Summary/Objective
The Senior Director, Growth Insights amp; Operations, is responsible for shaping and guiding the sales operations necessary to attain our Revenue and Net Income budgeted goals. This individual will serve as a de facto Chief of Staff for the Chief Commercial and Strategy Officer, and is a key member of the Commercial Leadership Team. As the leader of Sales Operations, this will require focus on establishing the appropriate operating mechanisms, driving CRM detail and rigor, understanding, articulating, driving amp; owning the field forecast that feeds into our operations forecast as part of our integrated planning process, pushing the Team to execute on commitments and leading the price escalation process and broader deal reviews, and helping prepare for monthly operating reviews and board meetings. This person will also work very closely with the Sales Operations Analyst whose responsibility is focused on Growth Team reporting, database management, policy and procedures maintenance, business development program coordination, and strategic projects designed to elevate Growth Team performance.
Essential Functions
Lead the development and execution of all areas related to Sales Operations for our Commercial Team Establish most appropriate operating mechanisms to guide the Commercial Team in executing on our commitments Proactively identify key strategic growth opportunities for new and existing customers and work with commercial leaders to build process to optimize opportunities Assist in the development of pricing guidelines, pricing tools, proposal creation standardization and proposal repository Build process to drive CRM accuracy with the Field Team and develop efforts in refining key fields necessary to accelerate movement of deals through funnel Develop and focus team on following consistent end-to-end sales process through qualification, needs analysis, demonstration, business- and technical-validation, pricing, negotiation, legal and deal closure steps Push the Team to execute on commitments and achieve our bookings and revenue targets, which includes driving amp; owning the field forecast that feeds into our operations forecast as part of our integrated planning process Determine proper mechanism and rhythm for evaluating pricing escalations to include key stakeholders allowing for efficient decision making Assist and lead integration activities if/when multiple sales organizations are coming together to ensure reporting needs, sales processes, and broader communication efforts are clearly articulated and accounted for Lead efforts on data collection (includes determining which key metrics are most relevant and impactful) to develop material necessary for Monthly Operating Reviews. Lead efforts on data collection, preparation and slide development (includes determining which key metrics are most relevant and impactful) for material necessary for Quarterly Board Meetings Understand key trends and opportunities to drive growth within current customer base through up-sell and cross-sell Serve as key player in commercial strategy development for the following customer segments: Large IDN’s, Government, Channel Partners, etc. Evaluate current territory strategy and deployment to assist in future growth modeling, including establishing key criteria, opportunity sizing, etc. Provide strategic insights to the internal management team and suggest ideas for enhancement of operations Assess and implement new technologies as needed to support marketing and sales teamsRequirements
Qualifications
Minimum Required
Bachelor’s degree 7-10 years commercial operations experience in Healthcare technology, Healthcare SaaS, EMRs, Healthcare BI solutions, Healthcare consulting, or Telemedicine with complete Pamp;L responsibilityOther Required
Demonstrated knowledge of, and successful utilization of, opportunity generation activities, sales process and negotiation skills, objection handling, strategic deal assessments, and team selling B2B experience in the Software / SaaS environment Goal-oriented and self-motivated with a focus on over-quota performance Skilled at allowing for strong horizontal teaming Self-starter who is a curious learner and eager to build a strong healthy business Proven track record of consistently delivering and executing on key financial targets Familiarity with big data or analytic technologies Experience managing complex sales processes Ability to be creative, driven and a strategic thinker Ability to lead, advise and advocate for customers Proficient with Microsoft Excel, PowerPoint, Word, SharePoint, and MS Dynam