Manager, Commercial Operations

| Watertown
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Position Summary:

The Sales & Marketing (S&M) Optimization Manager is responsible for planning, analytics and process improvement for all athenahealth S&M teams and operations. Beginning with total addressable market (TAM) all the way through the conclusion of the sales process, the S&M Optimization Manager is tasked with defining and reporting on key performance indicators (KPIs) at every stage of the upper funnel and active pipeline, designing, implementing and insuring adoption of S&M process standards and best practices and managing key internal business operations in support of prospect lead generation, channel partner management, active pipeline development and deal execution. The S&M Optimization manager serves as a business partner to S&M leadership, generating insights into channel, territory and team performance and manages the reporting and meeting cadence between the Sales, Marketing and athena’s Executive Leadership Team (ELT). The S&M Optimization Manager is also responsible for participating in the annual planning process, helping to set S&M team and individual goals, designing performance incentive plans and identifying cross-functional dependencies. The S&M Optimization Manager reports directly the S&M Optimization Director and is part of the broader Marketing and Operations division.
Essential Functions (Duties and Responsibilities):

35% [Primary Function]

  • Engage with S&M leadership on a recurring basis to review and analyze KPI trends and performance, highlight key insights and strategize on opportunities to improve business outcomes. Produce business reports and metrics packages and facilitate quarterly commercial deep dives with Sales, Marketing, Product and Finance leadership.


25%

  • Identify inefficient or non-standard S&M processes and lead effort to improve or redesign. Create process documentation, training materials and adherence reporting, and lead rollout and implementation of new or updated processes. Develop business requirements and partner with S&M Product Management team to design and deploy internal tools and solutions (e.g. Salesforce.com).


20%

  • Oversee, and in some cases directly support, the work of associates and senior associates responsible for managing ongoing S&M internal business operations, including data quality management, marketing campaigns, channel partner operations, sales territory assignments, etc. Engage with offshore business process outsourcing (BPO) partner organizations and identify opportunities to increase offshoring and automation of S&M internal business operations.


15%

  • Actively participate in athena’s annual planning process. Develop forecast models for key operational performance measures, participate in S&M goal setting, identify cross-functional dependencies, etc.


5%

  • Lead and support ad hoc projects and analyses aimed at improving commercial performance and business outcomes.


Education & Experience Required:

  • Bachelor’s degree (required)
  • 5-8 years of financial services (e.g. investment banking), management consulting, corporate finance/strategy or other analytical/business process-related experience
  • Experience working in or supporting B2B SaaS or other high-tech sales and marketing organizations
  • Experience serving as business partner to or regularly interacting with c-suite and executive leadership teams
  • Healthcare industry experience preferred, but not required


Knowledge & Skills:

  • Excellent executive presence and financial and business acumen
  • Strong analytical skills, including financial modeling, data management and analysis, etc.
  • Excellent verbal and written communication skills
  • Comfortable giving and receiving direct and honest feedback
  • Comfortable working in a fast-paced, constantly-evolving environment

Position Summary:

The Sales & Marketing (S&M) Optimization Manager is responsible for planning, analytics and process improvement for all athenahealth S&M teams and operations. Beginning with total addressable market (TAM) all the way through the conclusion of the sales process, the S&M Optimization Manager is tasked with defining and reporting on key performance indicators (KPIs) at every stage of the upper funnel and active pipeline, designing, implementing and insuring adoption of S&M process standards and best practices and managing key internal business operations in support of prospect lead generation, channel partner management, active pipeline development and deal execution. The S&M Optimization manager serves as a business partner to S&M leadership, generating insights into channel, territory and team performance and manages the reporting and meeting cadence between the Sales, Marketing and athena’s Executive Leadership Team (ELT). The S&M Optimization Manager is also responsible for participating in the annual planning process, helping to set S&M team and individual goals, designing performance incentive plans and identifying cross-functional dependencies. The S&M Optimization Manager reports directly the S&M Optimization Director and is part of the broader Marketing and Operations division.
Essential Functions (Duties and Responsibilities):

35% [Primary Function]

  • Engage with S&M leadership on a recurring basis to review and analyze KPI trends and performance, highlight key insights and strategize on opportunities to improve business outcomes. Produce business reports and metrics packages and facilitate quarterly commercial deep dives with Sales, Marketing, Product and Finance leadership.


25%

  • Identify inefficient or non-standard S&M processes and lead effort to improve or redesign. Create process documentation, training materials and adherence reporting, and lead rollout and implementation of new or updated processes. Develop business requirements and partner with S&M Product Management team to design and deploy internal tools and solutions (e.g. Salesforce.com).


20%

  • Oversee, and in some cases directly support, the work of associates and senior associates responsible for managing ongoing S&M internal business operations, including data quality management, marketing campaigns, channel partner operations, sales territory assignments, etc. Engage with offshore business process outsourcing (BPO) partner organizations and identify opportunities to increase offshoring and automation of S&M internal business operations.


15%

  • Actively participate in athena’s annual planning process. Develop forecast models for key operational performance measures, participate in S&M goal setting, identify cross-functional dependencies, etc.


5%

  • Lead and support ad hoc projects and analyses aimed at improving commercial performance and business outcomes.


Education & Experience Required:

  • Bachelor’s degree (required)
  • 5-8 years of financial services (e.g. investment banking), management consulting, corporate finance/strategy or other analytical/business process-related experience
  • Experience working in or supporting B2B SaaS or other high-tech sales and marketing organizations
  • Experience serving as business partner to or regularly interacting with c-suite and executive leadership teams
  • Healthcare industry experience preferred, but not required


Knowledge & Skills:

  • Excellent executive presence and financial and business acumen
  • Strong analytical skills, including financial modeling, data management and analysis, etc.
  • Excellent verbal and written communication skills
  • Comfortable giving and receiving direct and honest feedback
  • Comfortable working in a fast-paced, constantly-evolving environment

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Location

311 Arsenal Street, Watertown, MA 02472

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