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Executive Search Consultants

Director of Sales Operations

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Boston, MA
$160,000 - $180,000
Job Type
Direct Hire
Sep 16, 2018
Job ID
The Sales Operations Manager is responsible for driving the processes and reporting to support efficiency and growth.  Responsibilities of this critical role include maintaining and enhancing key tools, dashboards and reports used by the sales force and management to analyze and optimize our sales processes; sales compensation plan design and maintenance; and CRM reporting. 
Further responsibilities include:
  • Provide business insight into the sales
  • Facilitate the development and deployment of sales targets and quotas by territory
  • Provide assessments and analytics in the development of sales territories
  • Coordinate forecasting, planning, and budgeting used within the sales organization, maintaining high levels of quality, accuracy, and timeliness
  • Provide ad hoc sales performance reporting and analysis
  • Maintain oversight of important sales operational functions such as regional & territory alignments, account targeting, weekly sales data load, etc.
  • Work with sales and leadership to generate sales analyses which identify sales growth opportunities, improve our ability to manage our business and its drivers, and enrich organizational understanding of our business and marketplace.
  • Facilitate a culture of continuous improvement by identifying and executing on opportunities for sales process enhancement, collaborating with cross functional teams such as marketing, analytics and finance
  • Provides sales rep performance data to assist sales management with the management and administration of their teams
  • Works with sales management to quickly understand key differentiators to exploit sales and market opportunities
  • Assists sales management in understanding and addressing sales deficiencies, process bottlenecks and performance inconsistencies
  • Provide sales productivity and capacity modeling/analysis that ties into headcount & budgets
  • Partner with analytics to implement and leverage sales enabling platforms/tools. Monitor the sales organization’s compliance with required standards for maintaining CRM data
  • Maintain reporting and business cadence to proactively inspect and manage sales, drive the pace of the business and go-to-market efforts to meet critical KPIs in terms of doses and opportunity pipeline
  • Leverage CRM to provide targeting data and performance against plan
  • Act as a liaison with corporate compliance to ensure all systems support our sales representatives and meet compliance requirements.
  • Facilitate/drive internal discussions with IT partners to build or streamline systems as necessary.
  • Trouble-shoot and manage sales and marketing inquires.
  • Other responsibilities as deemed necessary
To perform the job successfully the individual should demonstrate the following competencies:
  • Interpersonal Skills and Ethics – A natural focus on “team”, with a resourceful and collaborative approach to working.Treats people with respect; inspires and earns the trust of others; conducts all activities with integrity while observing all relevant laws, regulations, ethical standards and conventions.
  • Oral and Written Communication – Actively listens and responds effectively to questions; leads effective meetings; able to effectively prepare and then communicate options and recommendations.
  • Cost Consciousness and Organizational Support - Works within approved budget; conserves organizational resources and offers suggestions on how to accomplish individual and business goals more efficiently and effectively at lower costs.Observes policies and procedures; completes administrative tasks consistent with company policies and on time; supports organizational goals and values; contributes to evolving culture.
  • Planning/Organizing and Dependability - Is highly organized; prioritizes and plans work activities; uses time efficiently; sets goals and objectives with realistic action plans; proactively checks self against objectives and modifies as needed.
  • Initiative and Innovation- Undertakes self-development activities; seeks increased responsibilities; looks for and takes advantage of opportunities; asks for and offers help when needed.Displays original thinking and creativity; meets challenges with resourcefulness; generates suggestions for improving work.
Basic Qualifications:
  • Highly organized, attention to detail and focus on quality
  • Aptitude to learn new systems and methods
  • Proficiency in Microsoft Excel
  • Experience with healthcare customer data
  • Bachelor's Degree required
  • Strong project management, problem-solving, and decision-making skills
  • Excellent communication skills (both oral and written), with the ability to communicate across multiple functions and levels
  • 10+ years Pharmaceutical/Biotech/Healthcare experience
  • Ability to work confidentially and responsibly at all levels within an organization, having access to sensitive information.
  • MBA or Master’s Degree preferred
  • Experience managing vendors a plus
  • CRM knowledge including Digital Marketing experience preferred