Sales Operations Director

10010 NCCT (National Center for Clinical Trials) - AdministrationFull timeYes40

JOB SUMMARY

The Advocate Health National Center for Clinical Trials (NCCT) is setting a new benchmark for excellence and innovation in clinical trial solutions. Our goal is simple yet bold: We connect researchers to a broad population of patients and streamline the enrollment process, delivering more inclusive cohorts and more efficient clinical trials. And we make it easy for patients to engage in clinical trials in their own communities.

Grounded in experience and supported by the integrated research expertise of Wake Forest University School of Medicine, the Advocate Health National Center for Clinical Trials is a first-of-its-kind, fully integrated solution designed to make participation in clinical trials part of the standard of care for patients. Our technology ecosystem supports clinical trials across all stages of planning and execution, from recruitment and retention to management and virtual care, delivering efficient processes and high-quality results. Powered by the expertise of the school of medicine’s research team and Advocate Health clinicians and accelerated by cutting-edge technology, we are uniquely positioned to make an impact.

The Sales Operations Director plays a pivotal role in advancing the mission of the NCCT by supporting business development and NCCT leadership in establishing robust commercial processes and reporting. This individual will report to the Vice President and Head of Commercial Development, working closely with cross functional leaders to enable transparent, reliable, and scalable commercial workflows which expand the clinical trials portfolio across Advocate Health.

EXPERIENCE

Strategic Thinking: Ability to connect operational details to organizational strategy; anticipates downstream impacts of decisions. Analytical Rigor: Strong quantitative skills and comfort working with large datasets to drive insights and recommendations. Process Excellence: Track record of designing efficient, scalable workflows with appropriate controls and governance. Stakeholder Influence: Skilled at building trust and alignment across diverse, senior stakeholders without direct authority. Ability to translate complex data and processes into clear narratives for both operational and executive audiences. Communication. Adaptability: Thrives in ambiguous, evolving environments; brings structure and clarity to nascent functions.

ESSENTIAL FUNCTIONS

Sales Process Design & Optimization

• Design, document, and continuously improve the end-to-end sales process — from prospecting and opportunity qualification through contracting and sponsor onboarding.
• Implement and manage CRM systems and workflows (e.g., Salesforce) to ensure data integrity, pipeline visibility, and process adherence across the commercial team.
• Partner with Business Development leads to identify bottlenecks and implement scalable solutions that reduce cycle time and increase win rates.
• Develop and maintain a standardized playbook covering outreach cadences, proposal templates, contract frameworks, and escalation protocols.

Reporting & Analytics

• Own commercial reporting across pipeline, bookings, revenue, and sponsor engagement metrics — providing weekly, monthly, and quarterly dashboards to the Head of Commercial Development and senior leadership.
• Build and maintain forecasting models to support resource planning, budgeting, and strategic decision-making.
• Conduct win/loss analysis and market intelligence synthesis to inform competitive positioning and go-to-market strategy.
• Serve as the primary liaison with Finance to ensure alignment between commercial activity and revenue recognition practices.

Standards, Compliance & Governance

• Establish and enforce commercial standards, policies, and controls to ensure consistency, auditability, and alignment with Advocate Health compliance requirements.
• Partner with Legal, Compliance, and Research Operations to develop contracting standards and ensure all commercial engagements meet regulatory requirements.
• Lead the development and maintenance of SOPs governing the commercial development lifecycle for clinical trial agreements.
• Conduct periodic audits of sales activity data and documentation to ensure accuracy and governance adherence.

Team Leadership & Cross-Functional Collaboration

• Mentor and develop Sales Operations staff, building a high-performing, analytically rigorous team.
• Act as a strategic partner and thought leader to the Head of Commercial Development, providing data-backed recommendations on resource allocation, territory design, and incentive structures.
• Collaborate closely with Marketing, Clinical Operations, Finance, Legal, and IT to ensure seamless coordination across the commercial lifecycle.
• Lead change management efforts as new tools, processes, or organizational structures are introduced.

SKILLS/QUALIFICATIONS

Required

Bachelor’s degree in business, Life Sciences, Healthcare Administration, or a related field. 7+ years of progressive experience in sales operations, commercial operations, or revenue operations, with at least 3 years in a leadership role. Demonstrated experience designing and implementing sales processes and CRM systems in a complex, B2B environment. Strong analytical capabilities with proficiency in CRM platforms (Salesforce preferred), BI tools (Tableau, Power BI), and Microsoft Excel. Proven track record of building reporting infrastructure and translating data into actionable business insights. Experience operating in a heavily matrixed healthcare, academic medical center, or life sciences organization.

