Sales & Operations Manager

Job Description

Sales & Operations Manager =============================== Full Time Employee Job Summary B2B outbound sales, business development, or SDR/BDR roles selling professional services, recruitment, or technical solutions to EU, UK, or AU clients Job Description Sales & Operations Manager Work Set Up: Monday to Friday 2PM - 11PM MNL WFH/Remote Hard requirements (must-haves) Experience 5+ years total professional experience. At least 2 years in B2B outbound sales, business development, or SDR/BDR roles selling professional services, recruitment, or technical solutions to EU, UK, or AU clients. You have personally owned a daily contact quota, booked discovery calls, and built outreach sequences. At least 2 years in an operational or recruitment role: staffing or recruitment agency, captive pharma or medical device shared service centre, healthcare KPO, or B2B services operations. The sales and operations experience can overlap in a single prior role. Demonstrable ownership of a CRM as a daily working tool, for both sales pipeline and operations hygiene. Teamleader (which XSQ runs on) is the primary tool; comparable experience with HubSpot, Salesforce, Pipedrive, or any equivalent B2B CRM is acceptable. Not just 'I have used it' but 'I owned the hygiene, built the views, ran the reports, ran the sequences.' Education Bachelor's degree. Preference for BS Pharmacy, BS Medical Technology, BS Nursing, BS Psychology, or BS Business Administration. Life sciences fluency: conversant Recognises and correctly uses CE marking, MDR, IVDR, ISO 13485, GMP, GDP, GxP, CSV, QA, RA, technical file, Notified Body, without needing definitions. Can read a regulatory consultant's CV and identify whether their project work is consistent with the seniority they claim. Can spell the difference between CE marking (regulatory market access) and ISO 13485 (quality management system) in two clean sentences. Does not need to negotiate technical scope with a VP Quality. Language Written English at C1 or C2. Crisp, direct, no filler. Comfortable on Zoom and Teams with European accents (Belgian, Dutch, German, French English speakers). Dutch, French, or German is a bonus, not required. Technical fluency LinkedIn Sales Navigator as a daily prospecting tool. You can build Boolean searches for decision-makers (Quality, Regulatory, Compliance, Operations Directors and VPs) at life sciences companies, save leads into structured lists, and run targeted InMail and connection campaigns. Outbound sequencing in a CRM. You have personally built and run multi-touch cadences (LinkedIn connect, intro email, follow-up email, call, breakup). Teamleader is the primary tool at XSQ; experience with HubSpot Sequences, Apollo, Lemlist, Outreach, or Salesloft is acceptable as a transferable skill. Comfortable on a VoIP softphone for both outbound prospecting and consultant calls. XSQ runs on Destiny; equivalent experience (RingCentral, 3CX, Vonage, MS Teams Calling) is fine. Microsoft 365 (Teams, SharePoint, Outlook, Excel) at intermediate level. SharePoint comfort matters: the consultant bench, prospect dossiers, and client documents all live there. Comfortable building and maintaining structured databases (prospects, accounts, candidates) with consistent metadata. Familiar with GDPR principles for B2B outreach. Knows what a Data Processing Agreement is, what legitimate interest grounds look like, and why both matter when prospecting EU companies. Soft skills (just as important) Communication style Direct without being abrupt. Comfortable writing 'No, because X' instead of 'I will try.' Adapts tone for Belgian and Dutch clients: low on superlatives, low on filler, high on specifics. No 'Hope you are doing well!', no 'So sorry, my apologies, please forgive the delay.' We want a colleague, not a cheerleader. Judgment Pattern matches well: recognises a padded CV, a suspiciously low day rate, or a reference that does not check out, without being told what to look for the third time. Knows when to escalate. Knows when not to. Comfortable making the easy 80 percent of decisions independently after week six. Care for craft Sees the consultant bench and the prospect database as two products that compound over time. Every row better than the last. Updates the SOP wiki when finding a new pattern, whether in sourcing or in outbound, instead of solving the same problem twice. Pride in the small things: clean CRM fields, complete reference notes, accurate availability dates, well-tagged prospect lists, sharp subject lines. Sales resilience Comfortable with rejection. A 3 to 5 percent reply rate on cold outbound is normal, not a failure signal. You measure activity (sequences sent, calls made, meetings booked) before outcomes. Curious about prospects. Reads the company news, scans the LinkedIn profile, finds the angle before sending the message. No spray and pray. Comfortable on the phone. Will pick up the receiver to book a meeting that two emails could not. Operational temperament Calm under volume. Comfortable juggling 5 to 8 open mandates with 30+ active consultants in pipeline alongside a daily outbound quota. Comfortable with ambiguity in the first 30 days. The role and the system are being built together. Allergic to chaos. Will push back when intake briefs or prospect briefs are incomplete and ask the right questions before sourcing or sequencing. Cultural readiness for EU clients Has worked with European, UK, or Australian clients before, or can demonstrate self-aware understanding of the cultural calibration from a US BPO style toward a Belgian or Dutch style. Comfortable with first-name address after one email exchange. Comfortable with ISO dates, 24-hour clock, and CET as the operating time zone for client correspondence. Nice-to-haves (add weight to a candidacy) Prior SDR or BDR role at a B2B consulting, staffing, or professional services firm with measurable outbound results (meetings booked per month, pipeline value generated, sequences run). Prior employment at a life sciences shared service centre (Johnson & Johnson Global Services, GSK Asia Hub, Pfizer Business Services, Sanofi Shared Services, MSD Manila, AstraZeneca, IQVIA Manila, or Parexel Manila). Prior employment at a recruitment agency placing into regulated industries (life sciences, financial services, regulated tech). Exposure to Belgian, Dutch, or DACH clients in a prior role. Prior hands-on Teamleader experience. Strong second: any B2B CRM (HubSpot, Salesforce, Pipedrive) with sequence functionality. Experience writing LinkedIn InMail cadences and Sales Navigator search strings for both prospecting (decision-makers at target accounts) and sourcing (life sciences talent). Basic Notion, Confluence, or SharePoint Wiki skills for maintaining an operating playbook and prospect research notes. Disqualifiers (do not proceed) Career entirely in US-only voice BPO (Concentrix, Teleperformance, Sutherland, Sitel) with no written work track record. Sales here is consultative and written-first, not script-driven dial-and-pitch. No demonstrable life sciences exposure and no willingness to learn the terminology in week one. Selling into pharma and medtech requires speaking their language credibly. Cannot articulate, in 60 seconds, what a regulatory mandate looks like for a medical device manufacturer. Allergic to outbound. If cold outreach feels intrinsically uncomfortable rather than a skill to sharpen, this role will be misery for both sides. Allergic to operational rigour. If CRM hygiene, candidate sourcing, and document preparation feel beneath you, the operations half of the role will collapse. Prefers verbal over written work. The role is 70 percent written (emails, sequences, CRM notes, dossiers) and 30 percent on calls. Note: As part of our recruitment process, we conduct background checks on all hired candidates. Please ensure that all required documents are prepared and submitted promptly.