Sales Marketing and Communications
Director of Commercial Operations
Address: 350 Merrimack St, Lawrence, MA 01843, United States of America
Job ID: R0222091
Location Type: Onsite
- Overview
- Job Description
- Success Profile
- Rewards
- Connect
As a Clinic Manager at Fresenius Medical Care, you’ll manage the daily operations of our outpatient centers. More importantly, you’ll be the key driver in carrying out our mission: To deliver superior care that improves the quality of life of every patient, every day, setting the standard by which others in the health care industry are judged. This is accomplished by hiring, developing and inspiring a multi-disciplinary team, collaborating with physicians, tracking and delivering superior patient outcomes and monitoring regulatory and safety requirements. Strong management skills are required and prior direct patient care experience is needed for occasions when the team needs a helping hand.
Patient Care Technicians (PCTs) at Fresenius Medical Care support and collaborate with RNs to provide dialysis treatment to several patients at a time while maintaining the functionality of the clinic. This involves prepping and testing equipment, reviewing treatment sheets, and opening the clinic at 4am for first shift. PCTs have a combination of technical skills and genuine passion needed to develop deep relationships with patients and improve their quality of life. Qualified candidates have prior customer service, healthcare and direct patient care experience, and will have the opportunity to learn the discipline of dialysis.
Fresenius Medical Care nurses are on the front line of patient care, improving the quality of life of every patient, every day. That means providing dialysis care to 10-12 patients at any given time, and collaborating with our multi-disciplinary team to deliver a unique care plan to each one of them. This role is all about relationships and the bond you’ll create with patients and their families. Prior dialysis nursing experience is helpful, but many successful candidates come from a background in ICU, PCU and/or surgery.
Inpatient RNs at Fresenius Medical Care perform dialysis treatments on an acute patient population in a hospital setting, including ICU, ER, Rehab, and Med/Surg units. What makes this role truly unique is the level of autonomy you’ll enjoy. Inpatient nurses are specifically accountable for administering and assessing each patient’s treatment plan. And because dialysis is a critical treatment for many hospital procedures and health conditions, you’ll have the opportunity to work with a wide variety of patients. Ideal candidates possess leadership skills and independence needed to make quick decisions in a fast-paced environment. Must be capable of educating patients and providing exceptional customer service to our partners. Six months to one year of dialysis experience or some form of critical care nursing experience are also required.
Job Description
Purpose & Scope:
The Director of Commercial Operations is responsible for partnering with sales leadership and cross-functional teams to translate complex data into impactful selling strategies, providing input into sales motions, and driving sustained business success. This role will provide key analytics, reporting, and sales insights to help set direction, monitor, measure and improve sales performance and drive sales productivity. In addition, this role leads operating mechanisms to reinforce selling strategies and drive performance and this team provides commercial signals to our business partners for effective handoffs to drive positive customer experience.
Principle Duties & Responsibilities:
- Define & lead the sales data analytics vision, strategy and roadmap in alignment with business objectives.
- Build, mentor, and lead a team of sales analysts, data scientists and business intelligence experts focused on delivering analytics and intelligence for sales effectiveness. Provide key analytics, customer insights and trends, market dynamics and revenue forecasts to inform strategic decision making.
- Champion data-driven actionable insights to optimize sales performance, identify growth opportunities and align business objectives while partnering with sales leadership and business executives to prioritize analytics opportunities.
- Set up Analytics & KPI Center of Excellence and develop a self-serve data delivery model for sales reporting. Define the data architecture, tools and analysis that are required to establish vital few metrics and provide accurate, timely input to business stakeholders.
- Oversee the design, development and delivery of dashboards, KPIs, reports and ad hoc analysis. Provide oversight from entire sales process (lead generation to contract closure) to assess win rate, hit rate, pipeline coverage ratios, conversion rates, forecast accuracy and sales productivity. Includes administration of sales time surveys.
- Leverage advanced analytics to evaluate and compare statistical data (internal & external), guide strategic selling strategies and achieving targeted sales goals. Translate complex data findings into clear, actionable insights for non-technical stakeholders.
- Drive the use of advanced analytic techniques including predictive modeling, machine learning and AI.
- Define and instill data governance, accuracy and compliance with business & regulatory requirements.
- Partner with IT teams to maintain robust data infrastructure architecture and align on delivery of functional roadmaps.
- Establish sales support operating rhythms to drive commercial performance such as pipeline reviews, deal replay, and forecasting reviews to understand, monitor, set actions to meet sales goals for US sales team.
- Drive forecast accuracy across 200 sellers in CRM by setting the process, the workflow in CRM and using that to create a business forecast for sales, marketing, commercialization teams and our business partners such as finance, supply chain and value streams.
- Analyze Contract Price, price vs. mix analysis on existing deals and executed contracts.
- Provide leadership, guidance and coaching for all direct reports to help enable goal attainment, compliance with business policies. Hiring, coaching, performance reviews, disciplinary actions are all included.
Experience & Skills
- 10+ years of experience in a scalable sales organization focused on data analytics with at least 3 years in a leadership role. Experience with digital transformation is preferred.
- Strong analytical & strategic thinking skills with experience using CRM and reporting tools (SFDC, Clari, Tableau, Bus Objects) and using AI to increase productivity
- Proven experience in managing large data sets, culling insights from large sets of various data and providing analytics and performance findings.
- Strong background in sales operations, data analytics, AI and reporting for a large sales focused organization.
- Strong business acumen and excellent communication skills. Demonstrated ability in driving change.
- Skilled at leading cross-functional initiatives and driving adoption in a fast-paced environment.
- Experienced, strategic & innovated with demonstrated success with distributed selling teams.
- Bachelor’s degree in Business, Marketing, Data Science or related field. MBA preferred.
Fresenius Medical Care maintains a drug-free workplace in accordance with applicable federal and state laws.
Success Profile
What makes a successful member of our team? Check out the top traits we are looking for and see if you have the right mix.
Success Profile
What makes a successful member of our team? Check out the top traits we are looking for and see if you have the right mix.
Success Profile
What makes a successful member of our team? Check out the top traits we are looking for and see if you have the right mix.
Success Profile
What makes a successful member of our team? Check out the top traits we are looking for and see if you have the right mix.
“I successfully completed the RN program and went on to hold the position of Staff RN, Charge Nurse, and finally Clinical Manager.”
Clinical Manager
“Every day I walk in I am changing lives for the better and working to inspire my patients.”
Patient Care Technician
“I am a member of an outstanding team that helps patients gain more control, achieve tangible goals, and live better lives.”
Outpatient Services RN
“My goal is to make sure that our patients keep their mobility and quality of life. This goal is really personal for me. My own father always had really bad vasculature in his leg and never had access to the kind of care we offer — eventually he lost blood flow and mobility. Knowing what he went through makes me even more committed to our mission.”
Azura Regional Vice President
We've got your back.
We fully believe that dedication and passion should be recognized and rewarded. That’s why we offer a competitive compensation and benefits package to all of our employees. Our benefits provide the flexibility, choice and support you need to be at your best as you play a vital part in helping patients live longer, better and healthier lives.
Healthcare
Continuing Education
Paid Time Off
Collaborative Environment
Additional Perks
401(k) Retirement Saving
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