Senior Commercial Operations Manager

Minaris•Philadelphia, PA

About The Position

This position will work closely with sales, finance, operations, legal, scientific and technical teams, and marketing to improve the effectiveness and efficiency of the processes and deliverables used to propose and win business. Essential Functions and Responsibilities Issue proposals, SOWs, work orders, quotes, and respond to RFPs in a high- quality fashion and in an agreed upon timeline that meets or exceeds both internal and external customer expectations. Improve the sales operations infrastructure provide secure access to critical documents and to enable actionable business reporting. Document and report on later stage sales funnel metrics including proposal pipelines, win/loss analysis and other key metrics. Establish and manage a clear and streamlined proposal and quote development process that yields high quality deliverables which meet client requirements and have also been committed to by operations, quality, technical experts, and finance. Coordinate input from key internal stakeholders to develop proposals that clearly articulate how program needs will be met and provide details documentation of work activities, deliverables, resources required, roles and responsibilities, timelines and costs. Make recommendations and drive improvements in sales operations, technology platforms and processes to eliminate inefficiencies and improve reliability in reporting, ultimately resulting in a fully automated proposal process. Align processes and supply key inputs into company-wide CRM and accounting systems (e.g. Salesforce, SAP, etc.) to support consistent and reliable reporting on key metrics such as win/loss, sales forecasts, opportunity pipelines, revenue forecasts, etc. Work with commercial team members, and subject matter experts to ensure the accuracy of resource models feeding into proposal estimates. Provide feedback to senior management on pricing models to produce quotes and RFPs that are competitive, but also in line with strategic intent. Diligently review proposals to ensure all of the customer needs are captured, and align with customer data intake forms. Develop and implement policies and procedures to ensure data integrity with marketing, sales, operations and business systems teams. Implement and track the necessary metrics and dashboards that help the organization focus on key performance targets to provide visibility of performance, e.g., quote TAT and hit rates. Work with Marketing to create an RFP “library” that includes Frequently asked Questions that can be pulled and reused for multiple RFP responses, enabling automated RFP responses. Assist in the evaluation and interpretation of data; identify trends that signal new opportunities or challenges and dangers; convert data trends into actionable sales processes and tactics.

Requirements

Exposure to biologics, cell therapy, or gene therapy manufacturing and testing concepts and/or life science industry. Specifically, experience in cell and gene therapy industry is a plus.
Display sound analytical judgment and business acumen under limited time and data constraints.
Experience in developing and reviewing B2B service contracts and understanding of common terms and conditions and structure.
CRM (Salesforce), document management (Ironclad), and/or SAP experience.
Strong oral & written communication skills.
Bachelor's degree in biological sciences, or related discipline is required.
7-10 years of experience working in sales, project and proposal management

Responsibilities

Issue proposals, SOWs, work orders, quotes, and respond to RFPs in a high- quality fashion and in an agreed upon timeline that meets or exceeds both internal and external customer expectations.
Improve the sales operations infrastructure provide secure access to critical documents and to enable actionable business reporting.
Document and report on later stage sales funnel metrics including proposal pipelines, win/loss analysis and other key metrics.
Establish and manage a clear and streamlined proposal and quote development process that yields high quality deliverables which meet client requirements and have also been committed to by operations, quality, technical experts, and finance.
Coordinate input from key internal stakeholders to develop proposals that clearly articulate how program needs will be met and provide details documentation of work activities, deliverables, resources required, roles and responsibilities, timelines and costs.
Make recommendations and drive improvements in sales operations, technology platforms and processes to eliminate inefficiencies and improve reliability in reporting, ultimately resulting in a fully automated proposal process.
Align processes and supply key inputs into company-wide CRM and accounting systems (e.g. Salesforce, SAP, etc.) to support consistent and reliable reporting on key metrics such as win/loss, sales forecasts, opportunity pipelines, revenue forecasts, etc.
Work with commercial team members, and subject matter experts to ensure the accuracy of resource models feeding into proposal estimates.
Provide feedback to senior management on pricing models to produce quotes and RFPs that are competitive, but also in line with strategic intent.
Diligently review proposals to ensure all of the customer needs are captured, and align with customer data intake forms.
Develop and implement policies and procedures to ensure data integrity with marketing, sales, operations and business systems teams.
Implement and track the necessary metrics and dashboards that help the organization focus on key performance targets to provide visibility of performance, e.g., quote TAT and hit rates.
Work with Marketing to create an RFP “library” that includes Frequently asked Questions that can be pulled and reused for multiple RFP responses, enabling automated RFP responses.
Assist in the evaluation and interpretation of data; identify trends that signal new opportunities or challenges and dangers; convert data trends into actionable sales processes and tactics.