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Health Axis Group, a leader in healthcare technology, is searching for a Sales Operations Director to join our Growth Department. The Sales Operations Director is responsible for the overall productivity and effectiveness of the HealthAxis Growth team. Working in partnership and close alignment with internal and external stakeholders, the SOD is responsible for managing processes, methodologies and priorities to ensure Growth team sales, marketing and product management results. This position executes the Growth team strategy, offers insight and drives innovation in growth-oriented business processes. The SOD also oversees the execution of proposal development, bids or other questionnaires describing organizational products and services in response to requests from prospective clients. The individual collaborates with members of the sales, finance, legal, compliance, account management, marketing and product/services teams to ensure RFP content is complete, accurate and timely. The SOD executes functions focused in the following areas:

  • Sales process development and optimization
  • Pipeline development, velocity and conversion
  • Sales metrics and forecasting
  • Market research and go-to-market strategy and planning
  • Goal setting
  • RFP/RFI management
  • Reporting across the Growth Team
  • Expansion of existing customer accounts
  • Product management team effectiveness

Principal Responsibilities: 

  • Lead sales process development and maintenance of sales playbook
  • Lead the process for documenting and training the team on the process of lead follow-up, prospecting, qualification through close
  • Be accountable for sales process adoption and compliance by implementing necessary training programs, process audits and measurements to ensure the sales team is adhering to company methodologies and guidelines.
  • Manage the sales onboarding program and develop/implement professional development programs to advance the skills of sales professionals.
  • Serve as the focal point for sales communications and administer win/loss analysis, pipeline reviews, sales forecasting meetings and other operational meetings
  • Analyze the performance of the Growth team departments to identify areas of concern and best practices. Use this analysis to provide feedback and areas of focus to improve performance
  • Develop and report on key metrics to be communicated across the Growth team and to leadership, providing insights into the Growth team process and effectiveness
  • Partner with sales and marketing leadership to refine messaging focus throughout the sales cycle to differentiate our products from the competition
  • Proactively identify opportunities for sales process improvement
  • Implement enabling technologies, including CRM, to field sales teams
  • Direct and support the consistent implementation of company initiatives
  • Collaborate with Business Development on RFP lead generation and development of new business opportunity summaries
  • Manage the RFP response process through scheduling and leading opportunity review meetings, proposal kick-off meetings, final document review meetings, as well as coordinating proposal governance / sign-off, document production and delivery of the completed proposal
  • Deliver compliant, professionally produced proposals (including but limited to RFPs, RFIs and security/business questionnaires) within customer-/prospect-defined timeframes
  • Coordinate and review/edit proposal input from a variety of stakeholders/subject matter experts, typically involving contributions from account management, product teams, finance, legal and compliance
  • Maintain list of product/services subject matter experts within the organization
  • Coach subject matter experts in RFP writing and proposal best practices/standards
  • Perform document template management in line with company branding

 

Requirements:

  • 10+ years of work experience in sales operations, strategy/consulting and/or operations roles
  • 5+ years of RFP writing experience required
  • 5+ years of experience in healthcare operations, product management, client services or sales preferred
  • Proven ability in planning, producing and delivering compliant proposals within a complex business environment
  • Experience in coordinating and updating a content management system and/or using proposal automation software
  • Ability to work under pressure and with challenging deadlines
  • Effective interpersonal and communication skills (written and verbal)
  • Ability to work individually as well as part of a team
  • Project management certification or equivalent experience or Six Sigma certification preferred
  • Effective organizational, multi-tasking and time management skills
  • Strong record of leadership and ability to work and influence effectively
  • Strong written English language skills
  • Excellent attention to detail
  • Advanced MS Word skills and proficient in MS Office
  • Strong business and financial acumen

 

Qualifications:

  • Degree in business administration, marketing or equivalent experience

 

 

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