VP, Sales Operations

SCP Health•Atlanta, GA

2d•Hybrid

About The Position

The Vice President of Sales Operations is responsible for leading SCP Health's sales operations, sales enablement, lead generation strategy, business intelligence, and commercial effectiveness initiatives. This role drives the optimization of the campaign-to-contract process, ensuring visibility, accountability, and continuous improvement across all business development activities. Reporting directly to the Chief Growth Officer, the VP partners closely with executive leadership to develop and execute annual growth strategies, sales forecasting methodologies, sales enablement programs, team performance management, and technology optimization initiatives. The role is accountable for pipeline governance, sales analytics, incentive compensation administration, lead generation effectiveness, and business development operational excellence. This leader will champion process innovation, data-driven decision making, and sales effectiveness initiatives that improve productivity, accelerate revenue growth, and strengthen SCP's competitive position in the market.

Requirements

Ability to lead a team.
Demonstrate strong management in a Sales/BD setting.
Excellent organization and communication skills.
Strong budgetary/monetary skills
Excellent communication and interpersonal skills, both written and verbal
Proven ability to thrive in a dynamic, fast-paced, results-oriented environment
Strong project management skills
Organized, analytical, problem solver, process-oriented
Strong collaboration, teamwork, and partnership skills
Advanced computer skills including Word, Excel, PowerPoint
Expertise with Salesforce.com a plus
Prior experience in Sales Strategy, Analytics, Operations, in a related health care-oriented organization.
Ability to transform complex ideas and data into clear messages to support focus and action from the senior team to improve sales productivity and performance.
Ability to quickly define and size markets and evaluate strategic revenue and partnership opportunities.
A self-starter who is consistently proactive, uses time efficiently and acts with a high degree of personal accountability.
Bachelor’s degree in business, healthcare, or related field; MBA strongly preferred.
Minimum of 8+ years of healthcare sales or relationship development experience.
Minimum 5 years managing and leading a team.
Proven ability to develop and manage a high-performing team of sales professionals
Thorough understanding of the healthcare industry and hospital market

Nice To Haves

Expertise with Salesforce.com a plus

Responsibilities

Provides leadership to the business development team, and counsel to the CGO, in implementing business development objectives that appropriately reflect SCP’s goals
Partner with Marketing, Operations, Clinical, Finance, and Product leaders to ensure alignment across all customer acquisition and growth initiatives
Develop and maintain the enterprise growth operating system, including pipeline review cadence, opportunity governance, forecasting accuracy, and executive reporting.
Facilitates successful implementation of new programs through the organization by ensuring a well-defined, efficient campaign to contract process is in place.
Fosters an organization of continuous process improvement including regular assessment of tools and programs to enhance the sales team capabilities and processes.
Provides guidance and recommendations for changing sales roles, territories, and/or team configurations to maximize sales productivity.
Leads a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.
Establish, drive, and manage the sales training process with a focus on developing and reinforcing sales competencies including onboarding, campaign to contract process training, and ongoing professional sales training for various stakeholders involved in client pursuits across the organization.
Responsible for overall accuracy of the BD pipeline. Continuously monitor dates, stages, financials, win/loss accuracy of BD pipeline for accurate reporting purposes and oversees all deal staging, and team performance analytics.
Ensures accurate sales reports and other internal intelligence is provided to the senior and executive leadership teams. Develops new reporting tools as needed.
Working with CGO, manages sales incentive compensation program that provides market-competitive pay, reinforce sales organization strategy, and aligns financial outcomes with evolving sales strategies. Oversees and administers inside sales incentive plan. Establishes commission program rules, policies, and procedures for FTEs reporting to role.
Drives SCP’s Business Development technology strategy for sales team optimization. Continuously look for ways to build efficiencies in process, conduct research and investigate new opportunities and technologies for process improvement. Recommend and execute changes and enhancements to current platforms.
Own and manage contractual relationships with sales enablement/innovations companies: Salesforce, ZoomInfo, LinkedIn Sales Nav SME for BD Salesforce.com sales team portal
Lead SCP's account targeting and prospecting strategy, leveraging market intelligence, data analytics, and strategic account prioritization to maximize pipeline generation.
Identify appropriate KPIs to track and measure effectiveness of lead generation programs in coordination with marketing team. Apply analysis to pull insights from the metrics and drive progress on metrics by optimizing resources, processes, and technology
Provide strategic guidance for VPBD’s and VP’s of National Accounts on developing next steps and action items with prospective clients in the opportunity review process. Holds strategy and planning sessions with all BD team quarterly
Perform ad hoc analysis and support for major sales initiatives and programs including representing the “voice of the customer” information sharing from BD team in the field across the org
Provide 1:1 formal check-in calls on a bi-weekly basis and ongoing coaching and development
Create customized development plans for all team members with milestone objectives and annual goals
Oversee team quotas and achievement of companywide prospecting targets
Manage BD Team Budget in collaboration with CGO
Administer VPBD, VP National Account and SPL compensation
Monitor return on investment (ROI) across business development programs and recommend resource allocation adjustments to maximize growth outcomes.
Track Performance to Growth Budget -Margin, Revenue, Programs, close rate, etc.