Regional Sales Operations Manager (Capital Equipment Focus)

Key Responsibilities

1. Capital Pipeline & Deal Velocity:

• Long-Cycle Tracking: Manage the CRM (Salesforce/Dynamics) specifically for long-term capital projects. Enforce stage-gate discipline to ensure Probabilities to Close reflect the reality of budget cycles and tender timelines.
• Deal Desk Management: Act as the primary reviewer for complex capital quotes. Analyze non-standard terms (e.g., extended warranties, trade-ins, multi-year service agreements) to ensure profitability before leadership approval.
• Build-to-Order Coordination: Serve as the bridge between Sales and the Factory. Ensure that production slots are reserved accurately based on the Probability to Close, preventing inventory pile-ups or delivery delays on signed deals.

2. Order Fulfillment & Revenue Recognition

• Incoterm Management: Strictly monitor shipping terms (EXW vs. DAP/DDP) to ensure Revenue Recognition rules are met before quarter-end. You will be the gatekeeper who confirms Transfer of Control has occurred.
• Site Readiness & Installation: Coordinate with Local Service Managers and Distributors to ensure hospital sites are ready before the equipment ships.
• Acceptance Documentation: Chase and archive "Final Acceptance Protocols" or "Installation Certificates" from distributors immediately upon completion.
• Demo Pool Tracking: Manage the region’s fleet of demonstration units. Track their location, utilization rate, and condition.

3. Tender & Financing Support:

• Technical Compliance: Liaise with stakeholders to build a repository of technical specs and certifications (CE/FDA) for every machine configuration to support rapid tender submissions.
• Financing Solutions: Work with Finance to support distributors with Letter of Credit (LC) reviews and payment term negotiations, which are critical for high-value capital deals in volatile currencies.

4. Service Contract Attachment:

• Warranty Conversion: Monitor the warranty expiration dates of the installed base. Drive operations to ensure distributors are quoting Service Contracts (AMCs) before the warranty expires, securing the long-term annuity stream of the capital sale.

5. Critical Experience Required:

• Capital equipment: Must have experience in logistics for capital medical equipment ( Experience in Robotics desired).
• Revenue Rec Rules: Good understanding of IFRS 15 / ASC 606 regarding Transfer of Control and Performance Obligations
• Install Base Data: Experience managing an "Installed Base" database—knowing exactly where every serial number is located and its current operational status.