Senior Director/VP of Sales - Biotech/Medical/Pharma
Location: Marietta, Georgia
Posted: January 27, 2017
Reference ID: 1291027624
SENIOR DIRECTOR/VP SALES OPERATIONS - Marietta, GA
Outstanding Executive Sales opportunity with growing/expanding Healthcare/Biotech firm that is an integrated developer, processor and marketer of patent protected regenerative biomaterial products and bioimplants, processed from human amniotic membrane, other birth tissues and human skin and bone.
The Senior Director/VP of Sales Operations (DSO) is responsible for support functions essential to sales force productivity. These include planning, sales analyses, forecasting and reporting, quota setting and reporting, sales process optimization, sales training effectiveness monitoring and reporting, sales program implementation, sales compensation design and implementation.
The DSO is responsible for the overall productivity and effectiveness of the assigned sales organization. Reporting to the Senior Vice President Commercial Operations, the DSO also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported.
Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization's planning efforts. As needed, coordinates planning activities with other functions and stakeholders within Client Company.
Creates sales force quota reports and ensures quotas are optimally allocated to all sales channels and resources.
Works to ensure all sales organization objectives are assigned and tracked for completeness.
Works closely with sales management and account executives to inspect sales process quality, prioritize process improvement initiatives and create/edit procedures.
Ensures forecasts are received from all sales channels and coordinates with Planning to meet sales and inventory targets.
Assists sales management in understanding process bottlenecks and inconsistencies.
Monitors the accuracy and ensures timely distribution of sales reports and other intelligence essential to the sales organization and agent/distribution sales channels. Recommends revisions to existing reports and develops new reporting tools as needed.
Generates reports on Account Executive, RSD and AVP usage of internal enabling technologies, including CRM (salesforce.com), Learning Management Systems (LMS), and other as deployed within Client Company.
Make recommendations for improvements and follow through in implementing the improvements with area leaders.
Monitors applications are being utilized effectively and reports on non-conformers.
Monitors and creates reports on hospital pricing agreements and ensures compliance by facilities and sales force.
Proposes pricing strategies and ensures pricing compliance, tracking margins and margin percentages to ensure products are within margin policy of the company.
Creates service level reports for management to monitor customer service and ensure it is operating efficiently, minimizing manual processes.
Create and implement sales incentive compensation programs.
Builds peer support and strong internal-company relationships with other key management personnel.
Notifies sales channels of rankings for President's Club and other quarterly recognition rankings.
ACCOUNTABILITIES AND PERFORMANCE MEASURES
Achievement of sales, profit, and strategic objectives.
Accountable for the on-time implementation of sales organization quotas and performance objectives.
Achievement of strategic objectives defined by company management.
Manages an existing high perfuming team.
Timely development, internal reviews, approvals for contracts, commissions, reports, etc. as assigned.
Ensure Sales and other Sales Operations remain compliant to Client Company policies, FDA regulations, CMS regulations, etc.
Reports to the Senior Vice President Commercial Operations.
Multiple direct reports with management skills to take on more responsibilities.
Fosters close, cooperative relationships with peer leaders, sales management, sales and support personnel.
BS/BA (4-year) Degree from an accredited institution.
Minimum 5 years sales or sales rep and sales management experience (Healthcare/Biotech sales preferred)
Minimum of 6+ Sales Management & Operations experience in a fast paced, fast growth environment.
Compensation design experience
Agent, Distributor, GPO, IDN, International contracting experience a plus.
Demonstrated proficiency managing analytically rigorous initiatives.
PC proficiency: Advanced/Expert in MS Excel (pivot tables, vlookup, indexing, charts/graphs, macros)