Vice President, Field Operations

Lever in San Francisco, CA

  • Industry: Executive Management - Administrative/Operational Support
  • Type: Full Time
  • Compensation: $112,300.00 - 173,750.00 / Year*

Grand Rounds is a new kind of healthcare company. Founded in 2011, the company is on a mission to raise the standard of healthcare for everyone, everywhere. The Grand Rounds team goes above and beyond to connect and guide people to the highest quality healthcare available for themselves and their loved ones. Grand Rounds creates products and services that give people the best possible healthcare experience. Named a 2019 Best Place to Work by Glassdoor and Rock Healths 2018 Fastest Growing Company, Grand Rounds works with inspiring employers and doctors to empower them to be the change agents we need to make our shared vision a reality.

Grand Rounds Product Suite:

Grand Rounds provides employers with a medical benefit that enables its employees to get medical second opinions, office visits, and emergent care from the top medical experts nationwide within each specialty. When a case is initiated, the Care Team aggregates comprehensive data on each patient, and then connects that patient with a leading medical provider for his or her condition. Patients access our expert network of physicians either locally, through in-office visits, or via remote expert opinions, through our virtual clinic.Grand Rounds orchestrates the analytics, expertise, and technology needed to deliver quality outcomes and cost savings to groups ranging from 1,000 employees to Fortune 50 employers. Our experts hone in on the most complicated, costly, and often high-risk conditions to deliver for patients the best possible diagnosis and advice on course of treatment. Grand Rounds is changing the way people access and consume care.

The Role:

The Vice President, Field Operations will be responsible for partnering with sales and accounts leadership to drive process optimization, territory and quota development, forecasting, sales compensation, deal desk management and overall sales force effectiveness. This role will additionally provide direct counsel to the Chief Commercial Officer (CCO) to drive sales rep performance, develop accurate forecasting & pipeline measures, document and drive account renewal and growth planning, and build strong relationships across sales leadership and related business partners to influence decision making. The position reports to the Chief Commercial Officer, with strong alignment and collaboration with key leaders in the Sales & Accounts organization, especially the VP Sales and VP Accounts.

Responsibilities:

  • Deal Desk - drive deal structuring and packaging, partner with finance and legal
  • Define, publish, and manage pricing guidelines
  • Pricing structure and strategy (operationalize/execution)
  • Discount/Margin management
  • Sales Compensation - drive effective comp strategy, partner with HR and Finance
  • Manage compensation tools/systems (see below)
  • Forecast/Reporting - partner with finance
  • Reporting/analysis on performance
  • Sales productivity metrics/measurements
  • Systems/Tools - drive system effectiveness, partner with IT/Finance/HR
  • Manage Salesforce and other tools relationship, renewals, add-ons
  • Manage Salesforce and other tools effectiveness, governance, usage
  • Expansions/Renewals - drive execution of expansions/renewals process, partner with Accounts team and Finance
  • Support Accounts team in renewals execution, pricing, administration
  • Provide necessary analytics and reporting
  • Drive process and review cycles
  • Pipeline Management - drive overall effectiveness of pipeline, partner with finance and marketing
  • Drive pipeline approach/process/review cycles
  • Manage systems/tools
  • Measure and report on effectiveness
  • Sales Force Planning and Optimization - collaborate with CFO, CCO, and VP Sales to develop territory, coverage, segmentation, and quota setting
  • Periodic review of territory alignment and sales headcount/coverage
  • Budgeting and cost management across go-to-market teams, in collaboration with finance
  • Annual planning process to set next-year target and allocation of quota across teams, segments, markets, and territories
  • Set and manage headcount plan with CCO and CFO
  • Growth Strategy and Planning - collaborate with CCO, marketing, and product to organize campaigns and targeted efforts as well as ongoing competitive intelligence inventory and dissemination
  • Research, analyze, and drive out opportunistic and proactive prospecting strategies (e.g., mine competitor renewal dates)
  • Collaborate with marketing to operationalize and drive follow up on key events and campaigns
  • Document and distribution competitive intelligence
  • Enablement - lead a team of solution consultants, proposal management team, onboarding and training
  • Build deep subject matter expertise in team of solution consultants to support field sales and accounts
  • Oversee proposal management unit, operating a knowledge-base of proposal content, ensuring professional, detailed, deadline-oriented delivery
  • Establish and operationalize sales onboarding and training to ensure sales team is expert in the problems Grand Rounds solves, the solutions we deliver, how we price and package, etc.
  • Plan and manage resource levels across all aspects of this team to ensure adequate support for sales volume

Qualifications:

  • Strong aptitude and experience using Salesforce.com to measure and drives sales performance and reporting
  • 10+ years experience in sales or sales management focusing on business-to-business solution sales
  • 10+ years experience in sales operations, business planning, or in a sales support management role
  • Experience successfully managing analytically-rigorous corporate initiatives
  • Experience managing growing teams
  • Bachelor's degree, MBA or equivalent preferred
-----

Grand Rounds is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Grand Rounds considers all qualified applicants in accordance with the San Francisco Fair Chance Ordinance.


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* Estimated salary


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