Global Head of Sales & Operations

Work Location – Home (Remote)

Saama focuses on the specific needs of pharmaceutical & biotech companies, delivering transformative business outcomes. The combination of Saama’s AI research, advanced technical & analytics capabilities, domain expertise across the drug development & commercialization life cycle, and successful product co-development approach has made Saama a trusted partner and thought leader in the life sciences industry. If you possess a solutions mindset, strong management skills, and commitment to be part of a tremendous journey, come join our growing, global team. See what Saama can do for your career and for your journey.

To contribute to the development of policies, processes and procedures that guide the global business development function and result in complete integrity of the sales booking data through a geographically dispersed, diverse organization. Own proposals process (including contracts), sales enablement and execute programs that drive productivity and efficiency of the business development team.

RESPONSIBILITIES:

Collaborate and co-ordinate with the Executive team (e.g. CFO, CEO, CCO) to provide high quality sales booking data on a timely basis.
Oversee commercial proposals and request for information (RFI) process, including solution design, content development, and budget creation.
Direct Commercial Change Management team, focused on budget creation and delivery, as well as driving for customer agreement/signature of project change orders.
Oversee Weekly/Monthly, Quarterly Change Order Commercial Forecasting in collaboration with Commercial Leadership Team.
Analyze and interpret both detailed transaction-level data and high-level financial reporting, with emphasis on identifying and resolving the root cause of variances/exceptions at all levels within the global Commercial field operations.
Liaise with the Saama global Project Management leadership team related to impact of bookings on the revenue forecast.
Collaborate with Finance for the development and management of key weekly, monthly, and quarterly KPI sales reporting, e.g., sales booking forecast, contract committee report, monthly and quarterly analyses, quota analysis, sales metrics reports, etc.
Collaborate with finance to manage sales incentive plans
Collaborate with Saama IT and Commercial Finance contact to manage Saama’s customer relationship management system,Salesforce.com for use by the Commercial Team.
Ensure delivery of Saama’s Annual Global Commercial Sales Meeting.
Provide strategic and tactical direction regarding various business systems.
Manage effective pull-through of marketing materials. Manage the key liaison between Sales and Marketing onsf.com alignment, processes and compliance needs as well as broader Sales Enablement initiatives.
Ensure the Sales team is trained with tools needed to accelerate the pipeline and close opportunities.
Responsible for developing and proposing advanced training ideas, and leveraging best practices to ensure the training curriculum meets the needs of the business and that training programs are executed seamlessly as business needs evolve. Seeks next generation strategies and technologies to enhance learning/development.
Collaborate with Finance team to enable timely project billing by ensuring missing client contract P.O. information is obtained.
Develop a deep understanding of business strategies, goals and performance improvement opportunities and develops and delivers strategies and solutions to fill performance gaps.
Create workforce and staffing plans for function/families to ensure efficient use of resources.
Participate in business planning activities, to include weekly staff meetings, pipeline reviews, workshops, and opportunity reviews.
Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include interviewing, hiring, training and developing employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems

OTHER DUTIES:

Represent the business development department on inter-department teams, including attending meetings and providing sales input on cross-functional decisions.
Support sales management to help execute operational plans and strategies to achieve bookings goal.
Work with sales team to build process that maximizes efficiency and effectiveness.
Manage, develop and enhance policy compliance for the sales organization in order to meet the needs of business development and the company.
Create and administer additional reports as requested.

Key relationships:

All project team members onsite and offshore (in Pune, India)
Operations support teams
Client Relationships

Saama Competencies:

INTEGRITY: we do the ‘right’ things.
INNOVATION: we ‘change the game.’
TRANSPARENCY: we communicate openly
COLLABORATION: we work as one team
PROBLEM-SOLVING: we solve core, complex business challenges
ENJOY & CELEBRATE: we have fun

Competencies:

Self-starter who gets results with minimal support and direction in a fast-paced environment.
Takes initiative; challenges the status quo to drive change.
Learns quickly; takes smart risks to experiment and learn.
Works well with others; builds trust and maintains credibility.
Planful: identifies and confirms key requirements in dynamic environments; anticipates tasks and contingencies.
Communicates effectively; productive communication with clients and all key stakeholders Communication in both verbal and written communication.
Perseverance. Stays the course despite challenges & setbacks. Works well under pressure.
Strong analytical skills; able to apply inductive and deductive thinking to generate solutions for complex problems.

Experience:

Degree in Business or similar field with 10-15 years related experience
Minimum 10 years experience in the clinical trials industry
Excellent management, leadership and relationship-building skills required
Ability to make decisions and think in broad terms, considering the impact on the entire organization
Able to solve complex problems with minimal supervision or direction
Excellent communication skills (both oral and written), with the ability to communicate across multiple functions and levels
High level skills with proficiency in MS office, andSalesforce.com experience
Ability to develop clear action plans and drives processes with numerous interdependencies
Demonstrated ability to develop and manage multiple projects in a fast-paced environment
Understands the sales process (terminology, stages, forecasting)
Meeting management and group process facilitation skills are required

LSAC provides customers with the ability to leverage advances in technology, AI, and precision medicine to connect, contextualize, and analytically converse with all their drug development data assets. It accelerates time to market and positively impacts patient lives. The combination of Saama’s AI research, advanced technical & analytics capabilities, domain expertise across the drug development life cycle, and successful product co-development approach has made Saama a trusted partner and thought leader in the life sciences industry. Saama is committed to finding the best people because the innovations and discoveries that enabled together leads to better technologies, better treatments, and a better future

Work Environment

This job operates in a professional office environment. This role routinely uses standard office equipment, including but not limited to, computers, phones, and photocopiers.

Physical Demands

This position requires the frequent and repetitive use of a computer, keyboard, and mouse. Hand and finger dexterity is required.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

EEO

Saama Technologies, Inc. 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.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, and transfer, leaves of absence, compensation, and training.

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Global Head of Sales & Operations