SALES OPTIMIZATION MANAGER

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:

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:

Key Responsibilities

• CRM Management & Optimization:
  1. Oversee the company's Customer Relationship Management (CRM) system, ensuring data integrity, user adoption, and alignment with revenue goals.
  2. Optimize workflows, dashboards, and reporting to maximize team performance.
  3. 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.
  4. 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:
  1. Ensure the commercial, marketing and product segment front line teams know our 80 customers, products and services to help them overserve our 80s.
  2. 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.
  3. 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
  4. Monitor and recommend opportunities to improve lead development for the Elevate/SimX partnership.

• Forecasting, Productivity Insights, Reporting:
  1. 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.
  2. Leverage analytics to provide actionable insights into lead/sales trends, funnel health, and validate revenue forecasts.
  3. Deliver regular reports, insights, and recommendations to leadership to inform strategic decisions, forecasts, incentive plans, and territory performance.
  4. 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, energy, and indoor air quality industries with combined enterprise value of nearly $20 billion. Its footprint spans across Europe, Asia and the Americas operating over 300 facilities in 40+ countries, with over 18,000 engaged employees.

http://www.madison.net http://www.elevatehealth.net

Madison/Elevate Culture

Elevate is on a mission to make the world safer, healthier, and more productive by inspiring positive outcomes in healthcare. We are committed to an entrepreneurial culture built on a foundation of trust and a strong bias for action. The team at Elevate is committed to building something truly remarkable that long outlasts us while coaching others to reach their highest potential.

Elevate is part of the Madison Medical platform which has built its reputation by fostering three key attributes: Trust, Bias for Action, Entrepreneurial.

Elevate's Values

Trust - Honesty and transparency are essential to the way we do business. We work with and build management teams we believe in and don't add arrogancy, complacency or bureaucracy to the mix. We also believe in the power of the team and how critical trust is in that relationship. We work as hard for the person on our left and the person on our right as we do for ourselves. Consequently, our teams operate at the highest level of engagement and are inspired by our mission and their leaders.

Trust is:

• Open, honest, and transparent.
• Ethics and integrity are assumed, and anything less is not tolerated.
• We meet all our commitments.
• We are a team, and we can rely on each other.
• We are what we do, and we do what we say

Trust isn't:

• An environment in which we have no oversight, approvals or control. Trust is a cultural attribute, not a management method.
• A set of rules and policies. Trust is earned, not legislated.

Bias for Action - Unless you continually work, evolve and innovate, you will learn a quick and painful lesson from someone who has! Consequently, we lean forward and challenge the status quo. And if there is an opportunity for us to make the world safer, healthier or more productive, we move quickly. In fact, we close our acquisitions in less than 30 days, providing minimal disruption to the companies with which we partner.

Bias for Action is:

• Bold and ambitious. We inject speed and velocity into our processes.
• We are not victims of things which we cannot control. We control outcomes through our own actions.
• We act with imperfect information; confident in our ability to adjust as necessary.
• We embrace change and see it as an opportunity to improve.

Bias for Action isn't:

• Reckless decision making for the sake of speed.
• Ready, shoot, aim.
• An excuse for making poor decisions.

Entrepreneurial - Madison Industries is an operating company owned by the team that runs it. Madison has over 900 owner leaders in its ecosystem. The company is not publicly traded, so no quarterly earnings reports. It is not private equity, so no artificial 3-5 year timelines, which means you can build your company for the long term. Businesses are run locally by the entrepreneurial teams who have an 'owner's mindset' and are closest to the customer, product and the team best positioned to make decisions. Therefore, we partner and not acquire; consequently, the name stays on the door and the management team remains in place. This incredible ecosystem of companies will remain a part of the Madison family long after we are gone, ensuring that our companies can continue their missions.

Entrepreneurial is:

• We are self-reliant. We are gritty and tenacious.
• We have passion and perseverance for our long-term goals
• We are all salespeople at heart - and in our defined roles. 100% of our team members have the responsibility to be salespeople and to focus on customers.
• We are optimistic and believe we will be successful.
• We are adaptable and not set in our ways. We learn, grow and find ways to reinvent ourselves as circumstances change.
• We are ambitious. We want to great things and have great impact on the world.
• An attitude and approach to thinking that actively seeks out change, rather than waiting to adapt to change. It's a mindset that embraces critical questioning, innovation, service and continuous improvement.
• Creativity and unwillingness to accept that there is not a better way. Constantly questioning. Constantly striving for improvement.
• Healthy paranoia - that leads to continuous innovation, improvement, and the like.
• Anticipatory and proactive - we constantly strive to be ahead of the curve.
• Recognition that we live in an "and" world, not an "or" world - our business requires us to balance multiple priorities with ambiguity and risk. We embrace this paradox and create operating constructs that allow us to make good decisions in that reality.

Entrepreneurial isn't:

• A sense of entitlement.
• A free pass to do whatever you want because you are acting like an "owner".
• An operating construct that has no oversight, no central authority and no hierarchy.
• A product of the kinds of businesses or sizes of companies from which we came.