Director of Sales Operation

Job description

About Us: Machine Solutions is the premier provider of advanced equipment and services for the medical device, biopharmaceutical, and blood- and plasma-collection industries. We support our customers’ needs and growth by delivering quality and value through a wide breadth of products. Machine Solutions provides proprietary mechanical solutions to a variety of complex process, testing and device design challenges. Our equipment has become the industry standard for stent crimping, balloon catheter pleating and folding, catheter braiding and medical device manufacturing applications. As a pioneer in radio frequency technology, the company has continued to develop advancing technology for thermal forming, molding and welding plastic for medical manufacturing, biopharmaceutical, and blood- and plasma-processing applications. Our experienced team of engineers has been instrumental in automating manual processes that enable our customers to increase production volumes and profit margins, and we believe in providing a superior customer experience by designating resources to a dedicated aftermarket team that is always ready to provide technical service and process support. Machine Solutions is privately owned by BW Forsyth Partners, a Barry-Wehmiller company. BW Forsyth Partners is the investment arm of multibillion-dollar global manufacturing and engineering consulting firm Barry-Wehmiller. Established in 2009, BW Forsyth Partners blends Barry-Wehmiller’s unparalleled legacy of value creation and people-centric culture development with keen investing experience to help companies realize their true potential. With a focus limited to areas known well, BW Forsyth Partners seeks to partner with leadership teams to acquire small- to middle-market companies in the capital and component equipment, and professional services sectors. In each of our operating companies, BW Forsyth Partners deploys operational improvements and strategy development without compromising the autonomy, strategic vision and entrepreneurial spirit of their leadership teams. Job Description: JOB DESCRIPTION Director of Sales Operations Commercial Infrastructure, Inside Sales Leadership, and Operational Excellence About Machine Solutions, Inc. Machine Solutions is the premier provider of advanced equipment and services for the medical device industry. Our unified brands — MSI, PlasticWeld Systems, Steeger USA, Intec Automation, BWTec, and Vante — deliver the full breadth of technologies behind minimally invasive device manufacturing, from braiding and coiling to lamination, thermal bonding, and balloon forming. We've become an essential automation partner to the world's leading medical device and life sciences manufacturers, and we back that with a dedicated aftermarket team delivering technical service and process support that customers can rely on. We're also in the midst of a defining growth chapter. Over the past two years, our backlog has grown more than 60%, fueled by strong organic demand and a disciplined strategy of strategic acquisitions that continue to expand our capabilities and reach. This is a company scaling fast — and scaling smart. That growth has created a rare opportunity: the newly created role of Director of Sales Operations. This is not a seat that already has an established playbook — it's a blank slate for a seasoned commercial leader who wants to build the operating backbone of a high-growth, life-sciences-focused business from the ground up. You'll design the systems, governance, and standard work that turn commercial strategy into reliable execution, working directly with the Chief Commercial Officer to shape how Machine Solutions plans, forecasts, and sells for years to come. If you're an experienced inside sales operations leader who's energized — not intimidated — by ambiguity, and who thrives on turning a growth story into a governed, scalable commercial engine, this is your opportunity to leave a lasting mark on a company at the center of medical device innovation. Reports to Chief Commercial Officer Location Remote Function Sales Operations and Inside Sales Compensation Very competitive and commensurate with experience Position Summary The Director of Sales Operations is a senior commercial leader responsible for the systems, data, analytical discipline, planning processes, operating cadences, and administrative governance required to run the Machine Solutions Commercial Operating System. The role also leads the Inside Sales organization, including the distinct customer and channel models for After Market Parts and Sealing and Welding. Reporting directly to the Chief Commercial Officer, this leader will convert commercial strategy into reliable execution by creating one governed source of truth, strengthening Salesforce adoption, translating the fiscal-year operating plan into territories and quotas, improving forecasting and reporting, administering bookings and compensation processes, and building repeatable Inside Sales standard work. This is not a reporting-only role. The Director will be the operating backbone of the Commercial KATA—making the current condition visible, establishing standard work, coaching adoption, and using PDCA to improve the system. Primary Responsibilities Sales Operations Leadership and Governance · Lead the Sales Operations and Inside Sales teams, establish priorities, clarify decision rights, allocate capacity, coach performance, and build a culture of humility, curiosity, accountability, and continuous improvement. · Own the integrity of the commercial