The Jackson Laboratory
Director, Sales Operations & Enablement
The Jackson Laboratory, Farmington, Connecticut, us, 06030
This role is a highly experienced and knowledgeable Sales Enablement professional responsible for leading a team to design, develop, and execute various approaches to improve sales performance and operational excellence. This is accomplished primarily through the design and maintenance of sales infrastructure (CRM), mining revenue/pipeline analytics to generate sales insights for management and individual sales team members, and the development and delivery of a sales training program to elevate team performance.
This role will research, develop, and leverage information from various internal sources to synthesize methodologies that improve management decision-making, monitor tactical execution, and guide the advancement of promotional strategy. A particular emphasis for this role is the development of a world class global sales education program that expends to multiple teams and geographies within JMCRS. This role will work tightly with Commercial Team Leadership to identify enablement and training gaps across global territories and commercial sales roles to enhance team performance. The role will work directly with Marketing & product management to ensure training and operational team activity aligns with strategic product initiatives.
The salary range is $133,785 - $223,986. Salary will be determined based on qualifications and experience.
This role is remote with travel as needed up to 50%
Key Responsibilities:
Communicates effectively with sales, marketing, and operations teams to find gaps in resources and training.
Oversees operational systems (CRM; Salesforce.com) functionality for Commercial Ops team.
Designs and implements CRM management to support sales objectives.
Works with the Sales & Commercial Operations team to support the development of analysis / dashboards and resulting insight generation for sales programs and initiatives.
Owns the production of new and collation of existing sales assets and materials to facilitate the sales process.
Support the North American Sales leadership team in building out JAX process infrastructure (sales process documentation, field execution templates, decision-making models, action item capture, etc.).
Supports and inform the salesperson onboarding process and adjusts training JMCRS and its product lines mature.
Assess and implement sales tools to facilitate the sales process.
Drive complex project timelines, managing diverse stakeholders and holding cross functional teammates accountable against incremental deliverables, with clear alignment to big picture goals and outcomes.
Design a sales specific training curricula and framework for JAX products/services including but not limited to content around strategic & conceptual selling, negotiation, account management, and other standard methodologies.
Achieves sales training operational objectives by contributing sales training information and recommendations to the sales leadership team including vision and execution plans and sales training system improvements.
Determines training requirements by studying sales and marketing strategic plans and current sales results; conferring with sales Leadership; reviewing results of trainer coaching; evaluating training effectiveness.
Develops job results resources by designing information systems; maintaining libraries and databases; building interactive and integrated job support systems.
Develops managerial results by orienting new managers; conducting management training programs; providing learning resources; coaching individual managers.
Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
Perform field visits as needed, to both assess Sales Representatives and provide focused selling skill development through field-based training
Minimum Qualifications:
Bachelor’s degree in the life sciences required. PhD in life sciences preferred.
5-10 years of experience in a life sciences sales role.
2-5 years of Sales Management or Sales Enablement experience.
Direct sales experience with academic, biopharma and large MNC accounts.
Ability to work in a matrix-based environment and with global sales colleagues.
5+ years’ experience working with CRM to manage pipelines & sales activity (Salesforce experience required).
Experience with implementing Change Management Plans
Focused on leveraging creativity to drive innovation within the JMCRS organization
Ability to travel up to 50% of the time.
Demonstrated ability to be a positive team player across diverse internal and external organizations
An open mind, excellent oral and written communication skills, a keen listening ability, attention to detail, and the ability to manage relationships with a diverse client base and work as part of an integrated team.
About JAX:
The Jackson Laboratory is an independent, nonprofit biomedical research institution with a National Cancer Institute-designated Cancer Center and nearly 3,000 employees in locations across the United States (Maine, Connecticut, California), Japan and China. Its mission is to discover precise genomic solutions for disease and empower the global biomedical community in the shared quest to improve human health.
Founded in 1929, JAX applies over nine decades of expertise in genetics to increase understanding of human disease, advancing treatments and cures for cancer, neurological and immune disorders, diabetes, aging and heart disease. It models and interprets genomic complexity, integrates basic research with clinical application, educates current and future scientists, and provides critical data, tools and services to the global biomedical community. For more information, please visit www.jax.org.
