Commercial Operations Manager – Salesforce Sales Cloud (Product Owner)
Job Information
About the Position
Introduction
Werfen is a growing, family-owned, innovative company founded in 1966 in Barcelona, Spain. We are a worldwide leader in specialized diagnostics in the areas of Hemostasis, Acute Care Diagnostics, Transfusion, Autoimmunity, and Transplant. Through our Original Equipment Manufacturing (OEM) business line, we research, develop, and manufacture customized assays and biomaterials. We operate directly in 30 countries, and in more than 100 territories through distributors. Our Headquarters and Technology Centers are located in the US and Europe, and our workforce is more than 7,000 strong.
Overview
We are looking for a business-minded transformation professional to drive the design, implementation, and continuous evolution of our Salesforce Sales Cloud platform — acting as Product Owner and bridging commercial strategy with operational execution.
You will report to the Global Commercial Operations Director and work closely with other Departments, Affiliates, and Strategic Business Units on global initiatives such as CRM, Data & Analytics, AI, and process harmonization.
Your primary focus will be the Lead-to-Close process within Salesforce Sales Cloud, ensuring its alignment with commercial strategy, sales effectiveness, and data-driven decision-making.
Job Overview
Our goal is to make commercial operations more effective and scalable by harmonizing and optimizing our global sales processes. As part of this transformation, we are evolving our Digital Ecosystem, including Salesforce (Sales Cloud), Sales Enablement tools, and Business Intelligence platforms, to become a truly data-driven organization.You will be the central force connecting our sales strategy to the technology that enables it. This is not an IT role — it is a business product ownership role requiring deep understanding of sales processes, pipeline management, forecasting, and cross-functional collaboration.You will own the end-to-end Lead-to-Close process and act as the business Product Owner of Salesforce Sales Cloud, ensuring the platform supports the needs of Sales, Marketing, Service, and Leadership teams.
You will represent the voice of the business throughout the full lifecycle — from design and roadmap definition to implementation, adoption, and continuous improvement.
This is a high-visibility, high-impact role with direct influence on how the company manages pipeline, forecasting, account engagement, and commercial performance globally.
Responsibilities
Key Accountabilities
Process and Strategy
- Lead the mapping and harmonization of Lead-to-Close processes across affiliates and business units (in collaboration with Sales, Marketing, Finance, Customer Service, and IT)
- Identify inefficiencies, inconsistencies, and opportunities in pipeline management, opportunity tracking, and forecasting
- Define the future-state sales process architecture aligned with growth, segmentation, and go-to-market strategies
- Establish standardized definitions (e.g., pipeline stages, KPIs, forecasting methodologies)
- Develop and maintain a clear roadmap for Sales Cloud enhancements and process adoption
- Ensure alignment between sales processes, performance management, and analytics frameworks
System Implementation
- Act as the business Product Owner for Salesforce Sales Cloud
- Own and prioritize the product backlog based on business value and strategic priorities
- Translate business needs into clear user stories and functional requirements
- Validate solution design, prototypes, and UAT scenarios from a business perspective
- Ensure data quality, governance, and consistency across accounts, opportunities, and activities
- Coordinate releases, go-live activities, and hypercare support
- Monitor adoption, usage, and performance of Sales Cloud and drive continuous improvements
Cross-functional Leadership
- Serve as the main liaison between Sales, Marketing, IT, Data & Analytics, and Commercial Operations
- Facilitate alignment workshops and decision-making forums across regions and functions
- Build and maintain a strong stakeholder engagement and communication plan
- Drive change management and user adoption strategies globally
- Develop training materials, playbooks, and enablement programs for Sales users
- Manage competing priorities and resolve cross-functional conflicts
Networking/Key relationships
- Commercial Operations Director (reporting to)
- Commercial Operations Managers and Business Owners (Sales, Service, Marketing)
- CCO, VPs Commercial Operations, General Managers, Sales Managers, Marketing Managers
- VPs WW Marketing, Directors WW Marketing and direct reports
- Commercial and Service Excellence
- IT Business Partners, Data & Analytics
- VP Finance and local finance teams
- Legal department
No direct reports at this phase of the project.
Qualifications
Minimum
- Language: English (Spanish is a plus)
- Strong understanding of Lead-to-Close processes, pipeline management, sales forecasting, territory management, customer master, order requests
- Experience managing complex, cross-functional transformation projects
- Experience in change management, user adoption, and training programs
- Strong stakeholder management and communication skills
- Proven experience working with CRM systems
- Understanding of data models, KPIs, and performance management frameworks
- Experience in Medical Devices or regulated industries
- Experience with BI and dashboarding tools (e.g., Power BI)
Additional
- Proven experience working with Salesforce Sales Cloud, preferably as Product Owner or key business owner
- Experience in Sales Excellence, CRM strategy, or Commercial Operations
- Salesforce certifications (Administrator, Advanced Admin, Business Analyst, Product Owner-related) are a strong advantage
Skills & Capabilities:
- Project Planning: Collaborate in multi-phased, cross-functional projects and associated planning efforts, including requirement documentation and delivery of overall design
- Project Communications & Stakeholder Management: Coordinate communications among Werfen stakeholders from various functions. Engage without authority
- Change Management: Collaborate with the internal and external implementation teams in developing, deploying and maintaining change management
- Project Outputs and Outcomes: Ensure the programs’ deliverables meet quality standards, regulations, policies, and best practices.
- Demand control: Act as the gatekeeper for future requirements and customization needs, ensuring maximum efficiency, harmonization and ROI.
- Tracking: Facilitate the orderly execution of the programs: including finalizing deliverables, conducting post-implementation reviews, and transitioning responsibilities to stakeholders or ongoing Operations.
- Long-term business value: Help to conceptualize, develop, interpret, and analyze requirements. Lead improvements to efficiency and effectiveness towards operational excellence
- Ability to operate independently and take accountability
- Good communication skills, both written and spoken
- Resilient under pressure
- Must be willing to occasionally work outside of core hours to meet other affiliates' time zones
- Proactive and with a hands-on mentality.
- Self-organized, able to deal with a heavy workload
- Open to change, flexible, and able to adapt and learn from others.
- A role model in terms of Ethics and Compliance.
Location:
Werfen’s Barcelona Offices (hybrid model)
*1 We are open to an exception for the right candidate, as long as they are located in a European city with Werfen offices and can travel to Barcelona when needed.
Travel requirements:
Expect up to 20%.
Exceptionally, up to 50% during the implementation phase (2027-2029).
If you are interested in constantly learning and being challenged on a daily basis, we encourage you to submit your resume or CV.
Werfen appreciates and values diversity. We are an Equal Opportunity/Affirmative Action Employer M/F/D/V.
www.werfen.com
