Position Description

AVAVA, Inc is a is a well-funded medical device startup company with a current focus in the Dermatology market space. Among the founders of AVAVA are Dr. Rox Anderson, Dr. Dieter Manstein, and Dr. Henry Chan from Massachusetts General Hospital and Hong Kong University, who are pioneering researchers in the field of laser dermatology with a successful track record of serial entrepreneurship.

The Director, Commercial Operations will be responsible for building a commercial operations function to support a successful launch, and ongoing commercialization of AVAVA's aesthetic dermatology products. This includes hiring & leading a team of commercial operations professionals, developing necessary processes, building necessary commercial operations infrastructure & capabilities in addition to developing and achieving strategic priorities. A successful candidate will bring a strong “roll up your sleeves” mentality to the position and lead a variety of the organization’s growth initiatives, while supporting the Sales Operations, Customer Service Sales Training, and Marketing teams. As a member of the Commercial Leadership Team, this individual will be responsible for supporting or generating recommendations that directly impact the commercial success of the organization.

ESSENTIAL DUTIES and RESPONSIBILITIES

The requirements listed below are representative of the essential duties required of the Director of Commercial Operations.

• Work collaboratively with commercial leadership to develop and implement a field deployment strategy to support the launch of AVAVA’s aesthetic dermatology products.
• Build and manage the day-to-day activities of Sales Operations including sales planning, sales training and compliance, field communications, installation and service efficiency, territory design, incentive compensation performance tracking and related technologies/tools.
• Closely work with Sales Leadership, Customer Service, Sales Training, Salesforce.com, Sales Operations, and Marketing teams to support needs with business systems, process improvement, and project leadership.
• Manage day to day execution of commercial strategic initiatives, including building the business case, scoping, and structuring execution plans, facilitating working team meetings, performing analysis to inform decision making, developing, and tracking deliverables and reporting on progress results. Support commercial and operations leadership in developing critical presentations to support strategic decisions.
• Deeply understand the sales pipeline and ensure accuracy in data and reporting. This includes gathering the requirements and user stories, while working with and managing the Salesforce.com development efforts.
• Be a master at translating data and information into meaningful and actionable insights. Be data obsessed and enable the tools and systems to allow all commercial teams to inspect what they expect.
• Drive sales team effectiveness through territory planning, sales performance tracking, development and delivery of customer engagement and sales enablement tools.
• Partner with the Sales and Marketing teams team to initiate and develop appropriate analytics from the device utilization and treatment data, pricing strategy, value story and messages to support consumer utilization in practices.
• Collaborate with the Program Management team on the commercial enterprise strategy related to data and lead all aspects of digital tools selection, design, development, and implementation ensuring cross-functional business support.
• Design, build and operate a master data warehouse to support all commercial and launch business processes.
• Collaborate closely with the Commercial team to develop local, regional, national insights to support business decisions and facilitate sales pull through.
• Build and lead Decision Support function that will procure, collect, and store all data for the commercial organization. Institute process and framework for business reviews.
• Manage and consolidate the budget process; partner with Finance to track ongoing performance against budget.

SUPERVISORY RESPONSIBILITIES

May include direct supervision and includes team collaboration and direction

SKILLS REQUIRED

• Bachelor's Degree required; MBA or other related graduate-level degree is preferred.
• At least 8-10 years of experience in pharmaceutical, medical device or other relevant life science industry
• At least 5+ years of leadership experience in commercial functions such as sales operations, market access, pricing and contracting, commercial strategy etc. in pharmaceutical, medical device or other life science industry
• 2+ years’ experience in a sales management, or sales training role highly preferred.
• Recent product launch experience preferred, as well as working with vendors in development, implementation, and execution of projects within budget and timeline.
• Highly skilled and experienced working with 3rd party software systems and data sets for targeting and market assessment from vendors. Experience should include, defining data assets needed, procurement though data vendor analysis, and dissemination to sales team.
• Strong analytical and financial acumen skills with high proficiency in analytical tools such as Excel, and Salesforce is a must; should have the ability to assess and summarize large amounts of information and develop recommendations.
• Strong project management skills with the ability to prioritize and manage multiple time-sensitive projects simultaneously.
• Strong interpersonal skills, including diplomacy and flexibility, and the ability to engage and influence effectively with key stakeholders through strong presentation & effective interpersonal skills.

WORKING CONDITIONS AND PHYSICAL EFFORT

Physical Demands/Efforts

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Tasks involve the ability to exert light physical effort in sedentary to light work, but which may involve some lifting, carrying, pushing and/or pulling of objects and materials of light to medium weight (5-45 pounds). Tasks may involve extended periods of time at a keyboard or workstation. Use hands to finger, handle or feel objects, tools, or controls.

Mental & Visual Demands

This position requires attention to detail and managing multiple tasks, teams, disciplines and product lines.

Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of data.

Visual demands are those of a typical Office environment and extensive computer usage.

Work Environment and Hazards

Absence of adverse conditions found in a typical office environment. May be exposed to clinical labs and engineering spaces.

· Ability to travel up to 20% domestically to attend occasional sales meetings and home office based meetings

Disclaimer:

This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

AMERICANS WITH DISABILITIES ACT

Avava and Blossom Innovations complies with all aspects of the Americans with Disabilities Act (ADA) and state disability laws. This means that we will not discriminate against qualified individuals with a disability in any phase of the employment relationship including application for employment, hiring, promotions and/or advancement opportunities, termination, compensation, training and any other conditions or privileges of employment.

Job Type: Full-time

Pay: $120,000.00 - $150,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Life insurance
• Paid time off
• Professional development assistance
• Referral program
• Tuition reimbursement
• Vision insurance

Schedule:

• 8 hour shift

Supplemental pay types:

• Bonus pay

COVID-19 considerations:
COVID 19 protocols are followed

Ability to commute/relocate:

• Waltham, MA 02451: Reliably commute or planning to relocate before starting work (Required)

Experience:

• Medical Device or Pharma: 10 years (Required)
• Sales Mgmt or Sales Training: 2 years (Required)
• Commercial Sales Operations or marketing: 8 years (Required)

Willingness to travel:

• 25% (Required)

Work Location: One location

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