Manager, Sales Operations (Nutricia + Kate Farms)

Job Summary

The Manager, Sales Operations, plays a key role in translating omnichannel and sales effectiveness strategies into scalable commercial execution. This role leads critical sales operations capabilities, including sample operations, governance, compliance, and investment management, while enabling AI-powered sales effectiveness and omnichannel execution.

Working cross-functionally across Sales, Marketing, Commercial Systems, Finance, Analytics, and external partners, the Manager, Sales Operations operationalizes Next Best Action, AI-driven field insights, CRM-enabled solutions, and coordinated field and digital engagement. The role connects technology, processes, and commercial priorities to drive adoption, optimize execution, and improve field productivity, customer engagement, operational efficiency, and business performance.

Key Responsibilities

Drive omnichannel execution and optimization in partnership with Marketing, Sales, and Commercial Systems, operationalizing engagement strategies across CRM, email, digital, and field interactions to enable a coordinated customer experience. Establish performance measures and identify opportunities to continuously improve execution and channel effectiveness.
• Advance AI-enabled sales force effectiveness through the deployment, adoption, and continuous optimization of Next Best Action, AI-driven field insights, recommended actions, and other intelligent sales capabilities specifically ODAIA. Partner with key stakeholders to translate evolving technology into practical field solutions that improve productivity, execution, and customer engagement.
• Lead sales sample operations and governance, including compliance oversight, sample request integrations, CRM/SAP and fulfillment coordination, vendor management, operational controls, and performance measurement. Identify opportunities to simplify processes, improve execution, and strengthen program effectiveness.
• Own Medical channel sample investment and budget management, including territory inventory, forecasting, budget tracking, variance analysis, financial reporting, and investment optimization. Provide actionable insights and recommendations to support effective allocation of sample resources.
• Drive adoption and continuous improvement of new commercial capabilities by gathering field feedback, identifying execution barriers, monitoring performance, and translating insights into enhancements to processes, technologies, and ways of working.
• Serve as a cross-functional commercial partner, connecting Sales, Marketing, Commercial Systems, Finance, Analytics, and external partners to ensure initiatives move effectively from strategy through implementation, adoption, measurement, and optimization.
• Field Support: Manage the Fixed and Variable Rate mile reimbursement program by MOTUS.

Physical Demands & Work Environment

• This role is primarily performed in a remote or office-based setting and requires the ability to remain in a stationary position, such as seated or standing, for extended periods while using a computer and other standard office equipment.
• The role requires regular participation in virtual and in-person meetings and the ability to communicate and collaborate effectively across a variety of work environments.
• The employee may be required to travel up to 20% of time to corporate offices, sales meetings, conferences, field-based activities, or other business locations as needed.

The salary range for this position is $76,000.00-133,000.00K USD. The exact salary offered will depend on several factors, including the candidate's relevant experience, geographic location, internal equity, and market conditions. Danone USA additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options. To give our employees flexibility, Danone is a hybrid work environment.

Education & Experience:

• Bachelor's degree in Business, Marketing, Finance, Analytics, Operations, or a related field; advanced degree preferred.
• 5+ years of experience in Sales Operations, Commercial Excellence, Sales Effectiveness, Omnichannel, Commercial Analytics, or a related function, preferably within healthcare, pharmaceuticals, medical devices, or consumer health.
• Experience with CRM and commercial technology platforms such as Veeva CRM, Salesforce, ODAIA, Power BI, or similar solutions preferred.

Knowledge, Skills & Abilities:

• Strong understanding of sales force effectiveness, omnichannel execution, and AI-enabled commercial capabilities, including Next Best Action and field insights.
• Demonstrated ability to translate commercial priorities into scalable processes, tools, and field solutions that improve execution and adoption.
• Proven ability to lead cross-functional initiatives and influence across Sales, Marketing, Finance, Analytics, Commercial Systems, and external partners.
• Strong analytical, project management, communication, and problem-solving skills with a mindset of continuous improvement and innovation.

Danone North America Medical Nutrition brings together a growing portfolio of mission-driven brands, including Kate Farms, Nutricia, Neocate, Pepticate, Functional Formularies, and Real Food Blends. Together, we deliver science-backed nutrition solutions for infants, children, and adults with complex nutritional needs, whether they consume nutrition orally or through a feeding tube.

Our ambition is clear: to improve health outcomes, expand access to high-quality nutrition, help reduce healthcare costs, and build sustainable growth. We combine trusted, consumer-loved brands with strong scientific and medical expertise to create nutrition solutions that make a meaningful difference in people's lives.

By joining our approximately 450-person North America Medical Nutrition organization, you will become part of Danone's broader North American and global network. You will have the opportunity to contribute to a growing business, collaborate across brands and functions, and help shape the future of medical nutrition in the US.

You will also join one of the world's largest Certified B Corporations, working for a company committed to creating lasting value for people and the planet.

Danone North America is proud to be an Equal Opportunity employer. It is our policy to give equal employment opportunities to all qualified persons without regard to legally protected characteristics, or any other consideration made unlawful by applicable federal, state/provincial and/or local law. For our EEO policy statement and your EEO rights under law click here.