Position Overview:
The Manager/Sr. Manager, Sales Operations plays a critical role in making sure the sales team is firing on all cylinders. The role owns the operational backbone of the Account/BD organization — Salesforce data integrity, forecast coordination, commissions, and pipeline analysis — while also driving a seamless flow of real-time, sales-ready information across Sales, Marketing, and Product. This is an independent, hands-on role for someone who can ramp quickly and operate effectively with minimal day-to-day direction.
Roles & Responsibilities:
Experience - 10+ Years
Skills required - Looking for candidates with strong experience in Sales Operations from the Life Sciences, Clinical Trials or IRT industry.
Salesforce – periodic review and upkeep of data, ensuring opportunities are updated properly by everyone across the Account/BD organization.
Monthly forecast coordination across the Account/BD organization.
Support for Monthly Business Review (MBR) and Monthly Operating Review (MOR) decks every month.
Ad hoc analysis on the pipeline report – ongoing.
Quarterly commissions coordination with Finance and BD leaders through to finalization.
Build effective partnerships with internal teams to facilitate collaboration and communication of relevant, digestible information for Sales and Marketing.
Serve as an interface between Product, Operations, Sales, Marketing, and Management on operational and reporting needs.
Win/Loss analysis – with particular attention paid to accounts with decreasing win rate, and provision of value-added accounts to the Client Success team for follow-up.
Collaborate with BD teams and Marketing to ensure all sales and marketing tools are in effective use.
Compile an annual report of business analysis, insights, and competitor intel from the previous year for use in annual planning meetings
Prioritize and condense key topics, create SWOT/PEST/Porter's analysis when appropriate, and provide recommendations for action.
Skills required
Ability to understand high-level sales strategies and translate them into system and process requirements to ensure execution across the Sales organization
Highly independent self-starter who can ramp up quickly and operate effectively with minimal instruction or oversight
Hands-on proficiency with Salesforce, including data hygiene and pipeline management
Track record of driving change and removing hurdles in fast-growth organizations by working cross-functionally
Excellent organizational, planning, and project management skills, with the ability to manage multiple deadline-driven projects
Excellent written and oral communication skills required
Excellent computer skills, including proficiency with Microsoft Office, Salesforce, Loopio
Strong leadership skills and the ability to collaborate effectively with colleagues and vendors at all levels to meet business goals
Flexible personality and quick learner who operates with a sense of urgency
Experience
5+ years of pharmaceutical or eClinical industry experience, ideally within a Sales Operations, Business Development Operations, or Commercial Operations function
Education
Bachelor's degree or equivalent relevant experience
