SITUATION
Prometheus Laboratories is a forward-thinking clinical diagnostics company that is disrupting the treatment paradigm of GI and other autoimmune diseases by discovering and developing first-of-their kind precision-based diagnostic testing solutions that meaningfully impact patient care throughout their individual healthcare journey. Our ambition is to expand our team with like-minded leaders with shared passion and dedication for transforming the future of precision-guided patient care for our planned launch and commercial support of clinical decision support tests.
SUMMARY
The Director / Associate Director, Commercial Operations will assist in providing the vision and strategic leadership of the company's commercial operations team and is a leader directing the support aspects of field enablement. This individual will be accountable for executing strategy, improving operational efficiency and ensuring that the commercial team has the tools it needs to drive significant growth and profitability across the nation.
The ideal candidate has deep experience in clinical laboratory commercial operations leadership; including a track record of success in creating and supporting success sales teams who promote novel Laboratory Developed Tests.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:
- Strategy execution and implementation: Collaborate with commercial leadership to develop and implement strategies aligned with the company's goals and objectives for flawless field sales and health systems execution.
- Team leadership: build and lead a team of commercial operations professionals, including sales analysts, sales operations specialists, and contract analysts. Provide guidance, coaching, and performance management to ensure team members meet their targets and contribute to the company's success.
- Sales Go to Market Support: Work with Sales Leadership to define territory and commission structure to support GTM strategy and objectives. Build analytics and reporting for commissions and geographical expansion plans and targets.
- Sales Process Optimization: Streamline and improve sales processes, from lead generation and opportunity management to health system contract evaluation, negotiation and deal closure.
- Forecast and Demand Generation: lead all aspects of forecasting process from data capture to long range planning.
- CRM Administration: Oversee the strategic direction, administration and utilization of the customer relationship management (CRM) and Marketing Automation system.
- Performance Analysis: Monitor and analyze key performance metrics and sales data to identify trends, patterns, and areas for improvement.
- Contract Administration: Oversee and assist in drafting, reviewing, and negotiating sales contracts and agreements.
- Sales Support and Enablement: Collaborate with marketing, product, and sales teams to develop sales enablement programs and logistics, tools, and systems to support them.
- Continuous Improvement: Stay updated on industry trends, market dynamics, and emerging technologies related to commercial operations.
SUPERVISORY RESPONSIBILITIES
Manages supervisory personnel in the Commercial Operations department and is responsible for the overall direction, coordination, and evaluation of these department.
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
EDUCATION and/or EXPERIENCE
- Bachelor's degree in business administration, marketing, or a related field. A master's degree is a plus.
- 7+ years of sales operations experience, preferably in the Life Sciences industry.
- Strong management and leadership skills and experience in owning and leading projects.
- Experience with incentive compensation, field reporting, customer segmentation, field force sizing and business planning.
- In depth experience using Salesforce.com, MS Excel, and sales enablement tools.
- Advanced analytical and problem-solving abilities, with a data-driven mindset.
- Strong business acumen and strategic thinking capabilities.
- Excellent communication and interpersonal skills, with the ability to collaborate effectively.
- Ability to work in a fast-paced, dynamic environment and manage multiple priorities.
- Ability to travel domestically 20%-30% of the time depending on location.
LANGUAGE SKILLS
Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents.
MATHEMATICAL SKILLS
Ability to work with mathematical concepts such as probability and statistical inference.
REASONING ABILITY
Very high skills: Ability to define problems, collect data, establish facts and draw valid conclusions.
PHYSICAL DEMANDS
Ability to travel 20% - 30% domestic. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
All qualified applicants are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran status or other protected class.
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