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[Remote] Director, Commercial Operations
Note The job is a remote job and is open to candidates in USA. Cleveland Diagnostics (CDx) is a fast-growing biotechnology company focused on developing next-generation diagnostic platforms for complex diseases. The Director of Commercial Operations will build and scale infrastructure to support commercial operations, product launches, and sales growth, while providing data-driven insights to elevate commercial performance. Responsibilities Coordinate & rationalize multiple systems currently in place (electronic and others), establish and track KPIs, early indicators of future risk and opportunity, and provide performance dashboards to efficiently manage the business Provide detailed analysis of all commercial aspects of our business, generate and provide strategic insight, and reduce those findings to presentation decks highlighting key findings as needed Assist Sales in optimizing territory structure and collaborate with Marketing to develop impactful go-to-market strategies and incentives Establish systems to track issues and opportunities to grow current accounts, identify new opportunities, unearth trends to early-identify issues and opportunities, and help us scale and sustain Work with Sales and Marketing to tighten channel and segmentation intelligence and go-forward planning Work closely with Marketing on all metrics and lead generation Work closely with Client Operations to ensure customer success Alongside other leaders in CDx Sales and Marketing, inform go-to-market strategies, provide data-driven insights, and generally elevate commercial performance across the board with process optimizations and while working collaboratively and cross-functionally Ensure data integrity, system adoption, and standardized usage thereof among the CDx Sales team Refine, implement, and maintain the current enterprise CRM system (e.g., Salesforce.com), including account hierarchy, segmentation, and channel structure (e.g. LDT vs. IVD vs. send-out), and manage target customer databases Ensure seamless and hygienic data flows between CRM, ERP, and laboratory information management systems (LIMS) As part of this role, must be able to convert our current CRM tracking systems into actionable business decision tools Establish and enforce pipeline stages, opportunities, and lead routing rules Design and track key performance indicators (KPIs) via automated dashboards and establish and manage reporting cadence for each (e.g., weekly, monthly, quarterly) Working closely with Marketing, Sales, and Finance, this person will play a central role in the annual and quarterly commercial forecasting and demand planning (e.g., S&OP) processes for both the Lab Services and Kit businesses at CDx Deliver data-driven insights on sales pipeline health and conversion rates Working closely with CDx Sales, this person will refine, calculate, and assist with the administration of CDx’s sales incentive compensation and commission plans Partner with Finance to track commercial budgets and product gross margins Build the customer onboarding, contracting, and order processing workflows Manage the commercial contracting process with labs and other third-party institutions running CDx tests Coordinate with CDx Finance to maintain and monitor pricing and contract compliance and performance Coordinate with CDx Operations / Supply Chain personnel to ensure seamless product delivery and fulfillment Skills 8-10 years in commercial operations, sales operations, or business analytics Experience supporting multi-product and multi-channel commercial models Bachelor's degree or advanced degree in related field Proven success in life sciences, medical devices, or diagnostics Track record of building the commercial operations infrastructure from scratch Proven ability to work collaboratively and cross-functionally Advanced administrator-level knowledge of Salesforce and equivalent CRM platforms Exceptional proficiency in Excel and data visualization tools Advanced degree such as MBA Direct experience with sophisticated diagnostics, particularly in oncology or other complex diseases Field sales experience a plus Benefits 100% Employer-paid medical for single coverage effective on your date of hire and 50% employer-paid medical for spouse/dependent coverage 100% Employer-paid Dental & Vision for entire family No cost for employee coverage for Group Term Life, Short & Long Term Disability 4% retirement contribution Employer match Incentive Performance Plan & Stock Option Program & Commission (Sales Account Execs) Paid Family Leave Program Generous PTO plan & holiday program Flexible work schedule & lucrative employee referral program Salary range may vary by work state/geographical region/territory Easy to get to office location with newly built-out office space Free coffee, snacks and other goodies all day long Company Overview Cleveland Diagnostics is a diagnostics company developing efficacious, affordable diagnostics tests to improve cancer diagnostics. It was founded in 2013, and is headquartered in Cleveland, Ohio, USA, with a workforce of 51-200 employees. Its website is http//www.clevelanddx.com.
