Note: The job is a remote job and is open to candidates in USA. SCP Health is a clinical practice management organization that brings hospitals and healthcare providers together across emergency medicine, hospital medicine, telemedicine, intensive care, ambulatory care, and other care settings. The Vice President of Sales Operations leads sales operations, sales enablement, lead generation, business intelligence, forecasting, pipeline governance, incentive compensation, and commercial effectiveness initiatives to improve productivity and accelerate growth.
Responsibilities
- Responsible for **Sales Operations:** 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
- Responsible for **Team Management:** Director of Sales Enablement, and Proposal Manager:
- 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
- Responsible for **Budget/Financial**
- 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
Skills
- 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
- 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
- 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
- Continuous oral & written communication and listening skills
- Continuous computer use
- Occasional bending, kneeling, lifting, pulling & pushing up to 10 pounds
- Job requires a high level of mental awareness
- MBA strongly preferred
- Expertise with Salesforce.com a plus
Benefits
- Comprehensive benefits package designed to support your health, financial well-being, and work-life balance
- Medical, dental, and vision insurance
- 401(k) plan with a company match
- Paid time off and holidays
- Professional development support
- Employee wellness resources
- Home based (virtual) work arrangement
Company Overview