Description

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

The Chief Revenue Officer leads a team of ~100 people around the world responsible new business development, account management, and customer service. This individual serves as a member of the Leadership Team and is responsible for driving successful top and bottom-line growth.

This individual will leverage their experience building, scaling, and leading a technology-enabled commercial organization as the company rapidly doubles in size. This individual will have full responsibility for net-new sales, account management/renewals/cross-selling, as well as client service functions. This individual will be responsible for setting and meeting ambitious, but attainable quotas and ensuring proper incentive compensation plans are in-place to properly reward and challenge the team. In addition, the Chief Revenue Officer will leverage their financial acumen as they forecast effectively as well as deliver annual and quarterly budgets.

Key Responsibilities

Directly manage a team of sales leaders, net-new sellers as well as account managers to exceed revenue targets and overall objectives
Partner with cross-functional colleagues on the identification of new insights that can inform new packaging strategies, buying triggers or opportunities to increase the overall wallet share of an account
Lead account planning initiatives that align buying triggers with client initiatives and creates a systematized approach to develop short and long-term opportunities
Ensures a highly disciplined approach to managing pipeline, forecasting and the ongoing identification of barriers to conversion or opportunities to increase sales velocity
Hire and develop high performing contributors to the team
Establish a robust coaching/professional development culture and program to build a high performing team

Requirements

Proven track record of leading a high-performing sales team
- Built and/or led a direct sales organization with a history of meeting or exceeding annual quotas
- Demonstrated history of hiring and retaining excellent talent
- Proven ability to perform within the principals of solution selling principals and can coach team members accordingly
- Strong negotiation skills and a demonstrated ability to leverage packaging as a selling technique
- Exceptional track record of leadership through change and managing disruption

Operational Excellence
- Passionate about selling metrics and a demonstrated history of using data to support funnel building approaches and to improve conversion rates
- Experience implementing and optimizing systems as part of supporting scale
- History of continuous/constant strategy improvement (e.g., always raising the bar and finding new ways to iterate what we did before)
- Demonstrated fluency in understanding financial data, particularly around forecasting, revenue recognition and contracting

Communication & Relationship Building Skills
- Highly skilled communicator with the ability to motivate teams while articulating a clear vision for how we will win together
- Strong skills in communicating robust value propositions to buyers and linking capability with value and trigger
- Data driven communicator and ability to synthesize issues quickly
- Ability to provide constructive feedback in a direct and clean way such that change can be effectuated

Domain Expertise
- Experience leading sales teams providing cloud-based software solutions or data driven products; adept at understanding how selling styles pivot across personas
- Experience selling SaaS software and/or data to the pharmaceutical industry

Ideal Mindset

Drive: operates with a sense or urgency, strong resilience, and grit
Prioritizes Team: recognizes that businesses build not through single individuals but via teams and systems; prioritizes building a culture that enables a high performing selling team
Framework Orientation: thinks in methodologies and processes which help with the ongoing build of systems that enable teams
Integrity: operates with a high level of ethics and communicates with honesty and transparency, even with unpopular news
Learning Agility: the ability to consume new learnings, conceptualize and iterate behavior quickly
High Accountability: assumes the highest level of personal ownership for outcomes and results; leads with the solution and not the problem

The Guiding Principles For Success At Norstella

01:  Bold, Passionate, Mission-First

We have a lofty mission to Smooth Access to Life Saving Therapies and we will get there by being bold and passionate about the mission and our clients.  Our clients and the mission in what we are trying to accomplish must be in the forefront of our minds in everything we do. 

02:  Integrity, Truth, Reality

We make promises that we can keep, and goals that push us to new heights.  Our integrity offers us the opportunity to learn and improve by being honest about what works and what doesn’t. By being true to the data and producing realistic metrics, we are able to create plans and resources to achieve our goals. 

03:  Kindness, Empathy, Grace

We will empathize with everyone's situation, provide positive and constructive feedback with kindness, and accept opportunities for improvement with grace and gratitude.  We use this principle across the organization to collaborate and build lines of open communication.

04:  Resilience, Mettle, Perseverance

We will persevere – even in difficult and challenging situations.  Our ability to recover from missteps and failures in a positive way will help us to be successful in our mission.

05:  Humility, Gratitude, Learning

We will be true learners by showing humility and gratitude in our work.  We recognize that the smartest person in the room is the one who is always listening, learning, and willing to shift their thinking.  

Benefits

Medical and prescription drug benefits
Health savings accounts or flexible spending accounts
Dental plans and vision benefits
Basic life and AD&D Benefits
401k retirement plan
Short and Long Term Disability
Education benefits
Maternity leave
Paid parental leave
Paid time off

The expected base salary for this position ranges from $190,000 to $350,000. It is not typical for offers to be made at or near the top of the range. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus.

MMIT is an equal opportunities employer and does not discriminate on the grounds of gender, sexual orientation, marital or civil partner status, pregnancy or maternity, gender reassignment, race, color, nationality, ethnic or national origin, religion or belief, disability or age. Our ethos is to respect and value people’s differences, to help everyone achieve more at work as well as in their personal lives so that they feel proud of the part they play in our success. We believe that all decisions about people at work should be based on the individual’s abilities, skills, performance and behavior and our business requirements. MMIT operates a zero tolerance policy to any form of discrimination, abuse or harassment.

Sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here- you are welcome. If you read this job description and feel passion and excitement, we’re just as excited about you.

MMIT (Managed Markets Insight & Technology)

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