Sales Ops Analyst

Requisition Number: 5809

Position Title: Sales Operations Analyst

External Description:

Who we are

We’re a global, midsize CRO that pushes boundaries, innovates, and invents because the path to a cure for the world’s most persistent diseases is not paved by those who play it safe. It is built by those who take pioneering, creative approaches and implement them with quality and excellence.

Why Worldwide

At Worldwide, we balance fun with the serious business of changing lives. We have a values-driven culture that is built from the ground up. We empower our team members to treat every clinical trial like a patient’s life depends on it – because it does. Our leaders are in the trenches with you - committed to advancing science and moving mountains for our customers. 

SUMMARY:

The Sales Operations Analyst will report to the Sr. VP, Commercial Operations, and will support the Early Phase Commercial Team.  The team will look to the Sales Operations Analyst to help establish and/or streamline policies and procedures throughout the department, and support best practices in lead and opportunity management, reporting, and communications. As the Sales Operations Analyst, your responsibilities will include management of our sales systems, data analysis, reporting, market research, competitive analysis, planning, and sales process optimization. The person in this role will also work collaboratively with Marketing and Late Phase sales operations.  Our ideal candidate has a mixture of business acumen and technical proficiency.  We are seeking a candidate who thrives on using data and analytics to provide actionable insights; designing and managing projects to help our EP Commercial Team be more efficient while maximizing results and performance; leveraging technology to improve sales effectiveness.

RESPONSIBILITIES: Tasks may include but are not limited to the following:

Data, Systems, and Platforms

• Own and manage systems used by EP Commercial Team team including Salesforce and Tableau; take on the role of key contact for end-user support; work with our internal BDO team to set up new licenses; make recommendations for design changes and enhancements; gather requirements for system modifications and create documentation; troubleshoot and work with our internal team and external support on changes, fixes, and bugs; conduct user training; develop UAT scripts and complete UAT
• Ensure data is accurate, complete, optimized, and relevant. Responsible for data analysis, integrity, cleansing, maintenance, and compliance with defined data standards and guidelines; run data audits against key data to ensure compliance; assist with mass data updates through data loader and automation
• Data mine using third-party data sources to identify market opportunity and ensure we are targeting and engaging all accounts and prospects that fit into our buyer profile; share this information with each of the SDRs for their territories to use for our campaigns/cadences; provide a gap analysis of third-party data against our system data
• Create and launch sales cadences/campaigns used by the EP Commercial Team.

Reports and Dashboards

• Maintain, deliver and work to enhance complex reports and dashboards for the SDR team in both our data visualization tool PowerBI and Salesforce to ensure all key stakeholders have access to key data to manage the business
• Create ad hoc reports and new dashboards as needed
• Track and analyze key metrics on pipeline growth and velocity, leads, activity, opportunities, accounts, campaigns, contacts, wins/losses and etc
• Communicate actionable insights from and trends in key data and reports

Performance Management and Administration of Compensation Plan

• Roll out and ensure compensation plans are in place with each Account Director
• Provide recommendations for new plans or plan enhancement
• Administer the plans by compiling key performance metrics to calculate commission and bonus payments; work with Account Directors, SVP of EP Commercial, and Finance for review and approval.
• Disseminate quarterly summary of commissions and bonus payments to each Account Director.
• Track sales goals and targets and map performance to established KPIs; track team activity; manage, provide and analyze other performance metrics and data

Sales Effectiveness and Sales Enablement

• Develop and improve the Account Director processes to meet the rapid growth of the business and improve output and efficiency
• Responsible for process communication, training, adoption, and compliance
• Drive and deliver training and onboarding; maintain the Account Director playbook; recommend enhancements and create new training material as needed
• Assist with driving behavioral change with the Account Director team to maximize results and overall productivity

Collaborate across the organization

• Work cross-functionally within the organization to support and roll out continued optimizations
• Work with Business Development and SDRs to ensure smooth hand-off of qualified opportunities and follow up our BD partners
• Work with Digital Marketing and SDRs to ensure smooth hand-off of inbound leads and that SDRs action those leads according to agreed SLAs
• Work with Global Marketing Communications to map new and existing assets to our buyers’ journey to optimize the use of these assets in our campaigns; messaging; value proposition; competitive positioning and etc.
• Effectively communicate with leadership throughout the organization

Territory Management

• Work with SVP, EP Commercial Operations to align territories for the SDR team with Business Development’s territory design; determine quotas; propose changes to assignments/geographies; after assignments are made ensure alignments and updates to accounts and opportunities are made in Salesforce
• Territory plans – work with the Account Director and SDRs to define targets, strategy, tactics, and performance; provide market analysis and guidance on opportunities in the territories they support

Perform other duties as assigned.  The duties and responsibilities listed above are representative of the nature and level of work assigned and are not necessarily all-inclusive.

OTHER SKILLS AND ABILITIES:

• Strong quantitative and qualitative skills
• Excellent written and verbal communication skills
• Patience to work with a wide range of individuals with varying technical skills
• Excellent Excel skills and proficient in Word and PowerPoint
• Tech savvy and highly focused
• Capable of recognizing and understanding the relationship between clean data and clear and efficient processes and how they translate into strong reporting
• Must be adaptable, professional, motivated, and understand the sales cycle
• Ability to listen and identify pain points and team challenges and formulate solutions
• Ability to be highly productive with minimal oversight, work under pressure, manage multiple projects at once, stay organized, prioritize, manage time effectively and attend to details in a fast-paced and constantly changing environment
• Demonstrated ability to cultivate and maintain effective internal and external relationships
• Proficiency in all MS-Office applications including Microsoft Word, Excel, and PowerPoint

REQUIREMENTS:

• Bachelor’s degree in Accounting, Finance, Business, Marketing, or related degree
• MBA Preferred, but not required
• 5 years of related experience preferred, including prior experience in a Sales Operations Analyst or similar role – minimum of 3 years.
• CRO/pharmaceutical industry experience preferred, but not required, including knowledge of Phase I-IV clinical research and development
• Advanced User of Salesforce
• Should have a strong understanding of the architecture and features as well as the functionality of this system
• You should be able to communicate using Salesforce language and terminology
• Worked in a Salesforce environment that was integrated with Marketo
• Must be able to build and modify dashboards, and reports and use the data loader functionality at a minimum
• Certification is a plus but not required
• Experience with Tableau or other similar sales automation tools

City:

State:

Employment Type: Regular

Community / Marketing Title: Sales Ops Analyst

Company Profile:

We’re a global, mid-size CRO that pushes boundaries, innovates and invents — because the path to a cure for the world’s most persist diseases is not paved by those who play it safe, but by those who take pioneering, creative approaches, and implement them with quality and excellence. We are experts, bright thinkers, dreamers and doers and, together, we are changing the way the world experiences CROs, in the best possible way.

Location_formattedLocationLong: North Carolina, US

CountryEEOText_Description: Worldwide is an equal opportunity employer that is committed to enabling professionals from all backgrounds and experiences to succeed and, to that end, we prioritize attracting diverse talent and cultivating an inclusive environment that encourages collaboration and creativity. We provide equal employment opportunities to all employees and applicants regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, military status, or other class protected by applicable law. Worldwide is committed to working with and providing reasonable accommodations to applicants with disabilities. We are proud to be an equal opportunity workplace where people thrive by being themselves and are inspired to do their best work every day.