Intuitive Surgical Careers

FP&A and Sales Ops (FSO) Sr Manager - India

India, Maharashtra
Training and Education


Job Description

Job: Training and Education
Primary Location: India-Maharashtra-India
Schedule: Full-time
Requisition ID: 180944

Description

Position’s Objective & Summary:


The FP&A and Sales Ops Manager, India works closely with senior leadership, and performs detailed analyses for the Indian commercial organization (Sales Operations). He/she acts as the trusted advisor and business partner of India General Manager. He/she supports the General Manager for finance activities related to reporting, forecasting and planning of the regional P&L (FP&A). He/she prepares analyses that help provide strategic guidance to senior executives, increase sales results and enhance sales structures. He/she queries the company’s CRM and data management systems to develop and publish meaningful business insights that help guide strategic decisions.  He/she looks after all sales compensation topics, in particular the design of the compensation plans and the monthly commissions’ payment.

This is a highly analytical role involving the manipulation of large data sets to gain business insights and provide timely input for major strategic decisions.

 

Roles and Responsibilities


  • Serve as a business consultant for executive sales & marketing leadership, especially the India General Manager. 
  • Use internal data (e.g. volume of procedures, surgeons training activity) and external data (e.g. market sizing, number of working days) to develop, articulate, and defend analytical positions.
  • Provide detailed and actionable analysis to the sales organization to drive performance
  • Partner with marketing and training groups to interpret historic results and market dynamics to forecast future trends, market potential, and available market share
  • Develop board-level presentation materials for executive sales leadership
  • In conjunction with GM and Sales Director, develop sales quotas for sales personnel using established guidelines to allocate targets. Track performance towards attainment
  • In cooperation with Sales Management, design sales territories using established guidelines to structure quarterly account alignments
  • With initial support from the Sales Operations Analyst, WW Indirect (Aubonne, CH), adapt existing sales reports to the India market
  • Reporting: prepare quarterly leadership package, maintain GM dashboard, maintain existing Tableau reports and develop new ones, based on key performance metrics that drive efficient sales results.
  • Support the General Manager for the development of the annual strategic plan
  • Provide quarterly reporting on regional P&L, prepare monthly revenue forecast, facilitate spending prioritization exercise and resource planning, support annual budget discussion.
  • Work with senior management to structure incentive compensation plans for all field sales positions, aligned with local business priorities and local market specificities (e.g. industry standards, base / variable pay mix.
  • Serve as main point of contact for sales organization’s questions relating to compensation.
  • Work with senior management to administer special and non-standard compensation programs (e.g. SPIFF) or quarterly MBO objectives.
  • Partner with Commission teams in Atlanta (US) to ensure proper incentive payments
    • Review monthly calculations, identify anomalies and determine the root cause of any issue
  • Act as a super user for CRM system (Sales Force.com) and ensure master data consistency and accuracy
  • Prioritize requests and deliver upon stakeholder expectations

Qualifications

Required Knowledge, Skills, and Experience:

  • Bachelor’s degree (Master’s degree preferred, ideally in business, economics, science, engineering, or IT).
  • 15+ years of relevant work experience including some supporting  multiple business partners, including General Manager and sales leaders
  • Strong business application skills including:
    • Database querying: (e.g. Access, SQL, Tableau).
    • Advanced Excel: (e.g. Complex model building, pivot tables, & VBA)
    • Knowledge of CRM system and Sales Support Systems (Salesforce.com).
    • Familiarity with an integrated ERP, preferably SAP, and ideally Essbase (Hyperion)
  • Strong analytical skills. Attention to detail and accuracy. Ability to consistently discern strategic insights from data analysis.
  • Ability to support and prioritize multiple projects concurrently. Desire to work in a dynamic, fast-paced organization.
  • Demonstrate critical thinking skills and the ability to present, articulate, and defend analyses, diplomatically, on a routine basis
  • Excellent verbal and written communication skills in English, including the ability to interact with executive leadership
  • Strong sense of accountability and empathy; ability to coach and advise sales personnel through complex and / or emotional compensation issues
  • Intellectual curiosity and flexibility
  • This role requires approx. 10% travel

Preferred Knowledge, Skills, and Experience:

  • Experience in a mid-sized international fast growing company and/or within the medical or pharmaceutical environment is a plus.