Overview

Vice President, Revenue Operations

US Remote

The Emmes Company, LLC (“Emmes”) is a global, full-service Clinical Research Organization dedicated to excellence in supporting the advancement of public health and biopharmaceutical innovation. We believe in the power of truth, so much so that we named our company Emmes, which means truth. Through decades of experience we have learned that collaborative relationships thrive and human health benefits when truth is our compass.

Our “Character Achieves Results” culture is driven by five key values that guide our actions in the way we conduct research and distinguish us as an organization: Integrity, Agility, Passion for Excellence, Collaborative Partnerships and Intellectual Curiosity. We are a trusted partner to clients who share our passion for improving public health in a world of ever-changing scientific research.

If you share our motivations and passion in research, come join us! You will be joining a collaborative culture that empowers every Emmes employee — from entry level through top executive — to contribute to our clients’ success by sharing ideas openly and honestly.

Primary Purpose

The Vice President, Revenue Operations will be responsible for the overall productivity and effectiveness of the Sales and Sales Operations organizations through the development and management of critical business processes, systems, and teams. This role will review and optimize existing processes around sales, customer support, revenue forecasting, and back-office sales functions and provide leadership for those teams. Additionally, the role will design and implement new processes and tools and provide leadership over sales planning, continuous process improvement initiatives, go-to-market processes, and salesforce development. The Vice President, Revenue Operations will continuously evolve the Sales Operations team to support these efforts and partner with key stakeholders to ensure the sales organization is well positioned to meet its objectives as Emmes grows.

Responsibilities

Strategy - Participates in development of business strategies to proactively anticipate business needs based on industry trends. Translates those needs into operational objectives to ensure alignment with the sales strategy.
Recruiting – Works with Human Resources and external recruiters to ensure consistent, qualified candidate flow for all open sales positions. Participates in the interview process as required.
Onboarding – Develops and manages new sales representative (rep) onboarding program with graduation requirements. Monitors and seeks to reduce rep time to productivity.
Sales Process – Responsible for the design and implementation of standardized consultative sales process across the entire organization. Ensures sales team competency in sales process through formal certification programs and call monitoring. Creates ongoing sales training curriculum for the sales team to sharpen sales skills and ensure they stay abreast of market and product developments.
Pipeline and Forecasting – Ensures complete, accurate entry of all deal opportunities in the company Customer Relationship Management (CRM) System. Leads regular pipeline review meetings to monitor deal health and progression. Provides weekly sales forecast.
Sales and Marketing Technology (Tech) Stack – Oversees all elements of the company’s tech stack including: CRM, learning and development, lead management, and compensation systems. Ensures they are fit for purpose, oversees system modifications, and enforces adoption and compliance of their usage. Monitors rep activities and suggests corrective actions.
Metrics and Reporting – Develops and maintains reporting on key sales and marketing metrics and corresponding dashboards. Ensures data hygiene and reporting to track end-to-end customer lifecycle. Monitors rep performance and suggests corrective actions.
Quota and Compensation – In conjunction with the Chief Growth Officer, develops quota model to ensure adequate rep coverage to obtain sales objectives. Oversees compensation plan definition, enforcement and administration.
Management Cadence – Establishes company wide sales management cadence and agendas to drive sales performance including: weekly one on ones, team meetings, and monthly performance reviews.
Sales Tools - Develops sales tools (e.g., Return on Investment (ROI) calculator) and presentations to facilitate sales process.
Acts as internal advocate for sales organization and assists in resolving internal roadblocks and disagreements.
Facilitates sharing of best practices across the sales organization.
Collects input data from the sales team to create/streamline sales process and methodologies utilized by the sales team.
Identifies ways to remove cost from sales organization.
Performs regular and ad hoc analysis of sales pipeline, forecasted opportunities, change orders, close rates, etc.
Assists with annual review process.
In conjunction with Marketing, coordinates sales conferences, drives sales organization in conferences, monitors ROI post-conference.

Qualifications

Bachelor’s Degree in a related field required; MBA preferred.
Business-to-Business (B2B) sales model experience within healthcare services (ideal) or general business process outsourcing (BPO); familiarity with recurring business models and 2-tier sales distribution (via brokers / consultants) ideal.
Minimum of 7+ years of related experience in Sales Analytics/Operations.
Demonstrated ability to effectively collaborate with colleagues and leaders across the organization.
A team builder, team player, and a leader who can set clear objectives, motivate, train, and enthusiastically engage others.
Ability to communicate with stakeholders across internal and external organizations to maintain alignment and provide feedback.
Operationally excellent in the day-to-day running of the business including: forecasting, process development, training, hiring, performance management, collaboration, teamwork, and best practice sharing.
Proven track record of success in Sales Analytics/Operations and effectively implementing tools and processes to enhance the function.
Confidence, intellect and executive presence to become a true business partner across the corporate and field functions – someone who is capable of contributing to broader business conversations beyond their functional expertise.
Exposure working in a highly strategic capacity, with the ability to focus both on continuing successful sales execution while simultaneously strategically planning for the next stage of growth.
Proficient in SalesForce.com.
Strong leader who can drive and influence change.
Supervisor Responsibilities:
- Provides guidance, mentorship, and feedback related to staff development and performance.
- Serves as an example to staff in leadership and providing direction.

Emmes requires all US based Clinical Research Associate new hires to be fully vaccinated before their first day of employment. All new hires may also be required to comply with other COVID-19 health and safety protocols, such as masking or testing. Emmes complies with all applicable laws regarding reasonable accommodations or exemptions for religious, medical, or other legally protected reasons.

Why work at Emmes?

At Emmes, your actions and hard work will have a direct impact on public health initiatives, both globally and in our local communities with opportunities for volunteerism through our Emmes Cares community engagement program. We offer a competitive benefits package focused on the health and needs of our growing workforce, including:

Unlimited Approved Leave

Tuition Reimbursement

401k Retirement Plan

Work From Home Anywhere in the US

Maternal/Paternal Leave

Casual Dress Code & Work Environment

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Vice President, Revenue Operations