Director, Sales Operations and Development

Website ECRI


Consider These Additional Benefits Of Joining The ECRI Team

ECRI is an inspiring place to work. We share a common mission to help healthcare organizations make smart, compassionate, and ethical decisions for patients.
Industry leadership: We have a long history and proven reputation in patient safety and medical technology research.
On-the-job-learning: You will have the opportunity to work with specialists across medical science, patient care, healthcare management, and technology.
Comprehensive healthcare benefits: We offer medical, dental, vision, life insurance, accidental death and dismemberment, and disability coverage.
Retirement Savings: Our employees can participate in an employer-matching 403(b) Retirement Savings Plan.
Additional benefits: ECRI offers additional benefits to our employees, including paid time off and holiday pay, paid leave for parents, tuition assistance, employee assistance program, access to LinkedIn Learning, and other voluntary benefit programs (e.g. accident insurance, identify theft insurance, flexible spending accounts).
Volunteer Program: ECRI Cares, our employee volunteer program, provides a framework for us to work together and make a difference in the lives of others. All employees are provided 16 hours annually of paid time to volunteer at preapproved ECRI Cares charities during normal business hours.

About Ecri

At ECRI, our passion for safe, effective, and efficient care is ingrained into the fabric of who we are and why we are here. For more than 50 years, the people of ECRI have been unyielding in their work to protect patients from unsafe and ineffective medical technologies and practices. Now, with the acquisition of the Institute for Safe Medication Practices (ISMP), we have created one of the largest healthcare quality and safety entities in the world.

As a non-profit, independent organization, we utilize an unbiased, evidence-based approach to develop guidance, and maintain our principles of integrity and transparent work. Our ethical standards have led us to adopt the industry’s strictest conflict-of-interest policies, and they are why tens of thousands of healthcare leaders worldwide rely on ECRI to guide their clinical, operational, and strategic decisions across all sites of care.

The Most Trusted Voice in Healthcare

Our Areas Of Focus Include

ECRI is proud to serve the healthcare industry, from providers and insurers to government agencies, and medical associations.
Patient Safety: empowering leaders to eliminate patient harm through the dissemination of best practices, guidance, benchmarking, and recommendations.
Evidence-Based Medicine: providing clinical evidence to inform and support decisions on the effectiveness of medical technologies, procedures, genetic tests, and clinical practice guidelines.
Technology Decision Support: arming hospital systems with unbiased insights, so they can optimize their supply chain.

ECRI is the only organization worldwide to conduct independent medical device evaluations, with labs located in North America and Asia Pacific. ECRI is designated an Evidence-based Practice Center by the U.S. Agency for Healthcare Research and Quality and a federally certified Patient Safety Organization by the U.S. Department of Health and Human Services.

At ECRI, our passion for the truth drives us to go further and dig deeper in our pursuit to advance effective, evidence-based healthcare globally.

The success of our organization relies on the kind of creative thinking that can only result from a diverse team of individuals. ECRI is proud to be an employer of choice with an inclusive environment for all employees. As part of this goal and in compliance with various laws and regulations, ECRI provides reasonable accommodation to applicants and employees.

It’s what makes ECRI unique, and why we are the most trusted voice in healthcare.

Position Summary

The Director, Sales Operations and Development is responsible for creating and implementing effective tools, resources, and development programs for all of ECRIs sales force. This includes ECRIs field sales representatives and virtual sales roles. Leads sales forecasting, strategic planning, and budgeting processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts. This role leads support functions essential to sales force productivity, efficiency, and automation. These accountabilities include business planning, reporting, supports sales quota setting, looks for sales process optimization opportunities, and sales program implementation and facilitation.

This role is responsible for execution of the training needs of ECRI sales organization to ensure the organization meets and/or exceeds sales objectives including sales revenue and growth objectives. The Director, Sales Operations and Development will create onboarding training and ensure seamless execution of new salespersons, providing them with the tools and product knowledge they need to be effective at ECRI. Likewise, this position will work with existing sales staff to ensure up to date product knowledge, and consistency of training methods. The role works very closely with all members of the sales team, while collaborating with business line managers, subject matter experts, and other department personnel to provide the sales team with the resources and knowledge needed to drive growth in alignment with ECRIs overall business strategy. Though this role reports to the Client Engagement Center, all training will need to be conducting in conjunction with HR to ensure alignment with overall ECRI development strategy.

