Director of Sales Operations

Description

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AVITA Medical is a regenerative medicine company leading the development and commercialization of devices and autologous cellular therapies for skin restoration.

Our FDA-approved RECELL System technology platform treats patients with thermal burn wounds and full-thickness skin defects and is used for re-pigmentation of stable depigmented vitiligo lesions by harnessing the regenerative properties of a patients’ own skin to create Spray-on Skin cells.

Position Summary

Maximize AVITA Medical’s commercial capabilities through sales force enablement, deployment planning, targeting, reporting, forecasting, and analyzing all aspects of AVITA’s sales team activities and performance.

Provide guidance to commercial sales leadership focused on optimizing execution of go to market strategies, business planning, CRM systems, and field effectiveness and efficiency.

Directly manage and develop the Sr. Manager of Sales Operations and other Sales Operations team members.

Key Responsibilities

• Responsible for all aspects of deployment planning, targeting, reporting, forecasting, sales adoption optimization, sales development, territory planning, and sales compensation design and administration.
• Manage quarterly compensation plan designs, quota setting, and payout administration for the US commercial sales team. Design effective contests and SPIFF’s and Kickers to drive sales results.
• Plan Governance and SOX controls.
• Partner with finance on Commission Expense forecast and Accruals.
• Lead Incentive Compensation Committee and Plan design.
• Engage with sales teams with field calculators, performance management reporting, communication, and modeling related to comp programs.
• Work closely with Marketing, Sales Force Effectiveness, and Customer Service to establish a sales operations structure and environment that will promote and implement strategy and operational models to deliver high and consistent service levels to AVITA to grow revenue.
• Working with Sales Effectiveness and Information Technology, influence CRM, field dashboards, and reporting and sales technology strategies / tactics to scale ahead of business needs;

ensuring strategy anticipates full sales funnel.

• Develop key performance metrics and dashboards designed to help sales leadership focus on performance drivers.
• Work with commercial leadership, finance, and human resources to aid with the development and administration of incentive compensation plans.
• Act as a sales advocate and escalation point for resolution of process, policy, or system issues, while managing expectations from a company and operational perspective.
• Manage departmental budgets, create systems and reports to track progress and / or redistribute resources to support strategy and ROI.
• Submit timely and accurate administration management reporting as defined.
• Attend all company-sponsored sales and medical meetings as directed by company management (POAs, National Sales Meetings, Regional and Local Conventions, etc.).
• Participate, support, and contribute to the ongoing training of commercial representatives through programs and initiatives to improve sales effectiveness.
• Liaison between sales and marketing, providing voice of customer feedback to support marketing programs and services.
• Pursue continuous learning and professional development on efficient sales operations, communication, and product knowledge training to maintain in-depth knowledge of the market.

Requirements

• Bachelor’s degree (any major) from an accredited college or university is required.
• Valid driver’s license and safe driving record.
• Sales operations, sales / marketing experience with demonstrated accomplishments in managing complex projects requiring analytical thinking.

Direct leadership experience with large projects from concept to execution. Demonstrated ability to work in a large or small matrix organization bringing comprehensive projects to successful conclusion.

• Ability to conduct sophisticated and creative analysis of complex data, translating the results into actionable deliverables, messages, and presentations.
• Demonstrated ability to define, refine, and implement sales processes, procedures, and policies.

EEOC : AVITA Medical is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

All employment decisions are based on qualifications, merit, and business needs.

Your physical Work Environment Will Require : The physical demands described here are representative of those that must be met by an individual to successfully perform the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit, talk, and hear, stand, walk and / or balance, use hands and fingers to type, handle, feel, grasp, push, and pull.

Hand-eye coordination is necessary to operate computers and various pieces of office equipment. Specific vision abilities required by this job include close vision and the ability to adjust focus.

The individual is frequently required to reach with hands and arms, and repetitive motion. The individual is occasionally required to stoop, kneel, or crouch.

The individual may occasionally lift and / or move up to 25 pounds.

AVITA Medical is an E-Verify participant.

AVITA Medical recognizes the role of information security in ensuring that users have access to the information they require to carry out their work in a secure manner.

AVITA Medical is committed to protecting the security of its information and information systems. As such, each role within AVITA Medical must demonstrate the same commitment to information security.

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