Sales Operations Specialist - Canada

Position Summary:

The Sales Operations Specialist – Canada reports directly to the Sales Operations Manager, LARC and has a strong daily work relationship with the Regional Manager and Account Executives in Canada.

Commercial quality in our operations is a key component of the position and is reflected in his/her involvement in our contracting processes as well as coordination and documentation of contractual requirements related to customers.

Ensures strong processes, quality and execution to support the country’s Direct Customer & Channel strategy. He/she interfaces with Supply Chain, Sales & Service Management, the Business Operations Center (Customer Service), Credit, Finance, Legal and others.

A key measure for the Sales Operations area is to improve our overall regional forecast accuracy. The operating mechanism includes organizing effective processes in the country.

Responsible for the planning and execution of the LARC sales compensation plans, and the education and support of the sales (product & service) team. Works with other sales compensation resources in BOC and IT to ensure sales compensation activities adhere to agreed processes, meet business needs and are fully compliant.

Provides backup to other Sales Operations team members in LARC.

Position Responsibilities:

• Contract Management for Direct Customers (Public & Private)
  • Performs review of bid documents looking for bid acknowledgement or intent to bid requirement
  • Sets up initial meeting with internal team to collaborate on the bid strategy
  • Compiles input from multiple sources into a customer‑ready, professional format and ensures responses are positive, clear and concise
  • Negotiates contract, obtains and archives required approvals according to prevailing policy
  • Negotiates, drafts and reviews standard and non‑standard sales agreements, Requests for Proposal, Non‑Disclosure Agreements, Business Associate Agreements, and Service Agreements in conjunction with support from functional areas
• Sales Compensation for LARC
  • Manages all the sales compensation planning and operational activities
  • Coordinates the implementation of the annual sales compensation plans and target setting
  • Provides sales team training in the sales compensation system
  • Manages regional operation of payout execution (on time and accurate pay)
  • Compiles pay forecasts aligned with regional forecasting schedule
• Operating Mechanism / Forecast Accuracy
  • Provides historic sales information to sales team
  • Coordinates sales and demand planning meetings and provides insights based on analysis of information and knowledge of ongoing deals owned by the sales team
  • Participates in sales follow‑up meetings and regional estimates meetings
  • Maintains close contact with credit, supply chain and service team to address any order issue
  • Identifies and documents risk and opportunities related to month/quarter sales estimates
• Lead to Order Processes
  • Oversees the Lead to Order Process (quotations & tenders processes and tools)
  • Participates and leads the Morning Markets meetings with sales and functional areas
  • Requests creation/updates to customer accounts
  • Sets up and maintains pricing data for customers
  • Collaborates with Customer Service to solve Order‑to‑Invoice issues
• Systems / Tools Adoption
  • Supports sales team and distributors (if applicable), to solve issues, questions on CRM & quotation tool
  • Owns CRM and quotation tool adoption improvement plan and training
  • Runs CRM reports to track funnel load, statistics, and opportunity quality metrics
• Channel Management
  • Cooperates with CSH’s functional areas (COS, SC&L, Credit, Service), in the order‑to‑invoice process to solve any issues or delays
  • Prepares periodic channel performance vs targets analysis
  • Coordinates channel onboarding & exiting processes, and due diligence refresh activities
  • Supports channels with CSH’s product information and authorization letters
  • Communicates price changes and product discontinuance/replacement

Required Skills & Education:

• Native/Advance English; advance Spanish skills
• Bachelor’s degree in business, finance, engineering or related field
• Strong understanding of and experience with contractual and commercial concepts
• Exceptional verbal and written communication, interpersonal and organizational skills; team player with a positive attitude, ability to adapt to change and strong desire to learn
• Ability to negotiate agreements with minimal supervision in a professional manner regardless of the circumstances
• Discipline execution and self‑starter: ability to deliver on commitments and ability to prioritize multiple projects with conflicting deadlines and work with minimal supervision
• Computer proficiency, including Microsoft Office Suite, especially Word
• Ability to lead, challenge and improve processes
• Strong analytical skills and ability to convert data into management information with focus on changes in business environment and key performance indicators measurement
• Problem solver and capability to pro‑actively lead corrective actions rigorously, results oriented
• Good interpersonal skills – team working, networking and influencing
• Flexibility – ability to cope with rapid changes and working towards tight deadlines
• Integrity: acts as a champion and role model in support of company values. Builds trust and respect by protecting confidential information and confronting unethical actions, ability to work with and maintain highly confidential information

Desired Skills:

• Sales Operations or similar experience
• Sales compensation management experience or similar operational experience
• IT skills: knowledge and experience with SAP, Quoting tool (e.g. BMI), CRM e.g. C4C, Salesforce
• Understanding of sales and service processes
• Knowledge of medical device industry
• Basic French skills

KEY LINKAGES:

• Regional Manager and Sales team
• Country Service Manager
• Business Operation Center / Customer Service
• Finance
• Planning & Logistics
• Credit
• Legal
• Controller
• Human Resources

Equal Opportunity Employer

Carestream is an Equal Opportunity Employer. Carestream is an equal opportunity organization. We recruit, employ, train, compensate, and promote without regard to race, religion, creed, color, national origin, age, gender, sexual orientation, gender identity, marital status, disability, veteran status, or any other basis protected by applicable federal, state or local law.