Sr. Manager Sales Excellence - Remote Eligible

Sr. Manager Sales Excellence

Our business purpose is to drive life-changing clarity in precision diagnostics that helps uncover what's hidden inside the body – enabling earlier, more confident decisions in the fight against diseases like Alzheimer's, cardiovascular conditions, and cancer. As part of a company that delivers both radiopharmaceutical doses and the PET imaging infrastructure needed to use them, we play a critical role in expanding access to precision diagnostics – for providers, for systems, and most importantly, for patients. What sets us apart is a combination of unmatched clinical expertise, unwavering commitment to advancing science, as well as our deep commitment to showing up with urgency, care, and empathy – helping more people move from uncertainty to understanding. We believe that behind every scan is a heartbeat and behind every heartbeat is a story, and we treat each one like it matters – because lives are shaped in moments like these.

You'll thrive here if you care deeply – about your teammates, about the people we serve, and about doing what's right, even when it's hard. You bring both heart and discipline to your work, with a curiosity to uncover what customers truly need and the courage to make tough calls when clarity is elusive. This is a space where ambiguity is real, decisions carry weight, and collaboration isn't optional – it's how we move forward. If you find meaning in building something that matters and supporting others while doing it, you'll feel at home here.

We are seeking a highly talented individual to join our Sales Operations organization and serve as a thought leader building out the Sales Excellence function and Business Partner role. This key position will shape the future structure of sales engagement driving strategic direction and partnership in an advisory capacity to optimize performance, decision making and strategy. The person filling this role will align directly sales leadership of the assigned sales organizations, serving as their primary business partner, and will be responsible for providing forward-looking insights to guide Sales Management on areas of growth and improvement for the business, as well as manage an efficient business cadence to enable consistent, predictive outcomes. Additionally, this role will build out the core structure of operational excellence around the business partner role and provide leadership, coaching and development to build out a high-performing strategic team, balancing mentorship with hands-on execution.

Key outcomes for this leader include: driving the overall sales productivity and effectiveness through a consistent and predictable business cadence, standards adoption and training and coaching engagement; being a catalyst for accelerating growth by executing key business strategies and providing insights and analytics enabling the optimization of sales structure, alignment, and approaches; demonstrating cross functional leadership championing insights/opportunities and driving agreed objectives/business outcomes; and offering insight and driving sales process innovation and simplification to the broader business.

Responsibilities for this highly visible role include:

• Build the definition around key analytics and insights to enable the comprehensive and thoughtful assessment around the opportunity, performance and effectiveness of the business. Leverage these business insights to drive recommendations around choice points and sales levers to support achievement of key sales objectives.
• Partner closely with sales leadership and marketing to evaluate the customer opportunity within their region and territories to determine strategies for capacity/headcount planning, territory/coverage optimization and account alignment/targeting leveraging data driven insights.
• Provide proactive and actionable insight to sales leadership to identify the best opportunity to focus on and build short- and long-term pipeline health to drive business growth including new clients, referral business, and renewals.
• Oversee and help execute portfolio/account plan development/reviews for territories.

Business Cadence:

• Develop and manage standard operating structure to enable an efficient business cadence (performance review, pipeline, forecasting) and annual business planning process.
• Champion and support the GEHC PDx sales model ensuring sellers understand and are leveraging standard sales methodologies and readiness practices, elevating the engagement within the account to drive success.
• Track and manage the adoption, usage and health of pipeline development and DMS per the defined sales process established – provide coaching and training as needed to support adoption and health goals.
• Facilitate and lead the sales forecast processes, rollup and risk management and action planning.
• Ensure that sales processes, tools and programs are effectively communicated, trained on and tracked.
• Review results, performance and trending, and partner with leadership to address risk/opportunity.
• Support effective deal development and pricing strategies.

Improving Sales Capability, Productivity & Driving Growth:

• Build a deep understanding around our businesses and develop standardized sales approaches and playbooks to maximize sales conversion and velocity.
• Define key performance indicators (leading and lagging) and create the insight and forums to manage review and action planning building a performance driven culture.
• Be accountable for driving the initiatives that improve seller performance and productivity measurably and sustainably; develop programs and metrics that increase the adoption of the right sales behaviors and outcomes around account and call planning, pipeline forecasting, win rate, deal velocity, customer growth and forecast accuracy.
• Assists sales management in understanding and addressing sales deficiencies, process bottlenecks and performance inconsistencies.
• Track leading indicators to performance around sales activity and deliver coaching strategies as needed to deliver improvement.
• In collaboration with Business/Sales Leaders and key training partners, be accountable for supporting the seller onboarding & training process to improve the new employee experience, accelerate their ramp-up and increase retention of top sales talent.

Cross Functional Leadership:

• Champions a continuous improvement culture defining transformation opportunities.
• Builds peer support and strong internal-company relationships with other key management personnel to support the end to end customer experience.
• Facilitates a culture of continuous improvement by identifying and executing on opportunities for sales process enhancement, selling approach and opportunity development through collaboration with cross functional teams such as Marketing, Training, Supply Chain and other Partners.
• Partners as required with necessary teams to deliver and maintain operational training of sales systems, processes, sales programs.

Qualifications:

• 10+ years in a sales operation's strategy/planning/excellence role
• Preferred background in sales or aligned within a sales organization
• Demonstrated background partnering with leadership to affect change and drive business results/outcomes
• Know what best in class sales structure, process and methodologies look like
• Strategic thinker – ability to see the big picture and develop short/long-term data driven plans to enable successful outcomes aligned with business objectives
• Comfortable with ambiguity and have a strength in driving definition and structure to create standardization
• Ability to work with large sets of data to build clear and actionable decision making tools
• Strong analytic, communication and presentation skills – demonstrated strength to convert data into insights and storylines that uncover insights to shape actions, solve problems and enhance decisions
• Ability to effectively diagnose/assess situations, data, opportunities and construct a plan to manage them
• Strong familiarity with sales process, methodologies, strategies
• Background and expertise with Salesforce.com, visualization tools like PowerBI

Have the passion to drive transformation and change

Track record of building and managing high performing teams