Manager, Sales Operations

Rayner Surgical is seeking an experienced Sales Operations Manager to join our growing U.S. Commercial Operations team. This role is critical in driving the operational effectiveness of our commercial organization across pharmaceuticals and medical devices. The Sales Operations Manager will oversee the key operational processes that enable accurate forecasting, seamless contract and rebate administration, and effective coordination with our trade and distribution partners. This individual will work closely with cross-functional teams — including Finance, Supply Chain, Legal, and Sales Leadership — to ensure the commercial organization runs efficiently and compliantly. This position is ideal for someone with 7+ years of experience in sales operations within the pharmaceutical or medical device industry who enjoys building and refining systems, managing complex processes, and collaborating across functions.

 Responsibilities 

• Oversee day to day execution of Pricing Strategy & Contract Management, Customer Set Up, Wastage Reimbursement / Replacement Process, Trial Product, Humanitarian Donations, etc. 
• Provide oversight, coaching and mentoring of direct reports.
• Identify and implement process improvements to simplify and scale commercial operations.
• Serve as a subject matter expert on trade operations, pricing administration, and compliance. 
• Trade & Distribution Serve as primary liaison with U.S. wholesalers and distributors.
• Manage sell-in forecasting process and reporting, ensuring alignment between distributor ordering patterns, sell-through performance, and company sales expectations.
• Monitor and improve forecasting accuracy. Rebates & Incentive Compensation
• Oversee the end-to-end process for customer and group rebate programs, including calculation, validation, and payment review. 
• Partner with Finance to ensure accruals, payments, and reconciliations are accurate and documented.
• Oversee the monthly Incentive Compensation process – calculation, validation, reporting.
• Ensure consistent documentation, version control, and audit readiness for all programs.
• Work to improve processes and tools over time. Contract Administration * Oversee pricing, rebate, & group contract administration
• Oversee maintenance of and improve master contract database & related processes to ensure alignment between systems
• Partner with Legal and Finance to ensure compliance, proper pricing, and accurate recordkeeping.
• Establish frameworks for capital equipment contracts

 Competencies

• Strong understanding of commercial operations within pharmaceutical and/or medical device industries
• Strong understanding of wholesaler relationships, rebates, chargebacks, and incentive compensation processes.
• Data driven and analytical with a strong bias towards action.
• Detail-oriented with a continuous improvement mindset; able to diagnose process gaps and design practical solutions
• Excellent communication, project management, and cross-functional collaboration skills. 
• Strong leadership and communication skills, capable of mentoring team members and influencing stakeholders.

Qualifications/Training/Experience

Essential

• 7+ years of experience in Sales Operations, Trade & Distribution, or Commercial Operations in the pharmaceutical or medical device industry. 
• Bachelor’s degree in Finance, Supply Chain/Operations, Business or equivalent. 
• Device and Pharma experience.
• Experience managing wholesaler relationships, rebate programs, incentive compensation, and contract administration
• Strong knowledge of healthcare regulations and compliance standards * Experience owning, improving, and automating complex end-to-end processes
• Experience working in a cross functional environment
• Strong analytical, planning and organizational skills are a must 
• Advanced Excel skills Desirable 
• Consignment and leased equipment business model experience
• Experience with Net Suite or Salesforce
• Experience working directly with a sales team
• Audit experience

MBA or relevant advanced degree