The Shape of Contract Operations

Originally Published MX November/December 2003

ADVERTISING, DISTRIBUTION, & SALES

In medical device companies, the contract operations department, sometimes called sales operations, is often a very busy place. Respondents to the revenue execution survey described in this article indicated that they employ an average of 23 people in their contract operations group. Other key characteristics of medtech contract operations departments include the following:

Contract operations reports to:

Sales            45%
Finance         20%
Other            35%

Contracting and pricing is:

Centralized                             45%
Aligned by business unit            40%