infrastructure, data, processes, reporting, controls, and documentation while preserving field and functional accountability for the work. · Translate commercial strategy and approved process changes into practical systems, workflows, reporting, training, and operating cadences. · Establish clear service expectations so Sales Operations remains focused on recurring, high-value work rather than becoming an undefined administrative resource. Salesforce CRM Administration and Commercial Data · Administer and govern Salesforce as the commercial system of record for accounts, contacts, opportunities, pipeline, sales-process phases, quotes, forecasts, sources, next actions, and commercial history. · Align Salesforce workflows, required fields, phase-entry expectations, exit criteria, dashboards, and reports with the six-phase Machine Solutions Sales Process. · Improve CRM hygiene, data completeness, source attribution, account ownership, user adoption, training, and commercial decision support. · Govern customer master data, account hierarchies, seller and territory structures, product-line definitions, calculation logic, and the commercial data dictionary. · Connect Salesforce with quoting, order-management, Finance, compensation, and external market-data sources to create one reliable commercial information environment. Commercial Planning, Territories, and Target Accounts · Translate the approved fiscal-year bookings plan into regional, territory, seller, and product-line expectations. · Lead territory design, quota analysis, commercial-capacity modeling, scenario analysis, plan deployment, and version control. · Develop and maintain territory-level customer and prospect lists using the licensed Dun & Bradstreet database and other approved sources. · Support customer segmentation, account tiering, whitespace analysis, ABM account selection, outbound prospecting, NPI launches, and GTS engagement. · Maintain alignment among territories, Salesforce ownership, quotas, reporting hierarchies, compensation structures, and the approved commercial organization. Reporting, Forecasting, Bookings, and Compensation · Produce the monthly commercial reporting package, including bookings, qualified pipeline, coverage, source attribution, phase distribution, aging, quoting, conversion, forecast accuracy, NPI performance, and Commercial KATA KPIs. · Govern the monthly forecasting process, maintain common forecast definitions, consolidate opportunity-level commitments, preserve forecast history, and support company S&OP planning. · Lead quarterly bookings reconciliation with Finance, including seller, territory, customer, product-line, house-account, split-credit, cancellation, reversal, and timing exceptions. · Administer and analyze approved commercial compensation plans, including quotas, bookings credit, attainment, accelerators, contests, exceptions, reconciliation, and confidential supporting detail. · Maintain controlled definitions, authoritative data sources, calculation rules, reporting periods, and historical comparability for all recurring commercial measures. Commercial KATA KPI and NPI Governance · Own KPI definitions, reporting logic, recurring analysis, target-condition tracking, historical performance, and visibility to abnormal conditions. · Support root-cause analysis and PDCA without substituting correlation or reporting for evidence-based leadership judgment. · Administer the Commercial Launch Plan & Tracker and report NPI pipeline, quotation activity, 150-day checkpoints, fiscal-year bookings, source, territory, product line, customer, and sales-process progression. · Preserve launch assumptions, decisions, exceptions, and learning so future product launches become more predictable and effective. Inside Sales Leadership The Director will lead two distinct Inside Sales applications and build the target-state standard work, role clarity, workflows, cadences, KPIs, training, and adoption required for each. After Market Parts Inside Sales · Build proactive installed-base coverage, upselling, cross-selling, replenishment, quoting, quote follow-up, customer-contact cadence, and recurring-revenue discipline. · Establish protected prospecting blocks that use installed-machine age, historical machine placement, service history, and machine-type replacement patterns to identify likely parts needs and proactively engage customers. · Govern price execution, approved price lists, discount authority, pricing exceptions, and price-realization visibility. · Create disciplined qualification, Salesforce documentation, source attribution, and handoff of Manufacturing Equipment leads to the appropriate FLAM, including an acceptance-and-feedback loop. · Create reliable handoffs to the After Market Service team for technical support, field service, repair, or other service intervention, with clear ownership and customer commitments. Sealing and Welding Inside Sales · Lead distributor segmentation, onboarding, coverage expectations, operating cadence, opportunity visibility, forecasting, enablement, and performance management. · Define lead and opportunity ownership among distributors, Inside Sales, FLAMs, GTSs, and other commercial resources. · Govern distributor and customer pricing, discount authority, exception approvals, and price-realization reporting. · Manage the commercial workflow for distributor and applicable customer agreements, including intake, review, approval routing, renewal timing, deviations, retention, and obligation visibility. · Serve as the commercial liaison to Marketing for sales enablement, campaigns, product