Associate Director, Sales Operations and Effectiveness

Associate Director, Sales Operations and Effectiveness

Position Summary:

Individual will be primarily responsible for measuring and optimizing the effectiveness of Vericel’s sales teams which include three basic functions: 1) Resident sales technology expert, principally managing Vericel’s Customer Relationship Management (CRM) tools and assessment of analytics to improve sales team productivity and overall effectiveness. 2) General oversight of the sales training function including on-boarding, maintaining a continuing educational curriculum as well as coaching and leadership training. While Vericel brands will have field-based training managers as content development experts, the Sales Training and Operations Manager will be responsible for the conduct of all sales and training meetings working closely with field-based training managers, marketing and sales leadership. 3) Effective implementation and success metrics of all sales resources and promotional campaigns which will require close collaboration with brand marketing teams. Secondary responsibilities include management of the sales vehicle fleet, administration of incentive compensation plans, sales team deployment (territory alignments) and sales operational budgets.

Primary Function / Responsibilities:

  • Primary ownership and administrator to Vericel’s CRMs. Ensuring CRM is optimized for maximum sales effectiveness and data is accurate for leadership assessment.
  • Work closely with Commercial Strategy & Analytics group, Financial Planning and sales leadership to develop, maintain and assess key sales performance metrics.
  • Work closely with sales leadership team to optimize CRM including, account intelligence acquisition, lead development and generation, sales team compliance and reporting function.
  • Work closely with brand management, sales leadership and field training managers to develop and implement continuing educational curriculums and training programs for sales teams members from on-boarding to coaching and leadership.
  • Manages sales training function, personnel training files, and governing training procedures and processes
  • Develops and manages key performance indicators, sales / team competencies and trends
  • Leads team to plan and implement all sales training meetings including: Annual National Sales Meeting/s, Point of Action, new hire training and other sales team and leadership training meetings.
  • Identify and manage vendors to facilitate job function.
  • Effectively manages designated “field trainers” in the implementation of sales training program
  • Provide leadership, guidance, and direction to team including compliance with corporate and PhrmaCode policies.
  • Work with Commercial Operations and Sales Leadership to develop and manage annual operational budget.
  • Work closely with brand marketing to ensure effective implementation all sales resources and promotional campaigns at field level. Also develop and assess success metrics for resources and programs.

Secondary Function / Responsibilities:

  • Manage / primary administrator for Vericel’s sales team fleet vehicles.
  • Work with Commercial Operations and Sales Leadership to develop and manage annual operational budget.
  • Administration of annual incentive compensation plan.
  • Management of Vericel’s surgical instrument inventory and loaner programs

Leadership Qualifications:

An ongoing commitment to conducting our global business according to the highest legal and ethical standards, and to continually pursue excellence in the development and delivery of all of our products and services. This includes:

  • Respecting the law and operating within the applicable regulations of the places in which we conduct business, as well as our own Company policies and procedures.
  • Being honest and treating people with respect and courtesy.
  • Constantly striving to make Vericel a great place to work, and a company respected for the quality of its people and products.
  • Acting as role models for our fellow employees by acting responsibly, fairly and honestly in our dealings and exercising sound judgment in performing our jobs.
  • Vericel’s leaders motivate, inspire, build, and retain highly effective manufacturing teams while managing for high performance and developing others. They are versatile learners and courageous decision makers.

Leading the Business

  • Vericel’s leaders are effective operating in an evolving, complex and dynamic environment, providing clear direction and instruction to direct reports, and continuously looking internally and externally for best practices and areas for improvement.

Delivering to Customers

  • Vericel’s leaders understand patient and customer needs and build relationships as required to meet manufacturing goals while continuously improving operations by setting high standards for the team so they may perform to a level of excellence.

Required Education and Experience:

  • BS in science or business preferred, advanced business degree (MBA) a plus.
  • 3 to 5 years direct sales and / or sales leadership in medical field, device, biologics or pharmaceuticals – sales training experience a plus.
  • Knowledge or considerable experience with CRMs tools and platforms
  • Strong analytical skills – a priority
  • Excellent communication and presentation skills
  • Ability to travel nationally 10-20%

All applicants will receive consideration for employment without regard to their race, color, religion, sex, national origin, sexual orientation, gender identity, or protected veteran status and will receive consideration for employment and will not be discriminated against on the basis of disability. Vericel Corporation is an Equal Opportunity/Affirmative Action Employer.

Vericel Corporation is VEVRAA federal contractor and desires priority referrals of protected veterans for job openings at all locations within the state.


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4:00 PM on
November 14, 2019
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