Sales Operations - Sr. Specialist - Salesforce Effectiveness



Sales & Business Development, Operations
Multiple locations
Posted on Thursday, July 11, 2024

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 114,000 colleagues serve people in more than 160 countries.

Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology. Bring your passion, ideas and purpose to life in a company that can truly help you achieve your full potential.

Working at Abbott

At Abbott, you can do work that matters, grow, and learn, care for yourself and family, be your true self and live a full life. You’ll also have access to:

  • Career development with an international company where you can grow the career you dream of.

  • Free medical coverage for employees* via the Health Investment Plan (HIP) PPO

  • An excellent retirement savings plan with high employer contribution

  • Tuition reimbursement, the Freedom 2 Save student debt program and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree.

  • A company recognized as a great place to work in dozens of countries around the world and named one of the most admired companies in the world by Fortune.

  • A company that is recognized as one of the best big companies to work for as well as a best place to work for diversity, working mothers, female executives, and scientists.

The Opportunity

This position is office based and can work out of our locations in Lake Forest, IL, Richmond, VA, or Kansas City, MO and is in our Toxicology Division. Abbott Toxicology, a global leading provider of drug and alcohol testing solutions from rapid point of care testing to screening, laboratory services and program management is seeking an experienced commercial support partner.

The candidate will build strong partnerships with all levels of sales to understand commercial needs, translate into value-driven solutions, and lead the implementation of these solutions to align with global strategy and commercial growth. While there are some standard monthly processes, no two days are regularly the same. As such, we are looking for a naturally curious person who can actively listen, understand the needs (or needs behind the need) and develop a pathway for success.

This role will report to the Commercial Operations and CRM Manager, in the Global Commercial Excellence function, and be part of a rockstar team.

What You'll Work on

Improve Processes that help sales teams & partners

  • Evaluate commercial processes and identify areas to streamline or automate.

  • With a process-oriented mindset, challenge the current state need to ensure accuracy and efficiency and alignment with global processes and KPIs.

  • Support or lead change management and implementation of solutions, including training and effective communications (the ‘why’)

Support Commercial Teams with Analytics & Insights

  • Develop deep understanding of business vertical sales data; with ability to connect disparate data across multiple sources.

  • Support commercial team with sales funnel and forecast projections.

  • Understand drivers of results and partner with sales teams to understand the ‘data story’ (trends, areas of improvement, etc) and importance of good data quality.

  • Understand PowerBI metrics and trends and how SFDC plays in the larger data story, including when to build in SFDC vs PBI.

Maximize benefits of Commercial Tech Stack

  • Act as SME and how CRM supports the overall sales process, including day-to-day support and resolution.

  • Understand and document current state vs future state.

  • Document requirements through JIRA.

  • Test the solution and train end users, and measure adoption (reinforce as needed)

  • SFDC Work with manager to implement policies and procedures to ensure data integrity.

  • Support Marketing and Sales teams through administrative efforts within our sales enablement tool (Allego).

Sales Operations & Commission Administration

  • Understand sales strategy for assigned business.

  • Lead the territory modeling process and ensure appropriate systems are updated.

  • Manage the sales performance process (data verification and loading to systems) and work with sales leaders to understand performance trends and drivers.

  • Ensure timely and accurate commissions and communicate to reps (statements and supporting reports).

  • Support the manager in the annual quota setting process.

Required Qualifications

  • Bachelor's Degree or 5+ years’ experience in similar role

  • Experience leading successful commercial process improvement initiatives.

  • Proficiency in CRM systems and capable of developing new functionalities.

  • Ability to manage and analyze complex processes or data, and translate results into actionable deliverables, messages, and presentations.

  • Strong interpersonal skills and ability to work with a diverse team to drive change across the business.

  • Ability to work in multiple initiatives with short and overlapping deadlines.

  • Role expected to work in a highly regulated and quality system environment

Preferred Qualifications

  • Salesforce Admin Certification a plus.

  • Knowledge of Power BI/Tableau/ Business Objects or similar tools is a plus.

  • Work experience in a drug testing or laboratory knowledge is a plus, but not required

Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives:

* Participants who complete a short wellness assessment qualify for FREE coverage in our HIP PPO medical plan. Free coverage applies in the next calendar year.

Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.

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The base pay for this position is $72,700.00 – $145,300.00. In specific locations, the pay range may vary from the range posted.