Sales & Revenue Operations Manager at ConnectiveRx in US-NJ-Whippany

Job description

• Being on medication is tough enough. We want to make getting it the easy part . Getting prescriptions to patients has become increasingly complex. When things get messy along the prescription journey, pharmaceutical manufacturers rely on us to untangle the process and create a clear path—allowing patients to build trusting relationships with their medication brands.
• We’re not only committed to taking the pain out of the prescription process, but we’re also devoted to bringing the brightest minds together under one roof. We bring together diverse voices—engineers, pharmacists, customer service veterans, developers, program strategists and more—all with one vision. Each perspective and experience makes ConnectiveRx better than the sum of its parts.
• The Sales & Revenue Operations Manager enables the overall Sales organization to generate revenue by providing the systems, processes, data, insights, content, and cross-functional coordination needed to build pipeline, advance opportunities, and improve execution.
• This role sits at the intersection of four disciplines — Sales Operations, Revenue Operations, Sales Enablement, and Marketing Operations — and is responsible for ensuring BD has clean CRM data, timely reporting, a well-managed sales process, strong account strategy support, a functioning lead-generation engine, and the content and tools needed to win business.
• The role exists to remove friction from the deal lifecycle: fewer manual workarounds, faster progression through pricing/legal/RFP steps, better visibility into pipeline health, and stronger, more consistent go-to-market execution across Patient Services and EHR Messaging.

Responsibilities

• CRM Management (Salesforce)
• Own day-to-day Salesforce administration for the BD org.
• Drive ongoing data hygiene — deduplication, required-field enforcement, opportunity stage discipline, and account/contact accuracy.
• Manage enhancement backlog: gather requirements from BD, prioritize with IT/Salesforce Admin, and test/deploy changes (fields, page layouts, automations, dashboards).
• Maintain documentation and training materials for CRM processes and updates.
• AI Orchestration
• Serve as the BD-side owner for AI/Copilot agent rollout — identifying use cases (call prep, account summarization, RFP drafting, meeting recaps) and coordinating deployment with IT.
• Monitor adoption and effectiveness of AI tools across the BD team; gather feedback and iterate on prompts, workflows, and governance.
• Evaluate new AI-enabled sales tools and orchestrate integration with existing tech stack (Salesforce, HubSpot, reporting).
• Sales & Business Reporting
• Build and maintain KPI dashboards covering pipeline health, progress-to-goal, win/loss trends, and rep-level activity.
• Deliver recurring reporting cadences (weekly pipeline, monthly business reviews, quarterly board/EMT materials) with clear, actionable insights.
• Measure the impact of sales initiatives (e.g., territory realignment, new content, process changes) and report back on ROI.
• Partner with Finance/RevOps leadership on forecast accuracy and revenue-target tracking ($ pipeline vs. goal by product line).
• Sales Process Support for BD
• Act as the process owner/deal-desk contact who helps reps move opportunities through RFP, pricing, legal, and contracting steps.
• Track and enforce sales-stage accountability so opportunities don't stall; flag at-risk or aging deals to leadership.
• Coordinate cross-functional handoffs (Pricing, Legal, Program Management) to reduce cycle time from proposal to signed agreement.
• Maintain and continuously improve documented sales process playbooks (stage definitions, exit criteria, approval workflows).
• Sales Strategy Support
• Support account planning for Strategic/Expand/Extend tier accounts, including account research, competitive positioning, and whitespace analysis.
• Build and maintain frameworks (e.g., BCG-style prioritization, ICP scoring) to guide territory and account-level focus.
• Conduct market and competitive research (e.g., competitor hub providers, therapeutic-area trends) to inform BD targeting and messaging.
• Go-to-Market Strategy & Execution
• Translate company and product priorities into coordinated go-to-market plans with clear target segments, value propositions, channels, milestones, owners, and revenue objectives.
• Build launch and commercialization plans for new products, capabilities, and market expansions across Patient Services and EHR Messaging.
• Coordinate execution across BD, Marketing, Product, Pricing, Legal, Program Management, and Finance, ensuring dependencies, decisions, and risks are actively managed.
• Define account-selection, segmentation, messaging, campaign, enablement, and sales-readiness requirements before launch.
• Establish launch dashboards and operating cadences to track market response, pipeline creation, conversion, revenue contribution, seller adoption, and execution against plan.
• Lead post-launch reviews, identify execution gaps, and recommend changes to positioning, targeting, process, content, or resource allocation.
• Lead Generation
• Own the sales engagement process and cadences that convert marketing-qualified leads into BD-qualified opportunities.
• Provide day-to-day direction to the BD Associates team on prospecting execution, sequencing, and lead follow-up.
• Manage the HubSpot–Salesforce connection to ensure clean lead routing, attribution, and handoff between Marketing and BD.
• Collaborate with Marketing on campaign timing, lead scoring criteria, and feedback loops on lead quality.
• Sales Enablement and Marketing Operations
• Partner with Product and Marketing to define go-to-market strategy, launch timing, target audiences, positioning, value propositions, competitive differentiation, and sales-readiness requirements for new capabilities.
• Convert product roadmaps into executable commercial launch plans, including messaging, content, training, demand generation, account activation, and field-feedback activities.
• Serve as a feedback conduit from BD to Marketing on market needs, competitive gaps, client requests, objections, and adoption barriers.

