Director / Associate Director, Commercial Ope

SITUATION

Prometheus Laboratories is a forward-thinking clinical diagnostics company that is disrupting the treatment paradigm of GI and other autoimmune diseases by discovering and developing first-of-their kind precision-based diagnostic testing solutions that meaningfully impact patient care throughout their individual healthcare journey. From patient-personalized diagnosis and prognosis, disease profiling, therapeutic selection through disease monitoring, the Prometheus suite of tests is purpose-built to take the guess work out of critical patient care needs. Our ambition is to expand our team with like-minded leaders with shared passion and dedication for transforming the future of precision-guided patient care for our planned launch and commercial support of clinical decision support tests.

SUMMARY
The Director / Associate Director, Commercial Operations will assist in providing the vision and strategic leadership of the company’s commercial operations team and is a leader directing the support aspects of field enablement. This individual will be accountable for executing strategy, improving operational efficiency and ensuring that the commercial team has the tools it needs to drive significant growth and profitability across the nation. The Director / Associate Director will partner with commercial and operational leadership to advance the multi-year Prometheus strategy of bringing the power of precision medicine to clinicians, patients and partners.

The ideal candidate has deep experience in clinical laboratory commercial operations leadership; including a track record of success in creating and supporting success sales teams who promote novel Laboratory Developed Tests.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:

• Strategy execution and implementation: Collaborate with commercial leadership to develop and implement strategies aligned with the company's goals and objectives for flawless field sales and health systems execution.
• Team leadership: build and lead a team of commercial operations professionals, including sales analysts, sales operations specialists, and contract analysts. Provide guidance, coaching, and performance management to ensure team members meet their targets and contribute to the company's success.
• Sales Go to Market Support: Work with Sales Leadership to define territory and commission structure to support GTM strategy and objectives. Build analytics and reporting for commissions and geographical expansion plans and targets.
• Sales Process Optimization: Streamline and improve sales processes, from lead generation and opportunity management to health system contract evaluation, negotiation and deal closure. Identify bottlenecks, implement best practices, and leverage technology to enhance efficiency, shorten sales cycles, and increase conversion rates.
• Forecast and Demand Generation: lead all aspects of forecasting process from data capture to long range planning. Responsible for compilation and vetting of inputs from commercial teams and collaboration with finance and payor relations to ensure alignment of data and processes.
• CRM Administration: Oversee the strategic direction, administration and utilization of the customer relationship management (CRM) and Marketing Automation system. Ensure accurate data entry, maintain data integrity, and provide training and support to the sales team on CRM usage. Use CRM data to generate insights and reports for sales forecasting, pipeline analysis, and sales team, unit and revenue performance tracking.
• Performance Analysis: Monitor and analyze key performance metrics and sales data to identify trends, patterns, and areas for improvement. Provide regular reports and insights to senior management, highlighting sales performance, market dynamics, and opportunities for growth through creation of dashboards and ad hoc reporting.
• Contract Administration: Oversee and assist in drafting, reviewing, and negotiating sales contracts and agreements. Ensure compliance with terms, conditions, and pricing structures. Maintain an organized contract repository and manage renewals, amendments, and terminations. Oversee pricing committee and decision making process and documentation.
• Sales Support and Enablement: Collaborate with marketing, product, and sales teams to develop sales enablement programs and logistics, tools, and systems to support them. Collaborate with the sales team to generate quotes, proposals, and product information to support pricing and availability.
• Continuous Improvement: Stay updated on industry trends, market dynamics, and emerging technologies related to commercial operations. Proactively identify opportunities for process improvement, automation, and innovation to enhance the overall effectiveness of the commercial operations function.

SUPERVISORY RESPONSIBILITIES
Manages supervisory personnel in the Commercial Operations department and is responsible for the overall direction, coordination, and evaluation of these department. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

• Bachelor's degree in business administration, marketing, or a related field. A master's degree is a plus.
• 7+ years of sales operations experience, preferably in the Life Sciences industry.
• Strong management and leadership skills and experience in owning and leading projects.
• Experience with incentive compensation, field reporting, customer segmentation, field force sizing and business planning.
• In depth experience using Salesforce.com, MS Excel, and sales enablement tools.
• Advanced analytical and problem-solving abilities, with a data-driven mindset.
• Strong business acumen and strategic thinking capabilities.
• Excellent communication and interpersonal skills, with the ability to collaborate effectively.
• Ability to work in a fast-paced, dynamic environment and manage multiple priorities.
• Ability to travel domestically 20%-30% of the time depending on location.

LANGUAGE SKILLS
Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format. Ability to effectively present information to top management, public groups, and/or boards of directors.

MATHEMATICAL SKILLS
Ability to work with mathematical concepts such as probability and statistical inference, and fundamental of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, rations, and proportions to practical situations.

REASONING ABILITY
Very high skills: Ability to define problems, collect data, establish facts and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

PHYSICAL DEMANDS

Ability to travel 20% - 30% domestic

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to use hands to finger, handle, or feel. The employee is occasionally required to stand, walk, and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds.

Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually quiet.

All qualified applicants are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran status or other protected class.