The Sr Director/Vice President, Commercial Strategy and Operations reports and works directly with the Chief Commercial Officer. The role works alongside the Commercial Leadership team on key areas of our go to market funnel. This funnel includes Marketing (drive qualified inbounds), Lead Generation (drive qualified meetings), Sales (harvest and hunt pipeline), Proposals (increase win rate), and Sales Operations (data to support repeatable & predictable growth) across all of Precision AQ.
Specific to this role and our go to market funnel, the role is acting as the Chief Commercial Officer’s right hand Commercial Strategy & Operations lead, supporting - and in times leading - key go to market strategy and operational workstreams, projects, and deliverables as an individual contributor, with the goal to drive more repeatable and predictable bookings growth.
In all instances, the role will be someone who thinks from first principles, is relentless in execution, and leverage modern systems for scale and speed including AI. Simply you are enabling repeatable and predictable growth. Specific details by function include:
- Act as an individual contributor and right hand to Chief Commercial Officer to continuously improve the go to market process and productivity of the channel through ongoing testing, iterating, learning and scaling.
- Developing and maintaining a strategic framework for evaluating success of various go-to-market initiatives. Includes providing documented sales feedback to business leaders with analysis of repeatable trends, competitive landscape, and potential new investment opportunities
- Create macro operational plans based on successful short and long-term strategies. Requires building relationships and driving consensus with key stakeholders throughout the organization, but especially within Practice Areas. This includes developing and executing annual and quarterly strategic business plan to drive new bookings for all Precision AQ products & services, as measured by sales bookings
- Partnering with practice area leads to develop comprehensive operational plans aligned to key go-to-market strategies. You will provide input, accountability and in some cases outright own execution of these plans.
- Work with Marketing and business leaders to develop competitive sales offering and differentiators, develop strategic win themes for proposals, and provide coaching and sales support for client-facing presentations
- Support the Proposals function acting in “deal desk” actions for RFxs, proposals, and pitch rehearsals for key opportunities to ensure clarity, compelling storytelling, and differentiation connected back to the client provided materials and our unique understanding of the situation.
- Organize quarterly board decks including sales and pipeline metrics in Salesforce and maintain accurate and timely customer, pipeline, and forecast data with support of the Sales Operations team
- Own voice of the customer systemization and actions including creating a single structured repository in our CRM, identifying themes and areas of action prioritized, and then building out workstreams to drive action and measure results to determine start/stop/continue efforts on go to market motions
- Spearhead competitive assessment by tracking competitors and their initiatives and analyzing competitive threats
- Own and drive the bottoms-up and top-down sales forecasting process working alongside the Head of Sales and Sales Operations
- Build strong relationships with Executive team, establishing a cadence of regular touch points and providing the CCO with leverage in managing a diverse team.
- Support team coordination as well as preparation and dissemination of communications to ensure consistent alignment and learning across the team.
- Spearhead special projects as necessary
- Prior success in a substantially similar role, enterprise sales, consulting professional, or equivalent experience supporting teams selling $1M+ deals.
- Previous work experience in a scale-up environment showcasing new service offerings and market opportunities
- Former board level sales metrics and analytics
- 5+ years of experience selling professional services into complex global Life Sciences clients.
- In-depth understanding of the Life Sciences business, consulting services marketplace, client business issues, and competitive landscape
- Direct experience with and/or strong knowledge of commercial businesses within Life Sciences clients
- Expertise in relationship building, both internal and external that leads to increased booking opportunities with new clients
- Ability to travel up to 25%, on average, based on client and industry needs
- Must be legally authorized to work in the United States without employer sponsorship, now or in the future
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What We Do
Precision AQ helps life sciences companies navigate the complexities of commercialization across a product’s lifecycle. Our team is comprised of experts, advisors, and creators working to ensure patients have access to life changing medicines.
Our global offerings include:
• Commercial Consulting & International Access Strategy
• HEOR
• Market Access Marketing
• Medical Communications & International Healthcare Communications
• Advertising, Branding, and PR
• Investor Relations and External Communications
• Data and Product Solutions
• Omnichannel Solutions
Our name, which stands for Precision Access Quotient, reflects our approach to removing barriers – fusing together science (IQ, or Intelligence Quotient) and empathy (EQ, or Emotional Quotient). The result is “AQ: Access Quotient”, a critical ingredient in navigating the therapy-to-patient journey informed by data-driven analytics and insights.
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