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Job Details

The Director, Commercialization Sales Operations works closely with sales leadership, sales, business operations and subject matter experts across the organization to lead and oversee the development and execution of the annual and long-term sales operations and enablement plan for the Commercialization team.

• Collaborates with sales leaders within assigned segment(s) to define go to market strategy, commercial processes, sales programs, and operational processes focused on Commercialization
• Responsible for meeting, assessing, documenting, and facilitating the execution of strategic market development/sales support initiatives within the business segment
• Utilize data to measure the impact of commercial enablement initiatives, identify areas for improvement, and iterate on strategies to enhance outcomes
• Manages team that implements the sales enablement plan and ensures consistent support for the successful completion of applicable business goals
• Aligns business objectives across departments in the development of effective sales operations and enablement strategy
• Works within assigned sales segment to drive sales strategy, including sales targets, drive objectives, and target new business prospects
• Oversees the operations of applicable segment sales strategy through leadership consultation and alignment
• Accountable for leveraging process center of excellence supporting the sales segments including territory management and compensation
• Assesses and is a key contributor in developing the commercialization tool strategy based on business need
• Responsible for implementing controls that will maintain integrity and accuracy of the tool data
• Leads continuous improvement and department innovation, proactively identifying and leading critical initiatives aligned to company growth
• Leverages KPIs and metrics to track effectiveness, set benchmarks, and ensure the success of the Commercialization sales and the Sales Operations and Enablement Team
• Serves as a connection point between sales segment and all supporting enterprise functions including IT, Training, Marketing, Legal, Finance, Customer Service and Customer Onboarding
• Manages contracting and financial tracking for various cross sold integrated deals for GPS utilizing tools and processes to optimize efficiencies across GPS
• Works closely with sales leadership and the segment sales organization, as well as supporting roles, to understand key sales drivers, provides counsel on enablement tactics, analyzes the marketplace and formulates segment sales execution strategies
• Continually assesses segment performance; diagnose and help to lead business solution development
• Acts as a point of contact for segment leaders and associates for sales-related issues
• Align business objectives across departments in the development of effective sales tools and resources; oversee the operationalization of segment sales strategy through leadership consultation and alignment
• Assesses and ensures initiatives are in alignment with overall corporate strategy
• Manages support in the development of segment specific collateral and deliverables
• Develops and manages the Commercialization sales playbooks and reference materials
• Serves as a liaison for vendors/external partners
• Accountable for managing project and sales initiative annual budget
• Manages sales initiatives for the segment, such as Sales Advisory Council and key sales meetings (i.e. internal sales meetings, Hospital Advisory Board, ASHP, HCP, etc.) or other global meetings as needed
• Develops content and meeting strategy, for internal and external sales meetings, including customer meetings, trade shows, conventions and trainings; prepares executive presentations and/or speeches geared toward associates at organizational and sales meetings, town halls and other key sales meetings, as needed
• Member of segment management lead team; key participant in strategy development execution for all sales initiatives
• Act as segment sales subject matter expert as it relates to interacting with other departments, ensure sales knowledge is embedded and leveraged to key audiences
• Make key recommendations for project prioritization and timelines based on segment sales knowledge
• Serves within various PMOs as the segment sales enablement lead in support of the business