Commercial Operations Analyst

Job Role: Commercial Operations Analyst

Location: Skopje (Hybrid)

Reporting to: Senior Director, Commercial Finance & Operations

Established in 1984, MAK-SYSTEM’s vision is to design, develop, and deliver globally best-of-breed software to manage Blood, Plasma, Tissue, and Cells from end to end using the best technologies and functionalities for the patient’s benefit. Our software solutions continuously support the digital transformation of organizations such as

• Blood Centers
• Plasma Centers
• Transfusion Services
• Tissue Banks
• Stem Cell Labs
• Cell and Gene Therapy (SME to Big Pharma, CMOs, Hospitals)

The purpose of the Commercial Finance team is to bring financial and operational discipline to MAK’s commercial activities to enable us to make better strategic decisions and drive profitable growth. We are now seeking a detail-oriented, dynamic, and self-driven analyst to join the Commercial Finance team as it continues its transformation to support the business in this crucial next stage of its development.

Key Responsibilities:

The primary objective of the Commercial Operations Analyst role is to provide process, tooling, and data to support commercial stakeholders in driving the organisation to achieving its commercial objectives.

Funnel Operations: Drive funnel velocity by:

• Running the group’s regular commercial operating framework and related processes
• Partnering with the sales team to maintain their funnels and accelerate key deals
• Partnering with operational teams to facilitate their participation in commercial processes
• Proactively identifying and tackling bottlenecks or exploiting opportunities
• Supporting the organisation’s effective use of the group’s CRM system

Funnel Reporting: Provide visibility on actual performance vs commercial targets by:

• Assisting leadership in setting, communicating, and monitoring targets
• Owning the completeness and accuracy of the data within the group’s CRM system
• Running a regular reporting cycle to report on actual progress vs targets
• Partnering with key stakeholders to identify and act upon trends

Funnel Forecasting: Provide visibility on future trajectory vs commercial targets by:

• Proactively engaging with the sales team to maintain accurate sales forecasts
• Proactively engaging with operational teams to forecast the P&L implications of changes in the funnel
• Running a regular reporting cycle to communicate expected sales and revenue performance vs targets
• Partnering with key stakeholders to identify and act upon trends

Planning & Analysis: Support
Commercial Finance leader and peers in:

• Strategic commercial initiatives
• Commercial forecasting and reporting
• Ad-hoc reporting and analysis
• Partnering with FP&A to contribute to periodic budgeting and forecasting activities
• Partnering with Accounting team to drive alignment with our accounting practices

Objectives:

• Commercial operating framework is performed on time and in accordance with process design
• CRM data is complete and accurate
• Funnel reporting is accurate and delivered on time
• Funnel forecasting is based upon validated assumptions, accurately calculated, and delivered on time

Skills/Experience/Qualifications :

    Qualifications:

• Experience: 5+ years in a Sales Operations, Commercial Finance, or related role (preferably in PaaS, MedTech, or technology-driven industries)
• Qualifications: Bachelor’s degree or equivalent post-graduate qualification in Finance, Business, or related subject.

     Technical Skills:

• Strong excel and financial modelling skills.
• Experience with data management and visualisation tools such as Power Query, Power Pivot, PowerBI, or equivalent.
• Familiar with CRM, ERP and other similar business systems such as Salesforce and NetSuite.

     Soft Skills:

• High level of written and spoken English language.
• Driven and ambitious.
• Enjoys working in a fast-paced and high-performing team.
• Likes to work across broad functional domains.
• Passionate about driving execution with a need to constantly move the needle.
• Analytical mind and a predisposition for detail.
• Ability to grasp theoretical concepts and transform them into practical steps.
• Commitment to embedding processes and tooling to consolidate change.
• Attraction to challenge and a will to work through complex problems.
• Team player who likes to work in a collaborative and dynamic environment.
• Ability to communicate financial insights to non-financial stakeholders.

What you can expect from us:

• Comfortable, friendly, professional, and supportive work environment;
• Hybrid work model with a minimum of 2 days per week in the office.
• Private health insurance, sponsored sports and fitness activities, a free meal, fruit and beverages at the office;
• Opportunity to gain international business experience, working for world high-class companies;
• Possibility for personal and professional growth within a stable environment with ongoing training and support;
• Open door policy to all levels of management – everyone’s ideas are listened to and highly appreciated.
• Regular salary reviews
• Annual bonus scheme
• Annual training plans
• English Business classes