Director, Commercial Operations

Description

AIM OF THE POSITION

The Director of Commercial Operations is a strategic partner to Sales leadership, responsible for building and optimizing the end-to-end commercial operations. This role leads sales forecasting, territory and quota design, incentive plan operations, sales process optimization, influence and management skills to drive scalable revenue growth and predictable performance across a mid-size organization.

POSITION WITHIN THE ORGANIZATION

1. Reports to Chief Operating Officer

2. Cooperates with Leadership Team, Commercial, Marketing, Compliance, Clinical Affairs, Customer Care, Billing, Medical Affairs, Finance, HR, etc.

3. Participates in:

a. Department meetings

b. Project meetings

c. Working groups

d. Project groups

Requirements

ESSENTIAL DUTIES AND RESPONSIBILITIES

* Serve as a strategic partner to frame, investigate, and answer key business questions through analytics

* Lead the identification of information needs, design of data analytics plans, and the overall management of the reporting process across multiple functional domains

* Drive strategic thinking and serve as an analytics leader to functional domains by answering key business questions to define overall strategy and tactics and drive business decisions

* Review and enhance forecasts, with strong expertise in ability to qualify and quantify the business opportunity, including communicating results and recommendations to Commercial and other Senior Leadership

* Ensure accurate effective performance measurement and deliver regular assessments of performance to leadership, including clear articulation of the data and its meaning for the business

* Integrate and normalize data from various sources to support internal reporting and benchmarking

* Invest in strong relationships to drive commercial / business outcomes

* Manage robust commercial and project-based programs monthly, reporting on the status of programs, leveraging KPIs based on objective goals, financial targets and program outlines including quality metrics

* Liaison between Commercial & IT/OPS on specific technology needs

Sales Operations

* Assist in the development of overall Sales Operations strategy, planning, direction, and development of integrated processes

* Analyzes sales data to forecast and identify new opportunities or areas of improvement. Analyzes trends and practices of competing companies.

* Build and manage dashboards to track sales metrics, launch metrics, sales effectiveness and improvements, and sales targets.

* Analyze and provide timely, accurate analysis/reports of sales data to assist in market understanding, sales targeting, sales growth, and aid business decision making

* Create field Sales incentive compensation plans, implement, and monitor plan performance metrics, and make recommendations to Sales on any plan deviations

* Develop sales force structure and optimal territory alignments to increase operational efficiency and sales potential

* Continue to monitor performance and recommend territory and target fine tuning

The above listing represents the general duties considered essential functions of the job and is not to be considered a detailed description of all the work requirements that may be inherent in the position.

KEY CONTACTS

Internal

* Works closely with COO, CCO, VP of US Sales & VP Marketing

External:

* EDUCATION AND EXPERIENCE REQUIREMENTS

EDUCATION

Bachelor's degree required; MBA desired

EXPERIENCE

* 5+ years of experience in the health care industry

* Experience in and knowledge of industry standards and regulations for and risks facing a diagnostics company.

* Operations research, econometrics, or other optimization-focused experience a plus

* Proven success as an analyst and a leader of analytical teams.

KNOWLEDGE,

SKILLS AND ABILITIES

(KSA'S)

Specific Knowledge

Required:

* Ability to interact and communicate with a diverse set of stakeholders at multiple levels within the organization.

* Ability to scope, plan and execute multiple projects simultaneously in a fast-paced environment.

* Ability to resolve complex situations or problems by defining a strategy, often involving cross-functional teams, and leading a collaborative effort through resolution.

* Excellent program, project management, and technical skills.

* Expert analytical skills. Experience modeling highly complex business systems subject to multiple dependencies and constraints. Ability to turn analysis, into recommendations, into actions

* Ability to distill complex analysis into executive level summaries and recommendations

* Demonstrated record of collaborating with peer teams in the development of operating plans and forecasts. Experience operationalizing performance tracking and reporting a plus

* Strong analytical and problem-solving skills - ability to assess a situation quickly and determine the correct strategy.

* Expertise in Salesforce () and Lightning: advanced configuration, reporting/dashboards, data model best practices, and change control.

* Demonstrated ownership of forecasting with…