Director, Sales Operations

Pricing Strategy & Management

• Lead Pricing Strategy: Own the development and execution of the company’s pricing strategy for mobile clinical trial services, ensuring it aligns with business objectives, competitive positioning, and market trends.
• Market Research & Competitive Analysis: Conduct in-depth market research and competitive analysis to understand pricing trends and client expectations, using this information to drive pricing decisions and refine pricing models.
• Financial Modeling & Analysis: Build and maintain detailed financial models to evaluate pricing scenarios, forecast profitability, and assess pricing strategies’ impact on revenue and margins.
• Pricing Process Ownership: Oversee the end-to-end pricing process, from initial proposal creation to final pricing approval, ensuring consistency, accuracy, and alignment across all pricing proposals.
• Collaborative Cross-Functional Work: Partner with sales, operations, finance, and senior leadership to ensure pricing aligns with customer needs, internal cost structures, and strategic goals.
• Revenue Optimization: Work with the sales team to identify opportunities for margin improvement, including optimizing discounting strategies and exploring new revenue models.
• Pricing Tool Development: Develop and implement pricing tools and systems to streamline and automate pricing processes, ensuring efficiency and scalability.
• Compliance & Documentation: Ensure pricing models and proposals comply with internal policies, legal requirements, and contractual agreements.
• Reporting & Metrics: Monitor and report on key pricing metrics, including win rates, pricing performance, and competitive positioning, and provide regular updates to senior leadership.

 

Proposals & Contracts Support

• Proposal Development & Review: Collaborate with the sales team to develop pricing and financial components of client proposals, ensuring alignment with overall pricing strategy.
• Bid Support & Presentations: Participate in bid defense meetings and customer discussions to support the sales team with expert site and pricing insights and strategies.
• Lead study feasibility assessments across our network based on protocol requirements, site capabilities, and patient access.
• Develop patient recruitment forecasts and enrollment strategies for sponsor proposals.
• Maintain a network-wide database of site profiles, investigator expertise, and therapeutic capabilities.
• Collaborate with sites and investigators to assess fit for new protocols and gather real-world operational insights.
• Support completion of sponsor/CRO feasibility questionnaires and RFIs.
Track feasibility outcomes and KPIs to improve processes and win rates

• Education: Bachelor’s degree in Business, Finance, Life Sciences, or a related field; MBA or relevant advanced degree preferred.
• Experience:
• 5-7 years of experience in pricing, financial modeling, or strategic analysis, ideally in clinical trials, healthcare services, or life sciences.
• 3+ years of experience in proposal and contract management, including pricing components, ideally within the CRO (Contract Research Organization) or health tech industries.
• Proven track record of leading pricing strategy development, financial modeling, and proposals/contracts processes in complex service-based businesses.
• Experience working with both enterprise clients and new business proposals in a highly competitive environment.
• Skills:
• Advanced proficiency in pricing software tools (e.g., CPQ systems, Excel), financial modeling, and pricing analysis.
• Strong analytical skills with the ability to translate data into actionable pricing insights and recommendations.
• Expertise in the proposal and contract development lifecycle, with the ability to interpret and complete feasibility questionnaires.
• Exceptional verbal and written communication skills, with the ability to present complex pricing models and contract details to senior leadership and clients.
• Ability to work independently, manage multiple priorities, and collaborate effectively across departments.
• Strong organizational skills and high attention to detail.