EEO Statement:
The Jackson Laboratory provides equal employment opportunities to all employees and applicants for employment in all job classifications without regard to race, color, religion, age, mental disability, physical disability, medical condition, gender, sexual orientation, genetic information, ancestry, marital status, national origin, veteran status, and other classifications protected by applicable state and local non-discrimination laws.
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This role will research, develop, and leverage information from various internal sources to synthesize methodologies that improve management decision-making, monitor tactical execution, and guide the advancement of promotional strategy. A particular emphasis for this role is the development of a world class global sales education program that expends to multiple teams and geographies within JMCRS. This role will work tightly with Commercial Team Leadership to identify enablement and training gaps across global territories and commercial sales roles to enhance team performance. The role will work directly with Marketing & product management to ensure training and operational team activity aligns with strategic product initiatives.
The salary range is $133,785 - $223,986. Salary will be determined based on qualifications and experience.
This role is remote with travel as needed up to 50%
Key Responsibilities:
Communicates effectively with sales, marketing, and operations teams to find gaps in resources and training.
Oversees operational systems (CRM; Salesforce.com) functionality for Commercial Ops team.
Designs and implements CRM management to support sales objectives.
Works with the Sales & Commercial Operations team to support the development of analysis / dashboards and resulting insight generation for sales programs and initiatives.
Owns the production of new and collation of existing sales assets and materials to facilitate the sales process.
Support the North American Sales leadership team in building out JAX process infrastructure (sales process documentation, field execution templates, decision-making models, action item capture, etc.).
Supports and inform the salesperson onboarding process and adjusts training JMCRS and its product lines mature.
Assess and implement sales tools to facilitate the sales process.
Drive complex project timelines, managing diverse stakeholders and holding cross functional teammates accountable against incremental deliverables, with clear alignment to big picture goals and outcomes.
Design a sales specific training curricula and framework for JAX products/services including but not limited to content around strategic & conceptual selling, negotiation, account management, and other standard methodologies.
Achieves sales training operational objectives by contributing sales training information and recommendations to the sales leadership team including vision and execution plans and sales training system improvements.
Determines training requirements by studying sales and marketing strategic plans and current sales results; conferring with sales Leadership; reviewing results of trainer coaching; evaluating training effectiveness.
Develops job results resources by designing information systems; maintaining libraries and databases; building interactive and integrated job support systems.
Develops managerial results by orienting new managers; conducting management training programs; providing learning resources; coaching individual managers.
Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
Perform field visits as needed, to both assess Sales Representatives and provide focused selling skill development through field-based training
Minimum Qualifications:
Bachelor’s degree in the life sciences required. PhD in life sciences preferred.
5-10 years of experience in a life sciences sales role.
2-5 years of Sales Management or Sales Enablement experience.
Direct sales experience with academic, biopharma and large MNC accounts.
Ability to work in a matrix-based environment and with global sales colleagues.
5+ years’ experience working with CRM to manage pipelines & sales activity (Salesforce experience required).
Experience with implementing Change Management Plans
Focused on leveraging creativity to drive innovation within the JMCRS organization
Ability to travel up to 50% of the time.
Demonstrated ability to be a positive team player across diverse internal and external organizations
An open mind, excellent oral and written communication skills, a keen listening ability, attention to detail, and the ability to manage relationships with a diverse client base and work as part of an integrated team.
About JAX:
The Jackson Laboratory is an independent, nonprofit biomedical research institution with a National Cancer Institute-designated Cancer Center and nearly 3,000 employees in locations across the United States (Maine, Connecticut, California), Japan and China. Its mission is to discover precise genomic solutions for disease and empower the global biomedical community in the shared quest to improve human health.
Founded in 1929, JAX applies over nine decades of expertise in genetics to increase understanding of human disease, advancing treatments and cures for cancer, neurological and immune disorders, diabetes, aging and heart disease. It models and interprets genomic complexity, integrates basic research with clinical application, educates current and future scientists, and provides critical data, tools and services to the global biomedical community. For more information, please visit www.jax.org.
EEO Statement:
The Jackson Laboratory provides equal employment opportunities to all employees and applicants for employment in all job classifications without regard to race, color, religion, age, mental disability, physical disability, medical condition, gender, sexual orientation, genetic information, ancestry, marital status, national origin, veteran status, and other classifications protected by applicable state and local non-discrimination laws.
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