Manager, Channel Operations - Remote

Emergent BioSolutions; United States; Remote; USD 117,000 - 143,000; Full time

Job summary

An established industry player is seeking a North American Channel Operations Manager to oversee contract life cycles and enhance the Quote to Cash process. This role involves managing daily operations, facilitating key communications, and collaborating across functions to optimize sales operations. You will lead project management initiatives, ensure compliance with regulations, and develop reporting mechanisms to support business needs. If you are passionate about improving public health and thrive in a dynamic environment, this position offers a unique opportunity to make a meaningful impact while advancing your career.

Qualifications

• 5+ years of experience in contracts management and sales operations.
• Proficiency in Salesforce.com and strong negotiation skills.

Responsibilities

• Oversee the entire contract life cycle and facilitate the Quote to Cash process.
• Develop reporting mechanisms to support MCM requirements and compliance.

Skills

Sales Operations

Negotiation Skills

Communication Skills

Analytical Skills

Project Management

Forecasting

Education

Bachelor’s degree in Business

Advanced degree or certification in Contracts Management

Tools

Salesforce.com

Tableau

Job description

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We go where others won’t, taking on some of the biggest public health challenges to protect and enhance millions of lives, and create a better, more secure world. Here, you will join passionate professionals who advance their scientific, technical and professional skills to develop products designed to protect and enhance life.

JOB SUMMARY

The North American Channel Operations Manager is responsible for overseeing the entire contract life cycle and facilitating the Quote to Cash process across the diverse MCM product portfolio in the NA region. Individual will play a vital role in managing our daily operational processes including key government partner/customer communication, facilitation of quote/procurement initiatives, contract management, and cross-functional collaboration across the MCM business. The Manager will participate in and lead cross-functional teams, administer Third Party Diligence activities (including onboarding and renewal diligence requirements), perform ad hoc forecasting, sales reporting, and analytics, and identify, develop, and implement Global Sales Operations process improvements.

This role also provides business system support for Salesforce.com (CRM) and Tableau reporting, ensuring smooth operations of key activities, developing processes, and maintaining essential accounts, contracts, and opportunities. The Manager will assist with the creation of reporting mechanisms, develop solutions to support business needs, ensure compliance with government regulations, and provide support to MCM product leads and cross-functional teams.

Other responsibilities include but are not limited to: project management across the team, automating and optimizing the sales and channel management processes, SOP development and training documentation, and the centralization of all data and information core to contract management & future reporting capabilities.

ESSENTIAL FUNCTIONS

Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.

1. Quote to Cash Process: Facilitate and own the Quote to Cash process across the MCM product portfolio, ensuring seamless execution from quote generation to revenue recognition.
2. CRM System Management: Daily administration of Salesforce.com (CRM), including process development, and maintenance of accounts, contracts, and opportunities.
3. Reporting and Forecasting: Develop and manage reporting mechanisms to support MCM requirements, including executive reporting, forecasting, supply chain/demand planning, finance, and internal audits (SOX compliance).
4. Contract Lifecycle Management: Oversee the entire contract life cycle, including proposals, awards, change orders, and modifications for highly complex contracts.
5. RFI/RFQ Management: Assist the International Contracts team with incoming Requests for Information (RFIs) and Requests for Quotes (RFQs). Work closely with the Quote Review Team to evaluate import mechanisms, documentation, and delivery requirements.
6. Project Management: Perform project management duties during the Contract development, RFP, and Tender process for procured products, ensuring timely and compliant submission of proposals.
7. Contractual Liaison: Serve as the primary point of contact for internal stakeholders (program management, legal, finance) regarding contractual issues, disputes, and resolutions. Act as an operational liaison to customers on formal communications and negotiations.
8. Customer Feedback and Strategy: Collect and analyze customer feedback and trends to support internal growth strategies for the MCM product portfolio.
9. Contract Administration: Maintain comprehensive contract files and databases, including correspondence, research, price/cost analysis, and creation and maintenance of contracts databases to track contracts, modifications, personnel changes, and proposals.
10. Risk Management: Draft contracts and recommend terms that minimize risk and maximize profitability, ensuring all contracts meet company standards and industry regulations.
11. New Business Initiatives: Support large and complex new business initiatives, including reviewing solicitations and leading the preparation of compliant cost/business proposal volumes for federal government solicitations.
12. Regulatory Compliance: Analyze and interpret contract requirements, including FAR/HHSAR/DFARS, to ensure compliance with applicable laws, regulations, and corporate policies. Monitor contracts and initiate corrective actions as needed.
13. Process Improvement: Identify, develop, implement, and maintain department practices, policies, procedures, and guidelines to improve efficiency and effectiveness.
14. Business Strategy Alignment: Maintain a strong understanding of the company’s overall business strategy, including financial and analytical issues, and their impact on contracting activities.

