively managing/developing a team, coordinating across numerous organizations, in a multinational and multicultural environment.

Position Skill/Competency:

  • Decisive visionary with the objective of balancing tactical and strategic issues 
  • Ability to create and maintain productive relationships outside of her/his own organization 
  • Proven ability to adapt and manage effectively in fast paced changing environment 
  • Experience in planning, assessing and implementing change 
  • Flexibility to seek & incorporate input from others
  • Solid business acumen  
  • Superior communication, presentation and analytical skills
  • Ability to travel internationally

About Edwards 

The Company:

Edwards Lifesciences (NYSE: EW) is the global leader in the science of heart valves and hemodynamic monitoring. Headquartered in Irvine, California, Edwards has more than 9000 employees worldwide, selling medical technologies in nearly 100 countries with 2015 revenue of $2.49 billion. More than ninety percent of the company’s sales come from brands with leading global market positions.

Company organization:

Edwards Lifesciences is organized as 3 Business Units (BUs), each of which is substantial in size.  These BUs operate and offer products and solutions on a GLOBAL basis.  The 3 BUs are (in order of revenues generated annually):  Transcatheter Heart Valves (THV), Heart Valve Therapy (HVT), Critical Care (CC),.

For ease of operation on the demand (Sales and Customer-facing) side, the company is organized into 3 Geographies.  The 3 geographies are:

North America

EMEA (Europe, Middle East and Africa), Latin America and Canada

APAC (Asia and Pacific Rim).

In Western Europe, sales and marketing operations function is shared between the European HQ (Nyon in Switzerland, Prague in Czech Republic), and 10 countries or group of countries (Germany, France, UK & Ireland, Spain & Portugal, Italy, Switzerland plus Austria & Poland, Czech republic and accession countries, Nordic countries, Benelux, Greece).

Eastern Europe, Middle East and Africa territory is served through distributors, with direct sales in South Africa, Israel and Turkey.

There is one office in Canada, and three offices in Latin America (Brazil, Mexico, Columbia)

Job Function

: Operations

Primary Location

: Europe, Middle East, Africa, Canada (EMEAC)-Czech Republic