Sales Operations & Commercial Intelligence Lead

As the Sales Operations & Commercial Intelligence Lead you will play a critical role in the success of Inside Sales and Business Development Managers (BDMs) by driving lead generation market intelligence and commercial insights that enable the team to identify prioritize and engage high-value opportunities across the pharmaceutical and life sciences role will own and optimize prospecting and market intelligence tools while developing a comprehensive view of the industry landscape and value chain to include key suppliers and service providers current and potential pharma customers and cold chain competitors and develop a running list of prospects factoring in drug pipelines clinical trial activity and key developments in the commercial distribution of drug products requiring cold chain packaging and logistics. You will connect insights from multiple internal and external sources to identify whitespace uncover emerging opportunities and provide Inside Sales and BDMs with clear actionable intelligence that drives customer engagement and pipeline as a key liaison between Inside Sales BDMs and Marketing & Sales Enablement you will understand commercial needs and priorities translate them into clear requirements and coordinate the tools data insights and enablement support needed for success. Working closely with the Salesforce Platform team and other cross-functional partners you will ensure commercial intelligence is effectively captured shared and acted upon resulting in pipeline growth and revenue addition you will own the end-to-end sales process with an firm understanding of the MEDDPICC sales methodology and will look for ways for continuous improvement to optimize the process driving higher conversion rates at each stage of the process higher overall win rates and shortening the sales cycle successful candidate is analytical commercially minded curious and highly proactive with the ability to connect business needs to execution and turn complex information into meaningful insights and new commercial Duties & ResponsibilitiesLead Generation & Prospecting Own and drive the lead generation strategy identifying high-potential prospects accounts programs and opportunities for Inside Sales and and optimize prospecting and intelligence platforms including ZoomInfo and LinkedIn Sales Navigator to maximize commercial value data quality and targeted prospect lists based on defined customer profiles therapeutic areas geographies pharmaceutical pipelines and strategic commercial account whitespace analysis to identify opportunities within existing customers including divisions locations therapeutic areas programs and contacts not currently engaged with the net-new target accounts and develop actionable intelligence to support focused Sales processes for lead qualification prioritization routing and follow-up to ensure high-value opportunities are acted upon a disciplined lead handoff and feedback process with Inside Sales and BDMs ensuring outcomes are captured and used to continuously improve lead quality and & Commercial Intelligence Develop and maintain a comprehensive view of the pharmaceutical and life sciences landscape including key companies therapeutic areas drug pipelines and market pharmaceutical development lifecycles clinical trial activity and key development and regulatory milestones to identify opportunities to engage earlier in packaging temperature-controlled distribution and shipment planning key decision-makers influencers partners CDMOs CROs logistics providers and other organizations involved throughout the pharmaceutical supply where the company currently does business where relationships are limited and where significant market opportunities market developments industry trends customer activity partnerships investments expansions and other commercial signals that may create new business intelligence from multiple internal and external sources to identify patterns emerging opportunities risks and clear recommended regular commercial intelligence updates highlighting priority opportunities market developments and recommended areas of commercial Intelligence Lead ongoing competitive research to strengthen understanding of key competitors their customers capabilities product offerings positioning partnerships and market and maintain competitive profiles and intelligence that help Inside Sales and BDMs understand the competitive landscape and differentiate competitor announcements product launches customer wins partnerships expansions and other relevant market potential competitive displacement opportunities and provide actionable account-level intelligence to support Sales with Marketing and Sales to ensure competitive insights are incorporated into messaging sales tools account strategies and commercial Partnership & EnablementServe as a key liaison between Inside Sales BDMs and Marketing & Sales Enablement ensuring commercial needs and priorities are clearly understood and translated into actionable gather and prioritize Sales needs to help guide the development of tools data content insights and enablement with Marketing & Sales Enablement to coordinate execution of prioritized commercial initiatives and ensure deliverables meet the needs of Inside Sales and gaps in Sales tools information processes and enablement and recommend solutions that improve commercial a consistent feedback loop with Inside Sales and BDMs to evaluate effectiveness identify evolving needs and continuously improve commercial connect Sales priorities across teams to ensure resources are focused on the activities and opportunities with the greatest potential commercial & Data Partnership Partner closely with the Salesforce Platform team to ensure lead generation and commercial intelligence processes are effectively supported within business requirements for capturing prospect account competitive and market intelligence within intelligence gathered through ZoomInfo LinkedIn Sales Navigator clinical trial databases and other sources is incorporated into Salesforce where appropriate and can be effectively acted upon by Inside Sales and with the Salesforce Platform team to improve lead management account intelligence reporting dashboards and commercial data quality and enrichment initiatives to improve the completeness and usefulness of customer and prospect opportunities to automate intelligence gathering lead enrichment prioritization and Sales Analysis & ActionPartner with Sales leadership to identify and prioritize strategic accounts prospects therapeutic areas and market intelligence and analysis to support territory planning account planning and commercial early indicators of future demand and help Inside Sales and BDMs proactively engage before packaging and distribution decisions are commercial data and intelligence into clear recommendations regarding where Sales should focus who should be engaged and what actions should be market customer competitive and pipeline intelligence to identify opportunities that may not be visible through any single source of & Continuous ImprovementOwn the end-to-end sales process utilizing the MEDDPICC sales methodology and identify opportunities to optimize the process driving higher conversion rates at each stage of the process higher overall win rates and reduced the sales cycle reporting and analytics to measure lead generation activity lead quality conversion account penetration and commercial KPIs that demonstrate the effectiveness and business impact of Sales Operations and commercial intelligence the contribution of lead generation and commercial intelligence activities to qualified pipeline and outcomes from identified opportunities to continuously improve targeting models intelligence sources tools and lead generation feedback and performance data to continually improve how commercial intelligence is identified prioritized delivered and acted Requirements Bachelors degree in Business Marketing Life Sciences Analytics or related field.2-5 years of experience in Sales Operations Commercial Operations Business Development Market Intelligence or a related commercial within pharmaceutical life sciences healthcare logistics packaging or another complex B2B environment strongly understanding of lead generation account targeting market research competitive intelligence and commercial with Salesforce CRM and sales intelligence/prospecting platforms such as ZoomInfo and LinkedIn Sales researching pharmaceutical pipelines clinical trials drug development lifecycles or life sciences markets strongly analytical and problem-solving skills with the ability to combine information from multiple sources identify patterns and translate findings into commercial to move beyond reporting what happened to identifying what it means where the opportunity is and what the commercial team should do communication stakeholder management and presentation skills with the ability to communicate insights clearly to Sales teams and -motivated curious and proactive with the ability to manage multiple priorities in a fast-paced global we offer Competitive annual salary Hybrid working Annual Bonus Scheme Electric vehicle salary sacrifice scheme Cycle to Work scheme WPA Optional private medical insurance and/or dental and optical cash plan Employee Assistance Programmes (EAPs) Free eye tests 26 days annual leave plus bank holidays Long service awards Pension scheme with employer contributions matched up to 6% Death in service benefit Life assurance (4x annual salary) Plus many more