Position Summary: Discovery Life Sciences is a trusted provider of bioanalytic and biospecimen services to hundreds of customers across the U.S. and around the world. This position contributes to our mission by leading, developing, and improving the commercial operations function. Key to this role will be defining and executing strategy and improving business function and sales productivity and performance.

Education Requirements

B.S. or B.A required
Preference given to those with a life science related degree or Business

Certifications/License/Registration Requirements

Salesforce business analyst certification or higher preferred

Qualification/Experience

10-15 years in sales operations environment
5+ years leading sales operations teams
Experience as a sales rep or manager is a plus
Extensive knowledge of DLS products and services
Strong analytical skills and ability to develop dashboards and report metrics
Team-first attitude and passion to achieve Commercial Team and company-wide goals
Ability to work independently in a fast-paced and dynamic environment
Must be able to build relationships and make connections across DLS with partners and other functions
Demonstrated ability to work well within a matrixed environment.
Strategic problem-solving skills required
Must be able to adapt to changes in the work environment
Excellent verbal and written communication skills; experienced presenting at the executive level
Must have a customer-driven sense of urgency
Strong organizational skills with the ability to multi-task and prioritize assignments and resolve multiple complex problems simultaneously
Excellent computer skills to include Microsoft Excel, Word, PowerPoint, SalesForce.com
Treats people with respect, inspires trust of others, works with integrity and ethically

Essential Duties/Responsibilities

Responsible for identifying gaps in sales efficiency and producing a plan to close those gaps through sales process optimization.
Stay up to date on Salesforce features and the DLS customization and become one of the top Salesforce experts at our company with in the first year.
Work with marketing to streamline lead generation and lead prospecting process
Identify efficiency improving tools, review, and make recommendation on which ones to utilize.
Manage all contracts with vendors.
Be the conduit between legal and sales for contract management.
Responsible for supporting all aspects of planning, reporting, forecasting quota and management, sales development, territory planning.
Support all sales leaders with the quantitative metrics needed to guide their team’s decisions.
Provide guidance to sales leadership on the product types and pricing models to reach revenue goals while maximizing ROI for our customers.
Establish a sales operations structure and environment that will promote and implement strategy and operational models to deliver high and consistent service levels to the organization to grow revenue.
Influence CRM and sales technology strategy to scale ahead of the business’ needs; ensuring that the strategy takes into account the full sales and marketing funnel.
Develop and implement policies and procedures to ensure data integrity and cleanliness of the CRM with marketing, sales, product and business systems teams.
Develop key performance metrics and dashboards that help the sales organization focus on performance drivers.
Act as a sales advocate by balancing sales’ needs while managing reasonable expectations from an operations perspective.
Participate in management decision-making processes concerning sales issues and procedures
Serve as an escalation point for the resolution of a process and/or system issue.
Facilitate and audit deal review and approval procedures and policy compliance.
Manage the evaluation and interpretation of data; identify trends that signal new opportunities or challenges and dangers; converts data trends into actionable sales processes and tactics
Responsible for sales training and enablement.
Responsible for collaborating with EVP, Sales, and Marketing to develop and implement long-range planning for the overall commercial team.
Coordinate and conduct special projects as assigned by you or another member of the management team.
Manage and control departmental expenditures.
Respect the privacy of the personal information of patients, co-workers, and all individuals with whom the Company interacts.
Ensure compliance with all laws and regulations applicable to the Company and its operations.
Other duties as assigned by supervisor. These may, on occasion, be unrelated to the position described here.
Consistent and predictable attendance is an essential function of the position.

Supervisory/ Line Management Responsibilities

Overall responsibility of managing others which including direction, coordination, performance, and evaluation of the assigned team and staff. Responsibilities include training employees; planning, assigning, and directing work; appraising performance; rewarding and managing employees; addressing complaints and resolving problems. Manage the team delivering services in the commercial services sales’ operations support domains. Provide coaching, mentoring and leadership to develop/increase their technical and sales knowledge and capabilities.

Travel Requirements: Travel to corporate office and to visit and mentor remote team members on a regular basis

Domestic: ☐ 0-5% ☐ 5% - 10% ☐ 10% - 20% ☒ 20% - 50% ☐ >50%

International: ☐ 0-5% ☒ 5% - 10% ☐ 10% - 20% ☐ 20% - 50% ☐ >50%

Requirements

US Work Environment and Physical Requirements (Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions)

This job is performed primarily in an office environment. The majority of the workday is spent either sitting or standing. Duties require the ability to communicate clearly with internal or external contacts, either verbally or in writing.

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 individuals with disabilities to perform the essential functions.

Tasks, duties, and responsibilities as listed in this position description are not exhaustive. The Company, at its sole discretion and with no prior notice, may assign other tasks, duties, and job responsibilities. Equivalent experience, skills and/or education will also be considered so qualifications of incumbents may differ from those listed in the Position Description. The Company, at its sole discretion, will determine what constitutes as equivalent to the qualifications described above. Further, nothing contained herein should be construed to create an employment contract. Occasionally, required skills/experiences for jobs are expressed in brief terms.

Discovery Life Sciences is proud to be an equal opportunity employer – Qualified applicants will receive consideration for employment without regard to race, color, national origin, religion, sex, sexual orientation, gender identity, age, marital status, disability, veteran status or any other status protected by law.

Discovery Life Sciences

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