messaging, training, competitive intelligence, launch support, lead follow-up, and field adoption. Pricing and Contracting Excellence · Partner with Commercial, Finance, Product Line Leadership, Operations, and Legal resources to build scalable pricing governance, discount authority, quote consistency, margin visibility, pricing-action deployment, exception management, and price-realization reporting. · Develop consistent contracting standard work for intake, templates, commercial terms, review authority, escalation, deviations, cycle time, status visibility, executed-agreement retention, and governance. Process Documentation, Controls, Training, and Adoption · Maintain controlled procedures, reporting instructions, calendars, data definitions, job aids, training, and version history for commercial systems and processes. · Lead onboarding and continuing education for Salesforce, forecasting, reporting, territory planning, compensation administration, and applicable commercial standard work. · Protect sensitive customer, pricing, forecast, bookings, performance, and compensation information through role-based access, controlled distribution, documented approvals, and appropriate separation of duties. · Measure adoption, identify recurring user issues, retire obsolete reports and processes, and standardize before automating. Measures of Success · Salesforce accurately reflects the current state of customers, opportunities, pipeline, forecasts, and next actions. · Commercial leadership operates from consistent definitions, trusted reporting, and one governed source of truth. · Territories, quotas, target accounts, compensation structures, and reporting remain aligned with the operating plan. · Forecasts are evidence-based, historically measurable, and connected to S&OP. · Bookings and compensation outcomes are accurately reconciled, transparent, and trusted. · Commercial KATA KPI and NPI performance gaps are visible early enough to support coaching and corrective action. · Inside Sales creates measurable pipeline, bookings, price realization, customer coverage, distributor performance, lead generation, and reliable cross-functional handoffs. · Administrative complexity is reduced for sellers while commercial accountability and predictability increase. Required Qualifications · Minimum five years of progressive sales operations leadership experience, including accountability for a Sales Operations function or major Sales Operations disciplines. · Demonstrated Inside Sales management experience, including direct leadership of customer-facing sellers and development of repeatable selling, coaching, and performance-management processes. · Strong Salesforce administration and governance experience, including CRM design, data quality, reporting, dashboards, workflow adoption, and user enablement. · Demonstrated experience with territory and quota planning, pipeline and forecast management, bookings reporting, compensation analysis, KPI governance, and executive reporting. · Advanced analytical capability with the ability to translate complex commercial data into clear operating insight and practical action. · Experience working cross-functionally with Sales, Marketing, Finance, Operations, Product Management or Product Line Leadership, Service, and Legal resources. · Strong business judgment, financial acumen, written communication, process design, project leadership, and change-management skills. · Bachelor’s degree in business, finance, analytics, operations, marketing, or a related field—or equivalent relevant experience. Preferred Qualifications · Leadership experience in industrial manufacturing, capital equipment, engineered products, medical-device manufacturing, or another complex B2B commercial environment. · Experience with licensed market databases such as Dun & Bradstreet and with target-account development, segmentation, or ABM support. · Experience building pricing governance, contract-management workflows, commercial data architecture, or NPI launch reporting. · Working knowledge of Lean, Kaizen, Toyota Kata, PDCA, or comparable continuous-improvement disciplines. · Experience leading distributed or remote teams across multiple facilities, product lines, or geographies. Leadership Profile · A systems thinker who can connect strategy, process, data, people, and technology. · A hands-on builder who is equally comfortable establishing governance and improving daily work. · A humble, curious leader who asks good questions, makes problems visible, and develops people through coaching. · A disciplined operator who protects data integrity, confidentiality, and process credibility. · A collaborative partner who can influence across functions without assuming accountability that belongs to others. · A pragmatic change leader who standardizes thoughtfully, tests through PDCA, and improves based on evidence. #LI-SR1 At Barry-Wehmiller we recognize that people come with a wealth of experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please still consider applying. We know that our differences often can bring about innovation, excellence and meaningful work—therefore, people from all backgrounds are encouraged to apply to our positions. Please let us know if you require reasonable accommodations during the interview process. ​ Barry-Wehmiller is an equal opportunity employer. M/F/D/V This organization uses E-Verify. Applicants may be subject to pre-employment screening which may include drug screening, reference checks, employment verifications, background screening and/or skills assessments. Company: Machine Solutions, Inc.