Head of Sales Operations

Sales Minneapolis, Minnesota Minneapolis, Minnesota


Description

Provation is a leading provider of healthcare software and SaaS solutions for clinical productivity, care coordination, quality reporting, and billing. Our purpose is to empower providers to deliver quality healthcare for all. Provation’s comprehensive portfolio spans the entire patient encounter, from pre-procedure through post-procedure, with solutions for physician and nursing documentation (Provation® MD, Provation® Apex, MD-Reports, Provation® endoPRO®, and Provation® MultiCaregiver), anesthesia documentation (#1 Best in KLAS Provation® iPro), patient engagement, surgical care coordination, quality reporting, and billing capture (Provation® SurgicalValet™), order set and care plan management (Provation® Order Set Advisor™ and Provation® Care Plans), and EHR embedded clinical documentation (Provation® Clinic Note). Provation has a loyal customer base, serving more than 5,000 hospitals, surgery centers, and medical offices, and 700 physician groups globally, including 19 of the top 20 U.S. hospitals. In 2021, Provation was acquired by Fortive Corporation, a Fortune 1000 company that builds essential technology and accelerates transformation in high-impact fields like workplace safety, engineering, and healthcare.

Job Summary:

The primary responsibilities of this position are to support functions essential to go-to-market productivity.  These include forecasting, budget planning, sales reporting and analysis, quota setting and management, sales process optimization, CRM effectiveness and reporting and overseeing sales enablement.  The Head of Sales Operations is responsible for the overall productivity and effectiveness of the global sales organization.  Reporting to the Chief Sales Officer, the Head of Sales Operations works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the go-to-market organization.

Duties & Responsibilities:

Sales Forecasting and Reporting:

  • Develop monthly, quarterly and annual sales forecasts, track sales KPIs and conduct data analysis to provide insights and alignment with sales goals.
  • Closely collaborate with the FP&A team to align sales forecasts and plans to revenue and bookings targets.
  • Lead the development and monitoring of annual sales compensation plans.

Sales Funnel and Pipeline Management:

  • Manage sales funnel and pipeline, ensuring data quality, accuracy and compliance with the sales process.
  • Conduct continuous data analysis to identify opportunities and develop actionable sales strategies and execution plans.
  • Contribute to the management of each sales territory’s performance and provide sales leadership with the necessary tools and metrics to improve sales performance across the organization.
  • Supports senior sales leadership with identification of large, complex sales opportunities and providing ongoing accurate and comprehensive analysis and management throughout the sales process.

Sales Process Management and Optimization:

  • Drive the implementation of the sales processes and strategic initiatives to ensure consistency of utilization of best practices, processes, and tools across the organization.
  • Identify and implement solutions to optimize the sales process and pipeline management. Work closely with sales leadership to evaluate sales processes and prioritize opportunities for improvement.
  • Conduct on-going sales segmentation analysis to ensure maximum optimization of territories and customer reach. 
  • Leverage deep industry/product knowledge and sales data to enhance multiple initiatives such as incentives, pricing, training, etc.

Sales Automation and CRM Management:

  • Implement and support enabling technologies, including CRM, to assist the field sales teams.
  • Reinforce colleague compliance with required standards for maintaining CRM data.
  • Work closely with sales leadership to optimize the effectiveness of go-to-market infrastructure.
  • Conduct CRM reporting and analysis consistent with sales organization KPIs and objectives.

Talent Management and Leadership:

  • Manage the sales enablement and training teams to support the sales process and drive continuous sales optimization.
  • Support the onboarding of new sales organization colleagues.
  • Reinforce the Provation CARES values as a leader and within the team of direct reports.

Other:

  • The individual in this role may be exposed to private and confidential information, including personal health information, and is expected to adhere to company policies and all relevant laws regarding handling of such information.
  • Other duties and projects as assigned.

Job Requirements:

Education & Experience:

  • 7+ years of Sales (operations and/or management) experience
  • BA or BS Degree in Business, Sales/Marketing, or related discipline; MBA preferred
  • Prior history of success in multiple go-to-market functional areas: Sales, Marketing, Operations, or related role, preferably within healthcare IT and/or healthcare provider market segments.
  • Proven expertise in sales processes and methodologies and strong analytical and research skills (including sales reporting and analytics)
  • Strong experience partnering with sales leadership to achieve sales goals
  • Proven experience managing CRM and sales automation systems with demonstrated Salesforce.com expertise
  • Experience developing and implementing sales tools and processes to enable sales performance
  • Proven management experience with strong leadership and talent management skills

Other Knowledge, Skills, Abilities or Certifications:

  • Demonstrated expertise in aggregating data from multiple sources via Power BI, Access, Excel, or equivalent tools and proven data modeling skills
  • Proven ability to develop strong, positive and collaborative relationships across all functional areas and levels within the organization
  • Strong communication and presentation skills
  • Strong work ethic and commitment to excellence
  • Ability to thrive in a fast-paced, ever-changing, collaborative environment
  • Ability to travel approximately 10-25%, as needed

Purpose:

Our purpose at Provation is to empower providers to deliver quality healthcare for all. To deliver on this commitment, we’re guided by our core values - Provation CARES:

  • Community: We have a shared sense of improving healthcare, enriching the broader world we live and serve.
  • Accountability: We own it and get it done with integrity.
  • Respect: We build diverse teams that collaborate and communicate with positive intent and trust.
  • Excellence: We welcome new ideas as we innovate quality solutions.
  • Service: We are passionate about putting customers first

The Fortive Promise - For you. For us. For growth.

  • We believe in you. We believe in your potential—your ability to learn, grow and make an impact. And we believe in giving you the opportunity, accountability, and visibility to do just that.
  • We believe in us. We believe in the power of great people working together to innovate and solve problems no one could solve alone. We build enduring partnerships with our customers and take on their challenges and opportunities as our own.
  • We believe in growth. We are honest about what’s working and what isn’t, and we work hard to innovate and improve. With a passionate focus on our markets and our customers, we learn and grow together to make a difference in the world.

The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job.  They are not intended to be an exhaustive list of all duties, responsibilities, and requirements.