Preferred

Master's degree (MBA, MHA, or equivalent). Direct experience supporting clinical research operations, site networks, or pharmaceutical/biotech sponsor partnerships. Familiarity with clinical trial contracting frameworks (e.g., budget templates, coverage analysis, CTA structures). Experience with healthcare compliance standards (e.g., Stark Law, Anti-Kickback considerations in research contexts). Background in change management and organizational transformation in large health systems.

Pay Range

$68.20 - $102.30Major Responsibilities:

• Directs the work priorities of a team of analysts capable of bridging strategic business questions and challenges with well-formulated and actionable information.
• Works collaboratively with and advises executive leadership, BD, finance and data warehouse in assessing markets and business opportunities.
• Supports major corporate initiatives. Oversees development of related decision support and analytic activities to include key performance indicator reporting, managed care and AACN reporting, Crimson Market Advantage reporting and ad hoc reporting.
• Member of BD sub-teams providing high-level guidance and support around strategic questions and opportunities for mergers and acquisitions, five-year business planning, managed care strategy, AACN analysis support and system/market geography and opportunities/affiliations.
• Creates and manages the development and tracking of metrics and key performance indicators specific to organizational and tactical goals, initiatives and purposes.
• Works collaboratively with executive leadership, Business Development (BD), finance and information technologies in assessing markets and business growth opportunities assuring accurate pro forma assumptions for all major initiatives. Supports major corporate initiatives. Manages the development of related business decision support and analytics activities and products.
• Leads the technical guidance and advice to users for approximate use and interpretation of data and strategic analysis. Identifies and coordinates internal and external market based and financial data and information sources.
• Performs human resources responsibilities for staff which include interviewing and selection of new employees, promotions, staff development, performance evaluations, compensation changes, resolution of employee concerns, corrective actions, terminations, and overall employee morale.
• Develops and recommends operating and capital budgets and controls expenditures within approved budget objectives.
• Responsible for understanding and adhering to the organization's Code of Ethical Conduct and for ensuring that personal actions, and the actions of employees supervised, comply with the policies, regulations and laws applicable to the organization's business.

Licensure, Registration, and/or Certification Required:

• None Required.

Education Required:

• Bachelor's Degree in Business or related field.

Experience Required:

• Typically requires 7 years of experience in decision analytics and financial analytics in a complex health system or integrated managed care setting. Includes 3 years of management experience in managing and developing analyst talents, in the management of budgets and in functions related to decision analytics in a large, complex organization.

Knowledge, Skills & Abilities Required:

• Knowledge of finance, market and clinical data, with an understanding of how the data can be organized into decisive, actionable information.
• Ability to conceptualize the modeling process, data sources, and the data’s final effects on the decision making process.
• Excellent statistical analysis skills, including an ability to review data and challenge validity.
• Excellent knowledge of primary and secondary research techniques, experience working with outside vendors and strong project management skills are necessary.
• Ability to think and act strategically to support advanced work and to manage and motivate direct reports.
• Ability to relate effectively with executives throughout the organization (System, operations, finance and integrating functions), and the ability to work with diverse populations and personalities throughout a larger corporation structure.
• Excellent presentation, written and oral communication skills and the ability to explain complex analytical data in an easy to understand manner.
• Must possess creativity and strong organizational and team leadership and analytical skills.
• Proficiency in utilizing Microsoft Office Suite products or similar products and major market planning software.

Physical Requirements and Working Conditions:

• Exposed to normal office environment.
• Position may require regional travel which may result in exposure to road and weather hazards.
• Exposed to normal office environment.

This job description indicates the general nature and level of work expected of the incumbent. It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. Incumbent may be required to perform other related duties.

Our Commitment to You:

Advocate Health offers a comprehensive suite of Total Rewards: benefits and well-being programs, competitive compensation, generous retirement offerings, programs that invest in your career development and so much more – so you can live fully at and away from work, including:

Compensation

• Base compensation listed within the listed pay range based on factors such as qualifications, skills, relevant experience, and/or training
• Premium pay such as shift, on call, and more based on a teammate's job
• Incentive pay for select positions
• Opportunity for annual increases based on performance

Benefits and more

• Paid Time Off programs
• Health and welfare benefits such as medical, dental, vision, life, and Short- and Long-Term Disability
• Flexible Spending Accounts for eligible health care and dependent care expenses
• Family benefits such as adoption assistance and paid parental leave
• Defined contribution retirement plans with employer match and other financial wellness programs
• Educational Assistance Program