Mitchell International, Inc.

Sr. Sales Operations Analyst - Pharmacy Solutions

US-CA-San Diego
Job ID
Regular Hire

Company Overview

Mitchell International, Inc. is a leading provider of information and workflow solutions to the Property & Casualty Claims industry. Founded in 1946, Mitchell has delivered advanced information and technology solutions to over 100,000 customers throughout North America, helping them to improve their business process performance. Mitchell’s Pharmacy Solutions division provides critical Pharmacy Benefit Management solutions to hundreds of workers’ compensation and auto insurance carriers, administrators and employers in the United States, as well as connects with over 67,000 pharmacies to provide injured patients with access to prescription medicines. Our mission is to provide our customers with better claim outcomes and help patients restore their lives after a workplace or automobile accident.  Mitchell is the fastest growing pharmacy solutions provider to the U.S. property and casualty industry.  Mitchell was recently named by the San Diego Business Journal as the No. 1 Software Company in San Diego, based on the number of full-time employees, which is approaching the 2,000 milestone. The company offers a competitive compensation and benefits package including health insurance, 401(k), disability protection and tuition reimbursement. Our associates enjoy excellent career growth opportunities in a collaborative and engaging professional office environment that includes an onsite gym, full cafeteria and available day care for children.

Job Description

Reporting to the Vice President of Sales and Client Services, the Sales Operations Manager manages all aspects of operational development & support, including Sales Analytics, Strategy, Planning, Forecasting, Pipeline Management, and Reporting. The Sales Operations Manager will be an individual very comfortable with driving decisions through data & analysis. The ideal candidate will have experience operating in high growth companies, and excel in partnering with a sales leader to ensure success of the team through operational best practices.


Responsibilities include:


  • Primary owner sales processes and sales operations activities, including developing metric driven performance dashboards, Sales Playbook and usage of
  • Analyze data and provide findings to support key strategic decisions on issues ranging from quota to organizational structure.
  • Manage the analysis of sales performance trends, create methodologies to accurately forecast short and long-term sales performance, and support Senior Management in sales planning and target setting processes
  • Conduct research and provide findings to support key strategic decision including organizational structure, compensation planning, and territory assignments
  • Manage our monthly and quarterly forecasting / planning.
  • Build and optimize our lead generations strategy.
  • Ensure that our various systems are integrated and that data is accurate.
  • Develop and make regular recommendations on how to improve our metrics and Sales KPIs.
  • Find and implement process and policy changes; making our sales team more productive and streamlining operational processes.
  • Optimize the sales funnel.
  • Gather continuous feedback from salesforce and sales leadership to find opportunities to improve sales process and manage implementation of necessary modifications
  • Support the development of competitive intelligence processes to collect and evaluate competitive actions, customer win-loss experience
  • Regularly present key sales reports to Senior Leadership and Executive Teams
  • Manage variable sales incentive plan administration and ensure accurate and timely payout of incentives and alignment between incentives and performance

Partner with Finance on Sales reporting & analytics.


  • Bachelor’s degree required, graduate degree/MBA preferred
  • 5 - 7+ Years of Sales Operations experience (Sales Management, Sales Operations, Management Consulting)
  • Experience with business-to-business sales with long sales cycles.
  • Experience managing compensation programs
  • Experience with required
  • Salesforce mastery: complex dashboards & reports, custom report types, calculated fields, workflows; Salesforce / Wave Analytics highly preferred.
  • Experience with establishing sales best practices and processes for rapid growth stage companies.
  • Change management skills; experience developing and implementing processes, policies, or tools
  • Capable of working well in cross-functional teams as a constructive and effective member
  • Energetic, flexible, collaborative and proactive; a team leader who can positively and productively impact both strategic and tactical efforts for the company
  • Exceptional written, oral, interpersonal and presentation skills and the ability to effectively interface with senior management and staff
  • Exceptional quantitative and MS Excel skills
  • Strong practical and analytical skills
  • Strong business acumen with a good understanding of the key financial drivers and dynamics related to growth and revenue goals of an organization.
  • Deep experience modeling complex problems, both conceptually and tactically, with familiarity with statistical analysis
  • Deep understanding of how sales models & sales processes work
  • Proven project leadership skills, Able to run numerous activities & projects simultaneously


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