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Head of Commercial Operations

Overview

Located on the edge of the beautiful Wasatch Mountains, Sera Prognostics, Inc. is a women’s health diagnostics company dedicated to improving the health of babies and mothers. We are a growing company tasked with becoming a global leader in high-value women’s health diagnostics, delivering pivotal information to physicians that will improve health and improve the economics of healthcare delivery. According to Sera’s CEO, employees here must possess three qualities to be successful: 1) the individual must be passionate and dedicated to changing the world; 2) they must be smart and work smart; and 3) they must have absolute integrity. If this is you, we urge you to keep reading!

We are seeking a Head of Commercial Operations. In this role, you will report to the VP of Commercial. You will manage and collaborate with the Commercial Department and other internal stakeholders to ensure all needs are met, and overall company and commercial success. This role will be responsible for managing and executing the strategy necessary for the sales support functions (CRM, forecasting, customer support, billing, logistics and fulfillment, vendor relationship management etc.) and deployment of new product offerings and sustainability of existing products in the Sera Prognostics portfolio. The role will be multi-faceted and requires an individual to have strong project management skills and a demonstrated history of execution according to a strategic plan.

Key Responsibilities

  • Assist in the development of go-to-market strategies such as territory builds in conjunction with Commercial and Marketing Leadership.
  • Develop revenue and sales forecast models/goals for the organization with input from Senior Leadership.
  • Scope and produce robust performance indicators that determine overall health of the commercial organization (Sales, Operations, Marketing, Customer Support, and Revenue Cycle).
  • Provide management, strategy development, and overall leadership of the Commercial Operations, Customer Support and Revenue Cycle functions with existing personnel.

Additional Responsibilities

  • Ability to develop and implement commercial strategies, meeting company goals and objectives.
  • Plan and oversee strategic, operational, and administrative programs, projects, and/or services for the Commercial Department and its functions.
  • Maintain general oversight of the Salesforce.com platform and the suite of commercial applications.
  • Work directly with Sales Operations team members to define unmet needs to implement solutions to problems as they are presented.
  • Manage the ongoing development and relationship of strategic laboratory relationships for Sera Prognostics testing.
  • Collaborate with laboratory operations and product development to ensure that operational readiness is maintained for new product launches.
  • Maintain and engage with external consultants to ensure that Sera Prognostics remains on the cutting edge of its commercial platforms.
  • Successfully develop and lead an inside sales team that will be responsible for qualifying generated leads and maintaining existing customer base.
  • Coach, manage, and assist Customer Success Associates in meeting call plan objectives.
  • Assist in training and onboarding activities of the Customer Success team.
  • Ensure that all objectives of the Customer Success team are met and that qualified leads are directed to the appropriate Regional Account Manager.
  • Onboarding of commercial employees, including internal set-up.
  • Development of Training curriculum and programs, tutorials, and materials for. Commercial Department (Sales, Customer Support, Billing, ClinOps) & organization and external purposes.
  • Development, Management & maintenance of CRM and other commercial technical tools and platforms, often in collaboration with IT.
  • Working knowledge of how to conduct market research and analysis including the creation of detailed business plans.
  • Focus on strategies & internal processes to accelerate growth and cultivate commercial opportunities.
  • Develop plans for expansion and commercial development.
  • Understand existing customer relationships (internal/external) and their requirements to ensure they are being met & exceeded.
  • Excellent relational skills, working tirelessly to build and maintain beneficial partnerships with key stakeholders.
  • Strong working knowledge of metrics to monitor the performance of commercial activities, reporting results to commercial team and senior management.
  • Vet and manage client relationships, identifying opportunities for new contracts.
  • Analyze data and create reports to identify areas of business growth and partnerships.
  • Getting accurate, real-time visibility of team performance while comparing individual performances within a sales and commercial team.
  • Developing and refining internal commercial & sales processes for efficiency and automation, aligning with Commercial OKRs.
  • Using internal data, along with market and competitor research, to help drive sales strategy and achieve commercial targets.
  • Using multiple data sources for advanced interpretation and predictive analytics to drive strategy and actions.

Required Qualifications:

  • Bachelor’s degree, or equivalent experience in Commercial & Sales Operations
  • 5+ Years of hands-on experience in Sales and Commercial Operations
  • 5+ Years of Commercial Management, preferrable in a commercial lab or diagnostics setting
  • 2+ years of experience in Salesforce.com administration
  • Knowledge and experience in Laboratory & Accessioning processes
  • Experience developing commercial forecasts and models utilizing assumptions from external sources
  • Project management experience, working with multiple stakeholders and departments to drive Commercial & Company-wide initiatives to success.
  • Proven success in sales and/or marketing, as well as evidence of the ability to manage relationships with key clients and stakeholders
  • Excellent instincts and commercial awareness coupled with a strategic mindset
  • Ability to multi-task to ensure all business requirements and needs are met in a timely and efficient manner.
  • Exceptional written and verbal communication skill; excellent interpersonal skills
  • Proactive, efficient problem solver; collaborative and team oriented
  • Ability to work well independently and autonomously, while being a valued team player
  • Superb time management skills; highly organized
  • Possess a multi-facet “do what it takes” attitude to help solve problems effectively and efficiently.
  • Start-up Bio-tech experience a plus
  • Experience in Field Sales & Inside Sales a plus
  • Creative thinker, problem solver, and have a growth mindset!
  • Proficient in MS Word, Excel, PowerPoint, Outlook, & Teams

Benefits for Full-Time Employment

Dependent on experience and qualifications, the salary range for this role is $170,000 – $200,000 salary with a 15% annual incentive bonus based on achieving objectives and includes an excellent benefits package featuring an 85% to 95% premium paid healthcare plan, 14 paid holidays, three weeks of paid time off, employee stock options, and more!

Schedule:

  • Monday to Friday

Travel requirement:

  • Up to 25% travel

Work Location: Hybrid remote in Salt Lake City, UT 84109