Director – Revenue and Data Analytics

Purpose and Scope

The Director of Revenue & Data Analytics manages support functions essential to sales force productivity. These include planning, reporting, quota setting and management, CRM and sales process optimization, commercial program implementation, and sales compensation design and administration.  Reporting to the Chief Financial & Strategy Officer, the Director also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled and supported within the sales organization. The Director may directly manage a support staff made up of Administrative Specialists, Sales Operations Coordinators, or Analysts. Additionally, you will direct the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed, coordinating with the appropriate management-level supervisors.

 Key Responsibilities

• Work with strategy & sales leadership to develop and track key sales metrics for ongoing monitoring and tracking
  • Implements automated KPI metrics to facilitate Actual vs Budget analyses
• Assist with identifying and isolating trends across account management, reimbursement case submissions, purchasing activity, and any correlative leading indicators which may be used to optimize future targeting strategies
• Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports or assists in the development of new reporting tools as needed.
  • Ability to incorporate financial and non-financial data into analyses
  • Builds rapport with sales team and incorporates feedback, as applicable
  • Supports sales and marketing with customer analyses, including surgeon & hospital targeting, competitive analysis, opportunity analysis, and new territory assessments
• Implements enabling technologies, including CRM, to field sales teams. Monitors the assigned sales organization’s compliance with required standards for maintaining CRM data. Works closely with sales management and Corp Dev / strategy functions to optimize the effectiveness of the firm’s technology investments.
  • Optimize Salesforce as single source of truth for company sales targeting, tracking, and reporting (digestible graphs and dashboards), including building sales process workflow and streamlining of case management workflow
• Identify and champion new or substitute sales operations resources to strategy and operations department for consideration and procurement – if and when procured, lead implementation of resource(s) across business
• Responsible for the efficient allocation of technology, support, and training resources impacting the sales organization.
• Directs and supports the consistent implementation of company related initiatives.
• Coordinates sales forecasting, planning, and budgeting processes used within the commercial organization. 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 the firm.
• Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement.
• Supports all CRM and related software / resources and Sales Optimization objectives initiatives.
• Provide input to senior leadership in the development and administration of sales incentive compensation programs.
• Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.
• Working with Strategy, Accounting, Finance, and Human Resources, leads the creation and implementation, and ongoing calculation of sales incentive compensation planning (quota setting, MBOs, etc.)
  • Where applicable, assist finance and accounting in development and deployment of internal policies to position Company towards Sarbanes Oxley compliance
• Builds peer support and strong internal-company relationships with other key management personnel.
• Performs other related duties as assigned

JOB REQUIREMENTS:

Education and Training

• BS, BSc – Preferred degree in Information Systems, related field, or equivalent relevant experience
• Minimum of 10-15 years of experience in sales analytics / operations roles and Preferred life science industry experience – additional experience in the medical device segment preferred

Technical Requirements

• Significant experience deploying and maintaining information support and opportunity management systems, including Salesforce and /or similar CRM applications, and associated sales and marketing software
• Information technology experience should be broad (across data types, applications, etc…) to ensure appropriate staff utilization within the Company as well as external consultants and strategic partner staff
• Demonstrated ability to routinely accept empowerment from senior leadership to proactively resolve issues and identify and champion opportunities toward optimal strategies and implementation
• Capacity to synthesize information and resources for the purpose of pioneering new processes
• Ability to present complex issues in oral and written form
• Proven ability to work successfully with cross-functional teams and influence appropriate plans and actions
• Proven track record of ability to work in diverse teams and excellent communication and presentation skills; demonstrated ability to prepare and present complex technical information to senior management
• Strong attention to detail in composing and proofing materials, establishing priorities, scheduling, and meeting deadlines
• Able to work in a fast-paced environment with demonstrated ability to juggle multiple competing tasks and demands
• Excellent interpersonal, communication, analytical, and organizational skills
• Foundational technology skills and experience working with operating systems, database management, networks, etc.
• Experience or previous exposure to new product launches in the medical device field is preferred