Director, Sales Operations
Reports to: Chief Commercial Officer
Physical presence at the Beyond Air worksite is preferred for this role since the Company deems on site adds to collaboration, innovation, productivity, employee well-being and engagement, and enhances the Company culture.
SUMMARY OF POSITION:
The Director, Sales Operations, is responsible for the overall management of the sales operations including sales administration, product support, and sales analysis. Designs and implements policies and programs that direct the sales growth of the company’s products and initiatives and provides direction on Customer Relationship Management (CRM) and Salesforce Automation and Administration (SFAA) aspects of the sales support infrastructure. As the owner of the CRM systems support in the US, and a key contributor for teams outside the US, you’ll be responsible for supporting our Sales teams and ensuring that they are empowered with the right tools, processes, and data to succeed. From optimizing “lead management” (pipeline) to supporting reporting needs and improving our Salesforce setup, you’ll be instrumental in turning commercial strategy into actionable, system-driven outcomes.
ACCOUNTABILITIES:
- Strong working knowledge of and hands-on experience with Salesforce, NetSuite, MS Excel, and implementation / adaptation of Business Intelligence tools
- Ability to understand Account Management (Sales) strategies, translate business input into technical requirements, and ensure successful GTM with a business impact
- Lead, strategize and manage the rollout of Regional Business Manager (Sales) processes, tools, knowledge and skills
- Evaluate existing Sales operations technology platforms and determine optimal tools for overall success, reporting and KPIs
- Partner with leaders across the organization (IT, laboratory, and Operations) to streamline and harmonize data stewardship principles and practices.
ACTIVITIES:
- Strategic Planning & Execution: Define and execute the technical roadmap, aligning with overarching business goals and sales objectives.
- Cross-Functional Collaboration: Partner with sales leadership, finance teams, product managers, and engineering counterparts to understand business requirements, translate them into technical specifications, and prioritize development efforts.
- Process Optimization: Identify inefficiencies in existing sales and CRM processes, and drive technical solutions to streamline workflows, automate tasks, and improve overall productivity.
- Technical Domain Expertise: Leverage deep technical knowledge of Salesforce and related tooling (e.g., DocuSign, ZoomInfo, Genesys, AI) to guide architectural decisions, evaluate third-party solutions, and ensure best practices are followed.
- Project Management: Lead the end-to-end execution of complex CRM projects, including planning, resource allocation, risk management, stakeholder communication, and post-launch analysis.
- Stakeholder Management: Build strong relationships with key business stakeholders, effectively communicate project status, manage expectations, and influence decision-making.
- Monitoring: Establish objective key results (OKRs) and key performance indicators (KPIs) for initiatives, monitor performance, and iterate on solutions to continuously improve effectiveness. Direct and Maximize commercial effectiveness via automation and data management.
- Understand and mine database for opportunities and insights that provide actionable direction.
- Establish standard operating procedures (SOPs) to streamline system preparedness.
- Lead the development of data reporting systems.
- Collaborate with stakeholders across the organization (Marketing, Quality, Commercialization, Sales, Laboratory, Investor Relations, IT) to achieve operational efficiencies on key project initiatives and quarterly change processes.
- Regularly monitors and shifts, if necessary, sales campaigns to ensure most efficient and effective outreach to new business opportunities. Provides detailed analytics to the CCO that include current and projected business opportunities.
- Uphold company mission and values through accountability, innovation, integrity, quality, and teamwork.
- Support and comply with the company’s Quality Management System policies and procedures.
REQUIREMENTS:
- Bachelor's degree in business, Sales, Marketing or related field
- 5+ years of experience as a Director of Sales Operations
- Salesforce Administrator experience is a "must have"
- Demonstrated ability in establishing processes and procedures leveraging CRM systems; including alignments, targeting, data stewardship and integrity.
- Demonstrated ability to improve sales productivity and results
- Strong analytical skills with the ability to translate complex data into actionable deliverables and presentations.
- Proficiency in Microsoft Office with expert Excel skills.
- Strong business acumen, negotiation and mediation skills, as well as a demonstrated attention to detail and a focus on achieving quality outcomes. Ability to build/foster relationships.
- Adaptable, open to change and able to work in ambiguous situations and respond to new information or unexpected circumstances.
EEO Statement:
Beyond Air is an equal opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
