Director, Commercial Operations

This is a fully remote position, open to applicants in Ohio.

📋 Description

• Develop and enhance infrastructure that supports commercial activities, product launches, and accelerated sales growth.

• Take ownership of commercial data analytics, integrating Sales, Marketing, Client Operations, Market Access, and Finance.

• Organize and streamline systems, set and monitor KPIs, identify potential risks and opportunities, and present performance dashboards.

• Evaluate commercial business functions and create insightful strategic analyses and presentation materials.

• Assist Sales in optimizing territory structures and collaborate with Marketing on go-to-market strategies and incentive plans.

• Implement systems to monitor account issues and growth opportunities, identify new trends and opportunities, and facilitate scaling efforts.

• Enhance channel and segmentation intelligence and forward planning initiatives.

• Oversee metrics and lead generation in partnership with Marketing.

• Collaborate with Client Operations to ensure customer success.

• Maintain CRM data integrity, system adoption, standardized usage, account hierarchy, segmentation, channel structure, and target customer databases.

• Ensure data synchronization between CRM, ERP, and LIMS systems.

• Transform CRM tracking systems into effective business decision-making tools.

• Define pipeline stages, opportunities, and lead routing protocols.

• Design and monitor KPIs through automated dashboards and manage reporting schedules.

• Assist with annual and quarterly commercial forecasting and demand planning for Lab Services and Kit businesses.

• Provide insights into sales pipeline health and conversion rates.

• Refine, calculate, and support the administration of sales incentive compensation and commission structures.

• Collaborate with Finance on commercial budgets and product gross margins.

• Develop customer onboarding, contracting, and order-processing workflows.

• Manage commercial contracts with laboratories and third-party institutions conducting CDx tests.

• Liaise with Finance regarding pricing, contract compliance, and performance metrics.

• Coordinate with Operations and Supply Chain to guarantee product delivery and fulfillment.

⛳️ Requirements

• 8-10 years of experience in commercial operations, sales operations, or business analytics.

• Experience in supporting multi-product and multi-channel commercial models.

• Bachelor’s degree or advanced degree in a relevant field.

• Demonstrated success in the life sciences, medical devices, or diagnostics sectors.

• Proven experience in establishing commercial operations infrastructure from the ground up.

• Strong ability to work collaboratively and across different functional areas.

• Advanced administrative expertise in Salesforce and similar CRM platforms.

• Exceptional skills in Excel and data visualization tools.

• Capability to sit, stand, and/or walk throughout the day.

• Ability to operate a computer and multitask across software communication and data entry programs while using a telephone for extended periods.

• An advanced degree, such as an MBA, is preferred.

• Direct experience with sophisticated diagnostics, especially in oncology or other complex diseases, is preferred.

• Field sales experience is advantageous.

🏝️ Benefits

• 100% employer-paid medical coverage for single plans starting on your hire date, with 50% employer-paid coverage for spouse/dependent plans.

• 100% employer-paid dental and vision coverage for the entire family.

• No cost for employee coverage for Basic Group Term Life, Short- & Long-Term Disability.

• 4% employer match on retirement contributions.

• Promotion/Performance Pay, Incentive Performance Plan, Stock Option Program, and Commissions for Sales Account Executives.

• Paid Family Leave Program and various additional benefits including EAP, FSAs, HSAs, and more!

• Generous PTO plan and holiday program.

• Flexible work schedule and a rewarding employee referral program.

• Salary ranges may vary based on work state, educational background, experience, and geographical region/territory.

• Convenient office location with newly renovated office space and free parking!

• Complimentary coffee, snacks, a modern Bevi sparkling water machine, and other treats throughout the day.