The ultimate goal of this roles efforts is to develop a world-class sales force that sells to and serves ECRIs clients because of their knowledge, understanding of healthcare needs, utilizes appropriate tools and their effective selling approach.

Essential Functions

Reasonable Accommodation Statement:

To accomplish this job successfully, an individual must be able to perform, with or without reasonable accommodation, each essential function satisfactory. Reasonable accommodations may be made to help enable qualified individuals with disabilities to perform the essential functions.

Essential Functions Statement(s)
Creates ECRIs sales operation and development processes, educating organization on initiatives and responsibilities.
Accountable for the thorough implementation of sales organization-impacting initiatives.
Lead effort to coordinate legacy and emerging products with business line managers to ensure a coordinated and consistent sales introduction and strategy.
Develop training strategies and for new and current sales team members, in a manner which supports ECRIs sales objectives and ECRIs mission. Partner with HR and appropriate training team/partners to ensure training execution and success.
Direct the development of appropriate sales materials that enhance the learning process, including guides, materials, and assessments, frequently asked questions (FAQs), probing questions, competitive overviews, etc.
Observe sales client/prospect engagements in order to best:
Determine the training needs/tools for individuals and/or overall sales teams
Assess how sales can better engage with clients
Gather client requirements/requests and communicate needs back to business lines
Stay current on industry trends, competition, and customer behavior needed to generate more effective sales tools/messaging
Identify and lead effort on new opportunities to increase sales effectiveness and communicate business recommendations/plan to cross-functional leadership group (Sales, Business lines, Marketing, HR etc.).
Support ECRIs sales management in the creation and execution of development plans for sales team members, including annual territory reviews/sales planning, development, and delivery.
Stay updated with current market trends and the changing demands of ECRIs sales environment leading Sales Meetings and Sales Huddles to stay current on sales priorities/direction and present updates.
Align sales teams around company and organization goals, programs and processes to help them be more effective in their jobs.
Improve overall sales effectiveness / capacity through technology and process improvement / optimization / efficiency.
Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement.
Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed.
Facilitate monthly demand forecast aggregation, including consensus between functions and stakeholders.
Assist with the coordination, facilitation, and documentation of regularly scheduledplanning meetings and sales conferences including the National Sales Meeting
Initiate, develop and execute sales and marketing training and development efforts alongside and in conjunction with the Human Resources function. Work with third parties as appropriate to deliver on going onboarding and training programs.

Accountability Metrics
Meet annual training and development objectives
Sales effectiveness and achievement of sales targets


Experience and Skills:
5+ years of recent experience in sales training, sales enablement, and/or sales operations
Experience in building, developing, and leading effective teams through direct reporting, as well as in a matrix environment
Experience in sales training required
Highly developed interpersonal skills
Exemplary communication, listening, and facilitation skills
Familiar with performance management methods
Highly self-motivated and goal oriented
Well organized and detail oriented
Customer Relationship Management software experience required; Microsoft Dynamics CRM preferred
Strong computer skills with proficiency in Word, PowerPoint and Excel
Strong analytical capability with the aptitude to deal with profitability and problem solving
Excellent oral and presentation skills Training experience to include program development
Adapts well to change and growth
Strong ability to work collaboratively

Bachelors Degree in a Life Science, Education or Business-related discipline required

Computer Skills

Proficient with:
Microsoft Office 365 Suite of products
Customer Relationship Management software (i.e., Microsoft Dynamics)

Certifications & Licenses

Movement: Lift/Carry:

Stand O 10 lbs or less O

Walk F 11-20 lbs N

Sit C 21-50 lbs N

Manually Manipulate C 51-100 lbs N

Grasp O Over 100 lbs N

Reach Outward O

Reach Above Shoulder N Push/Pull

Speak C 12 lbs or less N

Climb N 12-25 lbs N

Crawl N 26-40 lbs N

Squat or Kneel N 41-100 lbs N

Bend N

Other Physical Requirements
Vision (Near)

Virtual Work Environment

Additional Information
All employees who wish to enter our facilities must be fully vaccinated against COVID-19.

Equal Opportunity Employer-Disability and Veteran

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