Job description
Surescripts serves the nation with simpler, trusted health intelligence sharing. We connect nearly 2 million players in the healthcare industry, impacting the care of almost every American patient. We deliver insights at critical points of care for better decisions — from streamlining prior authorizations to delivering comprehensive medication histories to facilitating messages between providers.
Job Summary
The Director of Sales Operations will focus on providing planning, analysis and support specific to the Sales function. The primary goal is to assess, architect and develop a function aligned with industry best practices to ensure that the enterprise has high quality data and processes to deliver on sales generation and customer retention goals.
This incumbent will manage a team of employees who are responsible for Sales Incentive Plan (SIP) creation and administration, sales pipeline oversight, sales reporting, sales forecasting, and Salesforce.com Configure, Price, Quote (CPQ) compliance. The Director of Sales Operations will also lead the Solutions Engineering team. The team is also responsible for general customer administration activities, including lead management. Using knowledge of company products, services, support and technology, they will oversee sales operations activities to enable the achievement of company sales goals. They will maintain relationships with field personnel and leverage Salesforce to ensure timely and accurate sales pipeline status and forecasts.
Responsibilities
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Lead the Sales Operations team. Including, coaching, performance management, team development and individual development
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Design, develop and administer Sales Incentive Plan; facilitate annual goal setting process and partner with Sales Leadership in assigning annual sales quotas
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Develop and maintain Monthly and Quarterly business reviews; ensure timely and accurate submission of materials to Executive Team
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Lead team of Solution Engineers; a sales partner responsible for customer education upstream in the sales process
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Prepare the quarterly sales update memo to the Board of Directors, and the sales update presentation for the Board of Directors bi-annually
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Provide sales pipeline oversight and ensure Account Executive adherence to sales process.
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Facilitate and support general customer administration activities. This includes, but is not limited to, lead management and customer vetting
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Oversee Salesforce CPQ process and in partnership with IT Business Services, streamline the sales user experience
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Collaborate with cross-functional teams; including sales, finance, marketing and human resources to develop annual compensation plans and various incentive programs
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Provide data and recommendations to determine territory alignments and quota allocations
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Develop and disperse all actionable intelligence and reporting relative to sales activity, connecting all relevant data sources and use of managerial tools. This includes the development and communication of various reports
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Responsible for visibility into the pipeline and forecast
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Function as “source of truth” for sales results and forecasting. Serve as main point of contact for any requests for sales data and optimizing the methods of how & when data is collected
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Facilitate deal valuation by leading cross functional Deal Desk process
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Promote efficiency and reducing/eliminating non-value add tasks currently being performed by the comparatively high-cost Sales functions allowing Account Executives to reallocate their time and efforts to better achieve meaningful success and VP of Sales to approach Segment Ownership in a thoughtful, strategic way
Qualifications
Basic Requirements:
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Bachelor’s Degree or equivalent experience
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10+ years in Sales, Sales Operations or a combination of similar roles
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7+ years’ experience in managing very large scale, cross functional efforts
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7+ years’ experience in strategic plan development, sales forecasting and reporting
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5+ years’ experience managing teams
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Expertise in sales automation and Salesforce.com
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Experience leading successful cross-functional teams focused on continuous improvement, and operational efficiencies.
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Strong analytical skills with the ability to analyze complex information along with a proven track-record of translating data/findings into actionable deliverables, strategies and communication plans.
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Deep understanding of Microsoft Office (Excel and PowerPoint), Salesforce.com.
Preferred Qualifications:
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Advanced degree
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Healthcare/Technology experience
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Experience with a network business model
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Sales Operations leadership experience
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Ability to develop actionable metrics in support of client, segment, and corporate initiatives
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Demonstrated high quality customer service delivery and the ability to proactively build internal relationships and trust
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Expertise with MS Office products
#LI-HYBRID
This position has the option to work from home primarily. However, offices are open for those who want an office work space. Travel at times for important meetings etc.
Surescripts embraces flexibility through its Flexible Hybrid Work model for most positions. This model allows employees to work virtually while still utilizing our offices as collaboration centers. With alignment and agreement from your leadership, you can come and go from the office as needed.
What You’re Like
You’re an advocate with a customer-first mindset who will do whatever is needed to help your customers succeed.
What We’re Like
Surescripts Customer Group is a team of proactive go-getters (yes, real humans), who value teamwork and innovation. From sales and account management to customer support and integration, we all strive to make a difference in healthcare by focusing on our customers.
What the Work is Like
This is a network business. We serve different customer types, from health systems and pharmacies to health technology vendors, pharmacy benefit managers and health plans. Our challenge is to deliver thoughtfully tailored and differentiated solutions and to respond appropriately to each customer based on their unique needs.
Why Wait? Apply Now
We’re a midsize company. This means you’re not just another employee ID number. Here, you can build real relationships and feel supported by truly awesome people with diverse backgrounds and talents in an innovative and collaborative work culture. We strive to create an environment where you can be yourself, share your ideas and work your way. We offer opportunities for employee development, as well as competitive compensation packages and extensive benefits.
Benefits include, but are not limited to, comprehensive healthcare (including infertility coverage), generous paid time off including paid childbirth and parental leave and mental health days, pet insurance, and 401(k) with company match and immediate vesting. To learn more, review the
Benefits include, but are not limited to, comprehensive healthcare (including infertility coverage), generous paid time off including paid childbirth and parental leave and mental health days, pet insurance, and 401(k) with company match and immediate vesting. To learn more, review the
Keep You and Yours Healthy
,
Balancing Work and Life
, and
Where Talent Takes Shape
links under the
Better Benefits. Better Work. Better Life
section of our careers site.
Physical and Mental Requirements
While performing duties of this job, an employee may be required to perform any, or all of the following: attend meetings in and out of the office, travel, communicate effectively (both orally and in writing), and be able to effectively use computers and other electronic and standard office equipment with, or without, a reasonable accommodation. Additionally, this job requires certain mental demands, including the ability to use judgement, withstand moderate amounts of stress and maintain attention to detail with, or without, a reasonable accommodation.
Surescripts is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate on the basis of race, color, religion, age, national origin, ancestry, disability, medical condition, marital status, pregnancy, genetic information, gender, sexual orientation, parental status, gender identity, gender expression, veteran status, or any other status protected under federal, state, or local law.
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