Sales Operations Manager

COLTENE is a global leader in the development, manufacture and sale of consumables and equipment for the dental industry. We have an opening for a Sales Operations Manager to join our North America Sales team. The Sales Operations Manager, North America is the commercial systems operator for the NA business, owning the tools, data, and processes that make the field measurable and the forecast credible. Reporting to the Director, National Dealer Accounts, this role consolidates three disciplines into one, sales operations strategy, commercial analytics, and CRM governance, and is both a strategic architect and a hands-on builder.

This is more than just a reporting manager or a CRM administrator. It is a single, senior operator who designs the forecasting, quota, and compensation models; builds the Power BI dashboards that run the Growth Room; and administers and governs HubSpot so the data everything rests on stays clean. The ideal candidate blends commercial judgment with genuine technical build capability across analytics and CRM.

Key Responsibilities

A. Sales Operations & Planning

• Own forecast methodology and discipline for North America; run stage-based forecasting and monthly demand reviews.
• Lead the NA SIOP process: translate the commercial forecast into a supply signal and partner with Supply Chain and Finance on backlog and install management.
• Design and maintain quota, territory, and coverage-ratio models.
• Build and administer sales compensation and incentive plans, with margin-impact awareness.
• Own KPI governance and a single NA data dictionary; maintain DSO and enterprise segmentation logic.

B. Commercial Analytics & Reporting (Power BI)

• Build and maintain the NA commercial dashboards in Power BI: pipeline, sales-in and sales-out, activity, and forecast (the Growth Room score boards).
• Work with data teams and IT to integrate HubSpot, ERP, and third-party dealer data into a clean reporting model using DAX, SQL, multi-source blending, and automated refresh.
• Run pipeline-conversion, close-rate, forecast-variance, white-space, DSO-penetration, and equipment-to-consumables attachment analysis.
• Translate commercial questions into measurable KPIs and communicate insight, not just charts.

C. CRM & Data Governance (HubSpot)

• Administer HubSpot for NA: pipeline configuration, workflow automation, lead routing, and required-field and stage compliance.
• Manage parent/child (DSO) account hierarchies and the MQL to SQL framework.
• Run data audits, hygiene, and change control; measure and drive CRM adoption; deliver user training.

Qualifications

The ideal candidate is a rare blend of commercial, analytical, and systems skill:

• 3 to 5+ years in Sales Operations or Commercial Operations, with hands-on analytics and CRM-administration exposure.
• MedTech, dental, medical device, or B2B equipment and consumables experience strongly preferred.
• Hands-on HubSpot experience (administration and architecture); Salesforce acceptable. HubSpot certification a plus.
• Advanced Power BI (DAX) and strong SQL / data modeling; experience integrating CRM and ERP data.
• Experience building stage-based forecasting models and designing quota, territory, and compensation plans.
• SIOP / IBP participation and comfort presenting to executive leadership.
• US and Canada commercial experience a plus; French a plus for Canada.

Behavioral Traits

• Data-driven but commercially minded; challenges forecast assumptions and poor data inputs.
• Structured thinker, detail-oriented, with a high-accountability mindset.
• Both strategic and genuinely hands-on, builds and administers rather than only directing.
• Collaborative but firm on standards, with strong documentation habits and executive presence.

Measures of Success

• Forecast accuracy and credibility across North America.
• CRM data integrity and measurable adoption.
• Timely, trusted dashboards that drive Growth Room decisions.
• Quota, territory, and compensation models that align effort to opportunity.
• A clean demand signal feeding the SIOP process.

Working Conditions

Full-time, salaried position based at the Cuyahoga Falls, OH headquarters or remote, with occasional travel (approximately 20 to 25%) for planning cycles, HQ sessions, and team meetings.

Benefits

COLTENE offers a comprehensive employee benefit program that enables our employees to stay healthy, feel secure and maintain a work/life balance: Generous Paid Time Off | Holiday Pay | Medical/Prescription Insurance | Dental Insurance | Vision Insurance | Health Savings Account (HSA) | Company-Paid Life and AD&D Insurance | Company-Paid Long-term and Short-term Disability | Voluntary Life Insurance | Voluntary Critical Illness, Hospital and Accidental Injury Insurance | 401(k) with match | Pet Insurance

It is the policy of COLTENE to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, COLTENE will provide reasonable accommodations for qualified individuals with disabilities.

Tagged as: Compensation Design, CRM Administration, Data Analysis, Forecasting, HubSpot, Pipeline Management, Power BI, Salesforce, SQL