The Sales Optimization Manager reports to and works closely with the Vice President of Global Sales to optimize commercial funnel processes and performance. The Sales Optimization Manager has accountability for the Sales Funnel Process and Analytics for a $110 million business with anticipated double-digit CAGR over the next 5 years. The Sales Optimization Manager is a strategic leader responsible for optimizing the company's revenue engine performance by creating clarity and transparency about sales performance by markets, territories, and product segments. This role oversees the CRM system, sales funnel processes, and territory analytics to maximize sales performance, productivity, and overall revenue growth. Additionally, the Sales Optimization Manager owns the commercial 80/20 analysis and dashboards to ensure salespeople and customer service/support are focused on overserving our 80 customers. Through data-driven insights and robust analytics, the Director enables seamless execution of revenue strategies, enhances operational efficiency, and drives sustainable business success.
Key Relationships Reports to:
- Vice President of Global Sales
Direct reports :
Other key relationships:
- CEO
- CFO
- Zone Sales Leaders
- VP/GM Patient Simulators
- VP/GM LearningSpace
- VP/GM Lifecycle Management
- Chief Nursing Officer - Education & Training
- Director of Marketing
- Madison Medical Leadership
- Software Platform Vendors, Consultants
Location:
- The Sales Optimization Manager role is preferred to be located on-site at our Sarasota, FL headquarters. For a remote candidate, they must be located in the Eastern or Central time zones in the US to minimize time zone differences with the global salesforce and leadership.
Key Responsibilities - CRM Management & Optimization:
- Oversee the company's Customer Relationship Management (CRM) system, ensuring data integrity, user adoption, and alignment with revenue goals.
- Optimize workflows, dashboards, and reporting to maximize team performance.
- Design, monitor, and optimize the sales funnel, from lead generation to deal closure, identifying bottlenecks and implementing solutions to improve conversion rates and accelerate sales cycles.
- Collaborate with sales, marketing, segment and customer service teams to align processes, tools, and goals, ensuring a unified approach to revenue generation and customer retention.
- Sales Funnel Opportunity Mining:
- Ensure the commercial, marketing and product segment front line teams know our 80 customers, products and services to help them overserve our 80s.
- Using our CRM/Sales data, identify opportunities to increase share of wallet with our customers. Examples: Increase Service Contract Attachment Rates, Cross-selling LearningSpace and Patient Simulators, SimX potential leads.
- Partner with the senior leadership team to implement revenue strategies that align with company objectives, market conditions, and customer needs. Examples: discounting, pricing, lead conversion
- Monitor and recommend opportunities to improve lead development for the Elevate/SimX partnership.
- Forecasting, Productivity Insights, Reporting:
- Analyze sales territory performance, recommend resources allocations to the VP of Global Sales, and develop data-driven strategies to optimize coverage, penetration, and productivity across regions or segments.
- Leverage analytics to provide actionable insights into lead/sales trends, funnel health, and validate revenue forecasts.
- Deliver regular reports, insights, and recommendations to leadership to inform strategic decisions, forecasts, incentive plans, and territory performance.
- Lead weekly funnel reviews with sales and segment leaders, present funnel performance during monthly and quarterly business reviews.
Desired Outcomes - Improved sales funnel conversion rates and velocity
- Increased sales team productivity and revenue per territory
- Increased share of wallet with 80 customers
- Increased customer retention and NPS through knowing and overserving our 80s
- Enhanced CRM adoption, compliance and data accuracy
- Accurate revenue forecasting and attainment of growth targets
Academic Credentials A bachelor's degree in business, marketing, finance, data analytics is required.
Salesforce Admin Certification (ADM-201), or similar formal training.
Critical Business Skills Leadership
- Engages in discussions around the long-term strategy and how they can contribute.
- Promotes cross-organizational collaboration and can lead through influence and positive relationships with peers.
- Fosters open communication and debate.
Leading Change
- Takes personal ownership and initiative for advancing change where appropriate.
- Communicates a new direction or change with a clear rationale and sense of urgency.
- Adapts communication content, approach, or style around change to appeal to different audiences.
Driving Results
- Uses a strong Bias for Action to surpass team goals, seizing the opportunity to extend the limits of what is possible. Uses sound judgement and data to make critical/ time-sensitive decisions or actions.
- Seeks new challenges and is energized by exceeding targets.
- Enables higher performance by incrementally improving approaches based on calculated risks.
Acting Strategically
- Identifies and prioritizes the most critical factors to consider in making decisions.
- Makes plans to address changes or trends in the external landscape (i.e., competitors, clients, and market segments) that affect own business or area.
- Develops plans that consider the impact beyond own location, function, or market.
Analytical Skills
- Technical Skills: Deep expertise with CRM platforms (e.g., Salesforce, HubSpot) and analytics tools (e.g., Tableau, Power BI). Familiarity with sales forecasting and territory management software.
- Analytical Mindset: Strong ability to interpret data, identify trends, and translate insights into actionable strategies that improve revenue outcomes.
- Communicates complex datasets using easy to understand visuals and tables
Other Personal Characteristics - Mission driven and embraces the company's values and culture. Passionate about making the world safer, healthier, and more productive and about preserving an entrepreneurial culture and operating model.
- An intellectual curiosity with the ability to not only articulate and align the businesses around a growth strategy, but the ability to go deep on discreet issues. A high learning agility.
- Entrepreneurial spirit, a high degree of autonomy and ambiguity. Ability to thrive in a highly decentralized operating model with limited corporate resources and staff.
- Self-starter with the ability to work with limited direction and oversight.
- Strong results orientation. Action-oriented with a decisive style.
- A non-political, humble, and unpretentious team player and inspiring team leader who values results and outcomes over attribution. Small company mentality but can handle large scale complexity.
- Comfortable with ambiguity.
- Unquestioned ethics, integrity, intellectual honesty, and sound judgment.
This job description may not include or describe all specific responsibilities and requirements. The candidate should inquire about specific elements of the role as appropriate.
About the Company Elevate Healthcare was recently added to the Madison Medical portfolio of companies in February of 2024 with the acquisition from CAE corporation. Elevate designs, manufactures, and services healthcare simulation products used to educate nurses, doctors and medical professionals on the proper techniques and procedures to have confidence and competence in the life saving moments that matter. Currently, society is facing a significant shortage of nurses and doctors needed to treat an aging world population. Medical errors represent the third largest cause of death in the United States. Elevate plays a critical part in reducing medical errors and expanding the workforce for healthcare professionals to improve patient outcomes. Elevate serves all of the major nursing and medical programs at hospitals, universities, nursing schools, medical schools, medical associations and medical technology manufacturers worldwide.
Madison Industries Holdings LLC is one of the largest and most successful privately held companies in the world. Driven by a mission to make the world safer, healthier, and more productive, the company is uniquely designed to foster, empower, and build exceptional companies and teams that are essential to collective health and well- being.
Founded 25 years ago by Larry Gies, Madison Industries has morphed from a "buy, build, sell" model prevalent among venture capital and private equity firms, into partnerships that mutually benefit customers, employees and the business owners who join it. Madison's goal is to build something truly remarkable that will long outlast all of us. Through Madison's strategy, the company has grown into an international manufacturing powerhouse. It has built market leaders in the filtration, medical, safety, healthcare simulation, industrial equipment, process improvement, instruments & controls, plastics . click apply for full job details