Requirements

• Bachelor’s degree in Business Administration, Marketing, Finance, Analytics, Information Systems, or a related field required.
• An equivalent combination of education and relevant professional experience may be considered.
• Relevant certifications in Salesforce, HubSpot, Tableau, project management, or revenue operations are preferred.
• Experience
• 5+ years of experience in Sales Operations, Revenue Operations, Sales Enablement, Marketing Operations, or related commercial roles.
• Industry experience within pharmaceutical services, healthcare, or B2B SaaS environments preferred.
• Experience working with cross-functional commercial processes involving Sales, Marketing, Product, Legal, and Finance.
• Experience supporting technology adoption initiatives, including AI-enabled tools and process improvements.
• Knowledge
• Knowledge of Sales Operations, Revenue Operations, Sales Enablement, and Marketing Operations practices.
• Understanding of CRM administration, data management, and commercial reporting processes.
• Knowledge of marketing automation, lead management, and lead-routing workflows.
• Understanding of commercial KPIs, dashboard design, and data-driven decision-making.
• Familiarity with pharmaceutical services, healthcare, or B2B SaaS business models.
• Awareness of AI-enabled sales technologies and their application within commercial processes.
• Skills
• Hands-on CRM administration experience (Salesforce or HubSpot).
• Experience with marketing automation platforms and lead-routing integrations.
• Strong analytical skills, including building KPI dashboards and translating data into business insights (Excel, Google Sheets, Salesforce, Tableau reporting).
• Familiarity with AI-enabled sales tools (e.g., Copilot, generative AI for content and RFP drafting).
• Excellent written and verbal communication skills, including the ability to develop polished, executive-ready presentations and materials.
• Competencies
• Analytical thinking and data-driven decision-making.
• Business acumen and commercial awareness.
• Project planning, organization, and execution.
• Cross-functional collaboration and stakeholder management.
• Strategic problem-solving.
• Change management and technology adoption.
• Initiative and continuous improvement.
• Attention to detail and commitment to quality.
• Executive communication and presentation effectiveness.
• Ability to manage multiple priorities in a fast-paced environment.

Skills

Required

• Strategic problem-solving.
• Initiative and continuous improvement.
• Salesforce
• HubSpot
• Tableau
• Excel
• Google Sheets

Benefits

• Compensation & Benefits: This position offers opportunities for a bonus (or commissions), with total compensation varying based on factors such as location, relevant skills, experience, and capabilities.
• Employees at ConnectiveRx can access comprehensive benefits, including medical, dental, vision, life, and disability insurance. The company regularly reviews and updates its health, welfare, and fringe benefit policies to ensure competitive offerings. Employees may also participate in the company’s 401(k) plan, with employer contributions where applicable.
• Time-Off & Holidays: ConnectiveRx provides a flexible paid time off (PTO) policy for exempt employees, covering sick days, personal days, and vacations. PTO is determined based on an employee’s first year of service. Employees also receive eight standard company holidays and three floating holidays annually, with prorations applied in the first year.
• The company remains committed to providing competitive benefits and reserves the right to modify employee offerings, including PTO, STO, and holiday policies, in accordance with applicable laws and regulations.
• USD $83,000.00 - USD $140,100.00 /Yr.