Senior Director, Sales Strategy & Operations

Why Norstella? Norstella unites market-leading companies that all have a shared goal of improving patient access. Each organization (Evaluate, MMIT, Panalgo, The Dedham Group) delivers must-have answers for critical strategic and commercial decision-making.

Together, we help our clients:

• Assess the market need and competitive landscape
• Know precisely which drugs to prioritize in their portfolios
• Find out where the launch difficulties will be—before they’re difficulties
• Track and improve market access post-launch

By combining the efforts of each organization under Norstella, we can offer an even wider breadth of expertise, cutting-edge data solutions and expert advisory services alongside advanced technologies such as real-world data, machine learning and predictive analytics. At Norstella, we don’t just deliver information and insights. We deliver answers you can act on.

Job Description

As the Sr Director of Sales Strategy & Operations, you will support the Sales leadership team in turning data into actionable insights, lead internal sales processes and operational activities, in order to maximize the sales leaders time in the field, to support revenue growth and development of their managers and sales reps. As an advisor to sales leadership, you will cover core areas such as reporting on sales performance and trends, support accurate forecasting and work cross-functionally across the organization on initiatives to increase sales productivity and core efforts in territory, sales targets, and annual planning. This is a strategic role that Operationalizes the business and go to market strategy of our Norstella businesses.

Responsibilities

Leadership & Strategy

• Serve as the trusted advisor and thought partner to Chief Revenue Officer and Sales Leaders

• Provide analytical thought leadership, create meaningful business insights, establish strategic operational priorities, and develop and allocate key performance metrics
• Partner with sales leaders to be responsible for the day-to-day operational cadence of the business
• Act as the voice of field on major initiatives and working closely with cross-functional teams to coordinate effective deployment of resources, impactful programs and process/tools that remove friction in the sales process

• Identify opportunities for process improvement and works closely with sales and other management to inspect process quality and prioritize opportunities for improvement

Planning & Analysis

• Drive & support planning efforts covering sales strategy, quota setting, team structure and territory assignments.
• Lead analysis to understand business performance/user metrics and KPIs
• Support goals setting, tracking, and performance measurement of the business
• Analyze and manage financial performance against annual plan

• Lead sales pipeline and forecast management process, working to ensure forecast accuracy and overall pipeline health

Accountability & Enablement

• Tactical execution of sales enablement strategy
• Champion and educate on effective use of sales tools and processes changes. Driving adoption and change management.
• Deal level trending and analysis (e.g., deal size, growth of business segments (e.g., verticals), customer trends, etc.)
• Support the Quarterly Business Review (QBR) process by coordinating reporting and analysis for Sales Leadership
• Analyze activity levels and pipeline participation to ensure appropriate focus on the strategic solution initiatives.
• And other duties as assigned

Requirements

• Past experience in SaaS supporting a sales organization.

• Prior experience supporting a sales leader or overall sales organization in all aspects of pipeline management, opportunity management, annual planning activities, sales team performance and revenue metrics.
• Strong relationship skills and the ability to influence peers to achieve desired results
• Excellent communication, interpersonal and customer service skills, including written and verbal communication and the ability to facilitate meetings/conversations.
• Strong collaboration skills including listening and facilitation skills with the ability to work with various functional teams
• Continuous improvement and problem-solving mindset. Data driven and analytical with a strong bias toward action.
• Learning agility. Strong analytical and diagnostic skills dealing with opportunities and issues
• Thrives leading in a matrixed organization. Able to lead teams directly and through collaboration.

Benefits

• Medical and prescripti