Head of Sales Operations

The Head of Sales Operations will build a team out to support the following areas:

Data and Financials: Oversee all data & analytics needs for Sales and Marketing. Oversee budgeting and forecasting for Sales.

• Oversee and execute regular KPI reporting to Sales & Marketing teams.
• Oversee all enterprise Sales reporting. Act as the point-of-contact for the enterprise data team to build dashboards for Sales and Marketing.
• Monitor Sales compliance with required standards for maintaining CRM data. Help drive CRM data integrity.
• Proactively identify any data, process or selling gaps, trends or opportunities and raise those to Sales leadership.
• Oversee and coordinate sales forecasting, planning, and budgeting. As needed, coordinate planning activities with other functions and stakeholders.
• Work with Finance and Product to support modeling of sales for new and future products.
• Work with Accounting, Finance, and Human Resources to provide assistance with Sales reporting and administration on an as-needed basis.

Sales Process & Training: Oversee and manage the staff and functions related to sales processes and training. These functions are accountable for:

• Working with the Director and AVP of Sales to develop and document sales processes, included but not limited to Salesforce, lead/opportunity management, contract execution, payment, and application process.
• Identify sales technology stack or automation tools to improve the sales process and work with necessary internal resources to implement/deploy.
• Proactively identify opportunities for sales process improvement. Work closely with Sales management to inspect sales process quality and prioritize opportunities for improvement.
• Work with sales leadership to identify, develop and roll out all Sales training and supporting documentation.
• Oversee the development and execution of all Sales training. Work with Sales leadership to identify needs and work with other internal stakeholders to develop and roll out all Sales training.
• Work with Sales, Marketing, Product and Operations to ensure all new product raining supports Sales' needs for knowledge about product, processes, messaging and selling strategy.
• Develop onboarding plans, including all documentation and training.

Lead Management: Oversee the lead qualification and lead management process, working closely with Marketing and Sales teams.

• Oversee development and maintenance of lead and prospecting database that meets Marketing and Sales needs.
• Ensure Salesforce and/or database meets needs of Marketing's digital team for marketing automation and ongoing engagement.
• Oversee the lead qualification and lead management process for leads driven by Marketing, including direct supervision of lead qualifiers.
• Oversee the reporting of the lead generation funnel and ensure leads are moving along. Identify bottlenecks or opportunities and engage Sales and Marketing leadership to implement improvements.

Go-To-Market Sales Operations: Collaborate with Operations, Product and IT to support go-to-market of new products and product enhancements, ensuring needs are met at the intersection of Product, Operations and Sales.

• Define Sales & Marketing business requirements for data, contracts, etc. to be implemented and executed by Operations and IT.
• Oversee and execute account assignments and account balancing for Account Executives to ensure assignments meet strategic priorities and fair distribution.
• Work with Sales, Operations, Product, Marketing and others to ensure Sales and Marketing Ops needs are met for the launch of all new products needs.
• Develop best practices for product launches and identify needs from Product and Operations. Socialize needs and best practices with cross-functional teams.
• Help create and enforce a consistent and simple customer journey.

Requirements:

• 7+ years of sales operations, business planning, revenue operations or sales enablement experience. 10+ years of experience preferred.
• Experience in the health care services industry preferred, but not required.
• Excellent organizational and communication skills.
• Data-driven and analytical with strong skills in MS Excel.
• Experience with reporting and dashboarding. Power BI experience preferred.
• Salesforce experience required, including report development.
• Experience with budgeting and forecasting.
• Proven ability to work collaboratively.
• Strong management and coaching skills.
• This is a remote position but there may be the need to travel several times per year for collaboration.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

NCQA is a drug free workplace. NCQA recruits, hires, trains and promotes individuals, and administers any and all personnel actions, without regard to race, color, religion, national origin, age, sex, pregnancy, citizenship, familial status, disability status, veteran status, genetic information, or other protected statuses under applicable state and federal laws.

NCQA will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c).