Director, Sales Operations

Biodesix

10h•$150,000 - $180,000•Remote

About The Position

The Director, Sales Operations provides support to the Commercial Team to enable the achievement of volume and revenue targets by managing key aspects of commercial processes, including volume forecasting, volume reporting, Sales Team headcount and territory planning, incentive compensation, quota determination and establishing and monitoring Key Performance Indicators (KPIs). To ensure success, the Director, Sales Operations meets at least monthly with the Sales Area Vice Presidents and Vice President to contribute to strategic discussions, ensuring the infrastructure is meeting the current needs of the team, and that expected changes are accurately accounted for in advance of need. A highly visible member of the Sales Leadership Team, the Director, Sales Operations, presents monthly on the All Sales Call and at Quarterly Sales Leadership Meetings. He/She is the subject matter expert for the Sales Incentive Compensation Plan, including presenting annual Incentive Compensation Plans to the Sales Organization and to each incoming class of newly hired Sales Consultants. As the subject matter expert, the Director, Sales Operations, produces an annual recommended design of the Sales Incentive Compensation Plan to Executive Leadership that aligns to corporate objectives. Once approved, the role oversees the team who administers the approved plan. The Director, Sales Operations, also produces a recommended design to Commercial Leadership for the annual President’s Club contest that is complimentary to the Incentive Compensation Plan. Once approved, the Director, Sales Operations subsequently administers and reports standings of the President’s Club.

Requirements

The ability to organize and analyze large amounts of data and communicate actionable insights to all levels in the business.
Ability to work independently and provide recommendations to senior leadership without oversight
Effectively execute and drive desired results
Clearly communicate & set expectations
Ability to balance simultaneous projects and interactions, evaluate workload and prioritize tasks based on criticality and time sensitivity
Demonstrates highest level of detail orientation and organizational skills
Demonstrates a sense of urgency to attain and exceed desired results
Operates in a cooperative and collaborative spirit to achieve shared goals across multiple functions
Knows when to act quickly
Ability to respond and react to internal and external customers
Excellent troubleshooting and creative problem-solving skills
Ability to articulate needs for process improvements
Advanced knowledge and skills of, and demonstrated strong command of Salesforce.com, Microsoft Power BI and Office products as well as Virtual Meeting Software
Integration of data from multiple sources.
Competency in Microsoft Office (SharePoint, Teams, Word, Excel, PowerPoint)
Bachelor’s Degree in Business Related Focus, MBA Preferred
Minimum 7 years business experience in an analytical role
Experience Managing a team

Nice To Haves

Sales Experience preferred

Responsibilities

Create and distribute test volume forecasts quarterly, annually or as required, leading the forecast modeling process to support the Biodesix Budget Planning Process
Create, distribute and present on All Sales Call, the Stack Rankings of Commercial Volume and KPI Performance monthly, quarterly and annually.
Manage the data and analytical support function for the Biodesix Sales Organization:
Own, create and distribute Commercial Sales Metrics Monthly report, delivering updates on, and insights from, an established set of Key Performance Indicators (KPIs) designed to provide actionable insights to leadership and management team.
Support and improve Salesforce.com data entry processes and structure for Sales Team to increase efficiency and utility for sales team. Work cross-functionally with IT Services group to ensure integration of suggested changes into broader data system architecture
Provide Annual Recommendation to Leadership of the Sales Incentive Compensation Plan for approval, including plan design, expected impact and plan cost across relevant sensitivities
Administer and support the approved Sales Incentive Compensation Plan, monthly, quarterly and annually, including calculation of all payments, relevant documents and analysis to obtain monthly Finance Team approval, creation and distribution of Statements and answering questions and/or resolving disputes with the Sales Team
Model potential cost and impact of Special Incentive Programs (SPIFFs), as required to support meeting business objectives, including administering any approved Programs
Provide Annual recommendation of the President’s Club Contest for consideration by the Commercial Leadership
Administer and distribute performance rankings of the President’s Club Contest, including presenting Plan to all Sales Consultants as well as new hires
Manage the quarterly quota-setting and distribution process
Manage the creation of Territory Business Plans aligned with updated customer segmentation and targeting data
Provide leadership team with daily updated volume forecasts in the closing week of each month and quarter
Improve reporting efficiency and accuracy through the automation and optimization of reporting processes and data sources.
Support New Hire Training with instruction of the tools and resources available within the Commercial Information System
Support and contribute to sales territory boundary and structure determinations using data-driven business insights and geographic mapping software.
Provide analytical support and recommendations for business leaders on an ad hoc basis and in preparation for Biodesix Board of Directors Meetings.
Create supporting materials for Sales Quarterly Business Reviews (AKA Plan of Action Meetings)