Senior Director of Sales Operations
Company: BioFire Diagnostics
Location: Salt Lake City
Posted on: February 24, 2021
Description bioMerieux Inc. and its subsidiary BioFire
Diagnostics, LLC. is looking for a Senior Director of Sales
Operations to join our growing team! The Sr. Director of Sales
Operations (SDSO) manages support functions essential to sales
development and operational productivity. These include planning,
reporting, sales process optimization, sales skills development,
sales meetings, sales program implementation, sales tools support
(CRM, CPQ), sales compensation design and administration, sales
territory planning, sales order process administration, and
providing precise and accurate communications to all additional
interacting departments and support functions. The SDSO works
closely with internal and external stakeholders to ensure the
appropriate commercial objectives and priorities are enabled within
the sales organization and supported. This position requires an
in-depth knowledge of internal/field sales, robust business acumen,
marketing, business processes, as well as BioFire Diagnostic and
bioM--rieux products, ERP and CRM Communication Systems.--
Essential Job Duties and Responsibilities
- Perform all work in compliance with corporate policy and within
the guidelines of bioMerieux's Quality System and Healthcare Code
- Provide reports to various departments used for production,
forecasting and accounting for monthly, quarterly and yearly
planning. Monitor the accuracy and efficient distribution of these
reports and other intelligence essential to the sales organization.
Recommend revisions to existing reports or assist in the
development of new reporting tools as needed.--
- Oversee and direct activities in Sales Operations and Customer
Service. Customer Service includes activities related to a)
customer service b) inside sales and c) pricing. Key management
functions include sales business processes, procedures, documents
and personnel within the department. Responsible for timely and
accurate order processing. Ensure that contact with new prospects
in both Acute and POC markets are being successfully transitioned
to new customers through utilization of the inside sales team.
Ensure pricing accuracy and consistency.
- Provide support and direction to Contracts team within Sales
Operations regarding best practices, quality and approving
- Develop and manage the inside sales team to executelead
generation, opportunity qualification, and pipeline management
skills in defined segments of the target market.
- Oversee the maintenance and improvement of sales tools systems
for field sales teams. Monitor the assigned sales organization's
compliance with required standards for maintaining CRM data. Work
closely with sales management to optimize the effectiveness of
- Coordinate sales training development, delivery and measurement
for the sales organization to achieve annual business objectives.
Ensure curriculum is designed to provide field sales with skills
needed to be successful.
- Develop and administer sales territory planning and incentive
- Maintain high levels of quality, accuracy and process
consistency for order processing, contract creation and processing
and all other functions within Commercial Operations.
- Lead Sales Operations' correspondence with Legal and Finance
regarding all contracting activities including: government
contracts, IDN agreements, material transfer agreements, RFQs,
RFIs, RFPs and bids.
- Direct Sales Operations in actively supporting Sales Management
with all activities aimed at increasing sales, accurate quote
generation, and vendor registrations.
- Direct Sales Operations in the efficient and accurate
coordination and delivery of all field sales incentive program
compensation to the field.
- Final development and deployment to the field of all new
instrument and panel pricing programs, after review and approval by
- Work with sales leadership to develop BioFire sales process for
Inside and Field Sales Team.
- Work with sales leadership and internal stakeholders to develop
and manage post sale process (Shipment to Go-Live).
- Develop and maintain standard processes and tools between Sales
Operations, Finance, Marketing, Field Sales, and Legal to ensure
proper alignment of goals and continuity between departments
working with Sales Operations.
- Other assigned duties or miscellaneous tasks as directed by the
VP of US Clinical Sales. Qualifications
Training & Education: Bachelor's degree in Business or Science
related field is required. Advanced degree (MBA) js preferred.
Additional supplemental work experience that would be an asset
includes (in order of importance) - Federal Government Procurement
and a working knowledge of the Federal Acquisition Regulations
(FAR) or GSA Contracting, GPO contract management, and general
Experience: Minimum of 7 years of experience in field sales,
marketing, or another relevant commercial function required.
Minimum of 5 years management experience over a commercial sales
team preferred. Excellent analytic skills and demonstrated
experience in analyzing and synthesizing data to make informed
decisions using Excel and other tools. Must have contact management
database experience (preferably SalesForce CRM) and computerized
accounting software packages (preferably MAS500 and SAP). Ability
to plan and manage at both the strategic and operations levels.
Experience demonstrating priority management, attention to detail
and problem solving and solution implementation skills required.
High level of functional business acumen related to the In-vitro
Diagnostic Market and optimized business process management.
Knowledge, Skills, and Abilities:
- Experience and knowledge of the regulations and healthcare
trends affecting the IVD market is required
- High level computer skills and above average working knowledge
of Windows, Apple OS software or equivalent. (Including MS
Spreadsheets, PowerPoint and iPad software)
- An ability to lead and influence people utilizing strategic
thinking, coaching and developing
- Capable of resolving escalated issues arising from customers
and/or internal personnel and requiring coordination with other
- Knowledge of Lean Management and Process Improvement Skills
- This position requires travel (less than 25%).
- Able to lift 60-75 lbs.
- This position requires successful completion of background
checks, drug screens, and other such consumer reports as necessary
for vendor credentialing purposes.BioFire Diagnostics, LLC. is an
Equal Opportunity/Affirmative Action Employer. All qualified
applicants will receive consideration for employment without regard
to race, color, religion, sex, sexual orientation, gender identity,
national origin, age, protected veteran or disabled status, or
Please be advised that the receipt of satisfactory responses to
reference requests and the provision of satisfactory proof of an
applicant's identity and legal authorization to work in the United
States are required of all new hires. Any misrepresentation,
falsification, or material omission may result in the failure to
receive an offer, the retraction of an offer, or if already hired,
dismissal. If you are a qualified individual with a disability, you
may request a reasonable accommodation in BioFire Diagnostics'
application process by contacting us via telephone at (385)
770-1132, by email at email@example.com, or by dialing 711 for
access to Telecommunications Relay Services (TRS). You have been
redirected to a BioFire Diagnostics, LLC. job page
Keywords: BioFire Diagnostics, Salt Lake City , Senior Director of Sales Operations, Sales , Salt Lake City, Utah
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