Director, Sales Operations

13 hours ago

Manchester NH United States Sequel Med Tech Full time

About Sequel

Sequel Med Tech is an early-stage company developing the next generation of precision drug delivery devices.


Job Overview

The Director of Sales Operations will play a critical role in driving data-driven decision-making and fostering organizational efficiency. This leadership position is instrumental in aligning sales strategies with business objectives, ensuring operational excellence, and delivering actionable insights that influence strategic initiatives. The ideal candidate will excel in analytics, possess a strong collaborative mindset, and have a deep expertise in sales operations processes, tools, and cross-functional coordination.


Job Responsibilities and Essential Duties

Strategic Collaboration:

  1. Collaborate with IT Analytics, Sales, Clinical Operations, and Market Access leaders to define and implement the tools, resources, and processes needed to achieve overarching business objectives.
  2. Partner across teams to provide strategic insights, ensure operational alignment, and lead the integration and interpretation of Sales, Clinical Operations, and Market Access data.
  3. Proactively identify roadblocks, risks and opportunities to ensure teams remain on track toward achieving their goal.

Data Reporting and Insights:

  1. Manage and analyze pipeline funnel data to provide Inside and Field Sales Leadership with insights that drive optimization and improved outcomes.
  2. Regularly assess and refine HCP targeting criteria, leveraging data-driven insights to enhance the effectiveness of targeting strategies and prioritization.
  3. Collaborate with analytics teams and Sales Leadership (IS/Field), Market Access and Trade leaders to evaluate the performance of payer contracts, reimbursement success, and formulary adoption, providing actionable recommendations for improvement.
  4. Support execution of incentive compensation for both field and inside sales and support future sales forecast and goal setting.

Data Integrity and CRM:

  1. Partner cross-functionally to document, standardize, and align data flows and representations with organizational objectives.
  2. Maintain and optimize the master healthcare provider database to ensure accuracy, completeness, and alignment with territory mapping.
  3. Work closely with IT to develop and enforce data governance policies, ensuring high data quality and seamless database functionality.

Sales Operational Tools and Resources:

  1. Assess and recommend improvements to sales operational tools and resources, ensuring they meet the evolving needs of the sales team and align with business objectives.
  2. Lead cross-functional efforts to enhance the adoption and effective utilization of operational tools by the sales team, driving efficiency and performance.

Minimum Requirements

· Bachelor’s degree in business administration, Finance, Statistics, Data Science, or a related field, or equivalent work experience. Advanced degree preferred.

· 8+ years of experience in sales operations, data analysis or a related field, with at least 3 years in a people leadership role.


Required Knowledge, Skills and Abilities

· Experience in Sales Data: Proficiency in CRM platforms (e.g., Salesforce), analytics tools (e.g. Tableau, Power BI) and data interpretation/visualization preferred in a medical device, pharmaceutical or healthcare industry.

· OKR/KPI & Pipeline Performance Management: Strong ability to define and track OKRs and/or key performance indicators (KPIs) and deliver quarterly reports on business performance.

· Leadership & Collaboration: Demonstrated leadership in managing operations teams or projects, with the ability to influence cross-functional teams.

· Market Research & Intelligence: Strong background in competitive intelligence, market access, and managed care market trends.

· Quantitative Analysis: Excellent skills in performing quantitative analysis and interpreting data to make strategic business decisions.

· Communication & Presentation: Ability to translate complex data insights into clear, actionable insights for various levels of stakeholders.

· Industry Knowledge: Familiarity with IQVIA data sets and other healthcare/market intelligence platforms.


Sequel Med Tech provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.


Environmental/Safety/Physical Work Conditions

  1. Ensures environmental consciousness and safe practices are exhibited in decisions.
  2. Use of computer and telephone equipment and other related office accessories/devices to complete assignments.
  3. May work extended hours during peak business cycles.
  4. Physical requirements such as lifting specific weights.
  5. Some travelling is expected.
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