Director of Revenue Operations, SmithRx
Next-generation pharmacy benefits
Open for applications
Next-generation pharmacy benefits
201-500 employees
Open for applications
201-500 employees
Company mission
To reduce the complexity and costs of pharmacy benefits with a cleaner business approach and the industry’s most advanced and flexible technology platform.
Role
Who you are
- The ideal candidate will have a strong background in revenue operations with a proven track record for driving results
- 10+ years of experience in Revenue/Sales Operations, with 3+ years of people leadership experience, demonstrating a proven track record of successful execution and achieving business goals
- Startup experience, where you thrived in a fast-paced environment, is a strong plus
- Experience in software / employee benefits / healthcare industries is a plus
- Bachelor's degree or equivalent experience, advanced degree or MBA preferred
- Expertise in Salesforce with a deep understanding of its functionality and best practices. Demonstrated experience with certifications like Salesforce Administrator or equivalent
- Exceptional analytical skills and a keen eye for detail. Experience with Looker or similar data visualization tools is a plus, allowing you to transform data into actionable insights for key stakeholders
- Excel at both written and oral communication, adeptly presenting revenue KPIs and QBRs to audiences including senior leaders, small groups, and non-technical stakeholders
- Proven track record of delivering impact across multiple go-to market teams including sales, customer success and marketing
What the job involves
- SmithRx’s revenue team is seeking a seasoned Revenue Operations leader to join our growing team
- In this strategic leadership role, you'll collaborate directly with senior executives to identify and execute initiatives that propel revenue growth and optimize sales team performance
- This individual will be responsible for implementing and managing revenue-related systems, deep diving into revenue performance, and implementing new processes and policies based on your findings
- Lead the identification, development and implementation of new programs, processes, frameworks and products to streamline Revenue Operations, ensuring efficient end-to-end GTM execution, and collaboration with cross-functional teams to identify sales growth opportunities
- Quarterback concurrent projects, ensuring clear communication and comprehensive documentation for seamless execution and team alignment
- Develop and maintain robust sales reports and dashboards that track key performance indicators (KPIs) and translate insights into actionable strategies for revenue growth
- Analyze sales data and performance metrics to identify areas for improvement and implement solutions that optimize the sales engine
- Maintain ongoing reporting of pacing and sales forecast, including regular reviews with internal customers and revenue gap closure planning
- Perform bottom-up revenue planning by client and product / revenue stream (working in close partnership with Sales and Finance) for budgeting and allocations
- Become the trusted advisor and subject-matter expert on internal sales tools and processes, empowering the team with in-depth knowledge
- Provide comprehensive training and support to sales and marketing teams on revenue-related processes and systems, ensuring successful adoption and driving results
- Collaborate with stakeholders to create and administer sales quota, territory and competitive compensation plans that incentivize and reward top sales performance
- Work closely with Legal, Implementations, and Account Management teams to drive efficient onboarding of new clients, including client contract management
- Advance our data analytics capabilities from descriptive (what happened) to diagnostic (why it happened), predictive (what will happen) and ultimately to prescriptive (what should we do to make it happen)
- Develop a data-driven approach to sales and churn forecasting that leverage both leading and lagging indicators and front-line knowledge of potential outcomes
- Work cross-functionally with internal partners to ensure strategy alignment across the organization and ensure seamless collaboration
- Drive critical issue resolution and eliminate roadblocks
- Serve as the key escalation point for critical issues and initiatives impacting the sales team
- Foster an inclusive and supportive environment where team members of all backgrounds and experiences feel valued, empowered, and can contribute their best work
Our take
PBMs (Pharmacy Benefit Managers) save payers and patients 40% to 50% on prescription drug and related medical costs in the US, compared to what they would spend without them. It’s generally accepted, though, that PBMs are working for profit and not solely on the customers benefit.
SmithRx is a company looking to reduce complications in the current system with its innovative PBM structure. It uses its cloud-based technology to present the most cost effective options transparently to self-insured businesses, supporting them in getting the lowest cost drugs they can, as well as making the transition to these alternatives seamless.
It does this by partnering with innovative drug companies, as well as applying coupons and making use of available savings and assistance programs. As the company does not take economics from the supply chain, it is able to work for its customers with no hidden agendas. Having recently secured funding, the company is looking towards continued growth as well as pursuing leadership in the sector.
Steph
Company Specialist
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 5 rounds)
Jan 2024
$60m
SERIES C
Mar 2022
$20m
SERIES B
Total funding: $97.5m
Company benefits
- Comprehensive wellness benefits including Medical, Pharmacy, Dental and Vision. We pay up to 90% for you and your family
- Fully paid life insurance and disability benefits
- Paid Parental Leave benefits
- Professional development, training and career growth opportunities
- Generous paid time off
Company values
- Operate With Integrity: Always operate with honesty and transparency so we earn the trust of our clients
- Courage To Transform: Demonstrate the courage needed to take on a broken industry and continuously improve what we offer to optimise health outcomes
- Together We Succeed: Foster a collaborative and inclusive environment that values teamwork, respect, and open communication, and encourages creativity and diversity of thought
Company HQ
South Park, San Francisco, CA
Articles
Leadership
Jake Frenz
(CEO)Previously worked as Director of Plan Operations at CollectiveHealth and Project Director at Anthem Inc.
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