The above statements are intended to describe the nature of work performed by those in this job and are not an exhaustive list of all duties. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time which reflects management’s assignment of essential functions.

MINIMUM EDUCATION, EXPERIENCE, SKILLS

Qualifications:

• Education: Bachelor’s degree in Business, Law, or a related field. Advanced degree or certification in Contracts Management or Sales Operations is a plus.
• Experience: Minimum [5] years of experience in contracts management and sales operations, with specific experience in government and domestic contracts. Experience in a leadership or mentorship role is preferred.
• Skills:

• Sales Operations experience in a Pharmaceutical/Biotech environment is a plus
• Proficiency in Salesforce.com (CRM) system administration.
• Strong negotiation, communication, and analytical skills.
• Ability to lead cross-functional teams and manage complex projects.
• Experience with forecasting, sales reporting, and S&OP/S&OE processes.

Preferred Qualifications:

• Experience with US Government contracts, International contracts, and Sales Operations.
• Knowledge of SOX compliance and FCPA regulations.

U.S. Base Pay Ranges and Benefits Information

The estimated annual base salary as a new hire for this position ranges from $117,500 to $142,100. Individual base pay depends on various factors such as applicant’s education, experience, skills, and abilities, as well as internal equity and alignment with market data. The salary may also be adjusted based on applicant’s geographic location. Certain roles are eligible for additional incentive compensation, including merit increases, annual bonus, [and/or long-term incentives in the form of stock options.]

(*Eligibility for benefits is governed by the applicable plan documents and policies).

If you are selected for an interview, please feel welcome to speak to a Human Resources Partner about our compensation philosophy and available benefits.

There are physical/mental demands and work environment characteristics that must be met by an individual to successfully perform the essential functions of the job. This information is available upon request from the candidate.

Reasonable accommodations may be made to enable individuals with disabilities to perform all essential functions.

Emergent BioSolutions is an Equal Opportunity/Affirmative Action Employer and values the diversity of our workforce. Emergent does not discriminate on the basis of race, color, creed, religion, sex or gender (including pregnancy, childbirth, and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, age, national origin, ancestry, citizenship status, marital status, physical or mental disability, military service or veteran status, genetic information or any other characteristics protected by applicable federal, state or local law.

Information submitted will be used by Emergent BioSolutions for activities related to your prospective employment. Emergent BioSolutions respects your privacy and any use of the information submitted will be subject to the terms of our Privacy Policy.

Emergent BioSolutions does not accept non-solicited resumes or candidate submittals from search/recruiting agencies not already on Emergent BioSolutions’ approved agency list. Unsolicited resumes or candidate information submitted to Emergent BioSolutions by search/recruiting agencies not already on Emergent BioSolutions’ approved agency list shall become the property of Emergent BioSolutions and if the candidate is subsequently hired by Emergent BioSolutions, Emergent BioSolutions shall not owe any fee to the submitting agency.

ABOUT EMERGENT

Protecting and Enhancing 1 billion lives by 2030 focuses our energy to improve the quality of life for individuals around the world, giving them the opportunity to experience the fullness of life.

Our drive towards this vision informs all of our actions—whether it is our approach to product development, manufacturing, encouraging employee health and wellness or giving back to the community—we strive every day to achieve this shared goal.

WE BELIEVE IN OUR VALUES

• Lead with Integrity
  • We gain trust and confidence through ethics, quality, and compliance excellence
• Stand shoulder to shoulder no matter what
  • We combine our best thinking and communicate openly to support each other.
• Own it always
  • Every person at Emergent is engaged and accountable for delivering on our commitments.
• Break through thinking
  • We take smart risks, pursue innovation and challenge ourselves to constantly improve.
• Compete where it counts
  • We set the right goals and respect each other as we conquer them together.