Director, Sales Operations

Job Title: Director, Sales Operations

Job Location:    United States

Job Overview:  

The Director, Sales Operations, plays a crucial role in Caidya’s sales objectives by providing analysis, CRM management, forecasting, and trend identification to Senior Management for sales strategy decisions, including, but not limited to, individual/team performance, targets, processes, etc. This position requires an effective leader and communicator with the ability to interpret complex data and derive meaningful insights that will be shared with Senior Management.

 

Job Duties and Responsibilities:

•  Performance Analysis and Forecasting: Analyze sales performance metrics to identify trends, strengths, and areas for improvement. This includes evaluating individual and team performance against targets.  Develop accurate sales forecasts based on historical data, market trends, and predictive analytics.
•  Reporting: Create detailed and actionable reports for senior management, highlighting key insights and recommendations, including visualizations to make data more accessible. This includes the quarterly win/loss reporting and other reporting as requested by Senior Management.
•  Process Optimization: Use data analysis to identify inefficiencies in sales processes and recommend improvements. This will involve streamlining workflows, enhancing CRM usage, and implementing new tools for Sales analysis purposes, and taking inventory of company needs for analysis dashboard requests and training on dashboard usage. 
•  Market Analysis: Conduct market research to understand competitive dynamics, customer behavior, and emerging trends supporting strategic planning and positioning.
•  KPI Monitoring: Develop and continuously monitor key performance indicators (KPIs) to ensure alignment with business goals, providing insight into adjustments if needed.
•  Administrative:  Support Business Operations with essential administrative functions relevant to sales analysis reports and dashboards. Work with Business Operations in the regular internal system audits to ensure data integrity and CRM back-end management/ownership.  Assist in training new users and the growth of CRM and other Business Development related platform skill sets across the organization.

Supervisory Responsibilities:

None.

Job Requirements:

•  Education
o  Bachelor’s degree (or equivalent experience), preferably in Life Sciences, Finance or Business Administration.

•  Experience
o  Minimum of 8 years of experience in the CRO industry performing relevant work
o  Minimum of 5 years’ experience in sales operations activities.

•  Skills/Competencies
o  Relationship building with positive results with both associates/peers and external customers/sponsors: Build mutually beneficial relationships with individuals inside and outside relative companies to enhance current skillsets.
o  Successfully proven management skills:  Seasoned management skills demonstrated by calm and thorough review of situations. Proactively identifies and/or addresses issues. Seeks to understand all contributing factors. Proposes, implements, and evaluates appropriate solutions while looking for improvement opportunities. 
o  Experience leading and facilitating team members and peers: Demonstrated leadership skills; successfully managed definition, implementation, and ongoing assessment of new processes.
o  Practices professionalism and integrity in all actions: Shows support for teamwork, cooperation, self-control, and flexibility to get work done regardless of efforts required.

•  Capabilities
o  Maintains extensive knowledge of clinical research and current industry practices with regard to contract and business terms.
o  Demonstrates a high level of expertise in relationship management.
o  Expertise to participate as an “internal” consultant for Caidya with respect to data analysis: Has successfully developed & administered process training and successfully supported others outside direct responsibility.
o  Expert in Excel and reporting tools.
o  Ability to effectively develop new policies/procedures and processes: Manages the development of documented process(es) covering multiple functional areas and individuals. Development and implementation of new policies and procedures based on identified needs.