Director, Sales Operations, NCCT

JOB SUMMARY 

The Advocate Health National Center for Clinical Trials (NCCT) is setting a new benchmark for excellence and innovation in clinical trial solutions. Our goal is simple yet bold: We connect researchers to a broad population of patients and streamline the enrollment process, delivering more inclusive cohorts and more efficient clinical trials. And we make it easy for patients to engage in clinical trials in their own communities. 

Grounded in experience and supported by the integrated research expertise of Wake Forest University School of Medicine, the Advocate Health National Center for Clinical Trials is a first-of-its-kind, fully integrated solution designed to make participation in clinical trials part of the standard of care for patients. Our technology ecosystem supports clinical trials across all stages of planning and execution, from recruitment and retention to management and virtual care, delivering efficient processes and high-quality results. Powered by the expertise of the school of medicine’s research team and Advocate Health clinicians and accelerated by cutting-edge technology, we are uniquely positioned to make an impact. 

The Sales Operations Director plays a pivotal role in advancing the mission of the NCCT by supporting business development and NCCT leadership in establishing robust commercial processes and reporting. This individual will report to the Vice President and Head of Commercial Development, working closely with cross functional leaders to enable transparent, reliable, and scalable commercial workflows which expand the clinical trials portfolio across Advocate Health. 

EXPERIENCE 

Strategic Thinking: Ability to connect operational details to organizational strategy; anticipates downstream impacts of decisions.  

Analytical Rigor: Strong quantitative skills and comfort working with large datasets to drive insights and recommendations.  

Process Excellence: Track record of designing efficient, scalable workflows with appropriate controls and governance.  

Stakeholder Influence: Skilled at building trust and alignment across diverse, senior stakeholders without direct authority.  

Ability to translate complex data and processes into clear narratives for both operational and executive audiences. Communication. 

Adaptability: Thrives in ambiguous, evolving environments; brings structure and clarity to nascent functions.  

ESSENTIAL FUNCTIONS 

 
Sales Process Design & Optimization 

• Design, document, and continuously improve the end-to-end sales process — from prospecting and opportunity qualification through contracting and sponsor onboarding. 

• Implement and manage CRM systems and workflows (e.g., Salesforce) to ensure data integrity, pipeline visibility, and process adherence across the commercial team. 

• Partner with Business Development leads to identify bottlenecks and implement scalable solutions that reduce cycle time and increase win rates. 

• Develop and maintain a standardized playbook covering outreach cadences, proposal templates, contract frameworks, and escalation protocols. 

Reporting & Analytics 

• Own commercial reporting across pipeline, bookings, revenue, and sponsor engagement metrics — providing weekly, monthly, and quarterly dashboards to the Head of Commercial Development and senior leadership. 

• Build and maintain forecasting models to support resource planning, budgeting, and strategic decision-making. 

• Conduct win/loss analysis and market intelligence synthesis to inform competitive positioning and go-to-market strategy. 

• Serve as the primary liaison with Finance to ensure alignment between commercial activity and revenue recognition practices. 

Standards, Compliance & Governance 

• Establish and enforce commercial standards, policies, and controls to ensure consistency, auditability, and alignment with Advocate Health compliance requirements. 

• Partner with Legal, Compliance, and Research Operations to develop contracting standards and ensure all commercial engagements meet regulatory requirements. 

• Lead the development and maintenance of SOPs governing the commercial development lifecycle for clinical trial agreements. 

• Conduct periodic audits of sales activity data and documentation to ensure accuracy and governance adherence. 

Team Leadership & Cross-Functional Collaboration 

• Mentor and develop Sales Operations staff, building a high-performing, analytically rigorous team. 

• Act as a strategic partner and thought leader to the Head of Commercial Development, providing data-backed recommendations on resource allocation, territory design, and incentive structures. 

• Collaborate closely with Marketing, Clinical Operations, Finance, Legal, and IT to ensure seamless coordination across the commercial lifecycle. 

• Lead change management efforts as new tools, processes, or organizational structures are introduced. 

SKILLS/QUALIFICATIONS 

Required 

Bachelor’s degree in business, Life Sciences, Healthcare Administration, or a related field. 

7+ years of progressive experience in sales operations, commercial operations, or revenue operations, with at least 3 years in a leadership role. 

Demonstrated experience designing and implementing sales processes and CRM systems in a complex, B2B environment. 

Strong analytical capabilities with proficiency in CRM platforms (Salesforce preferred), BI tools (Tableau, Power BI), and Microsoft Excel. 

Proven track record of building reporting infrastructure and translating data into actionable business insights. 

Experience operating in a heavily matrixed healthcare, academic medical center, or life sciences organization. 

Preferred 

Master's degree (MBA, MHA, or equivalent). 

Direct experience supporting clinical research operations, site networks, or pharmaceutical/biotech sponsor partnerships. 

Familiarity with clinical trial contracting frameworks (e.g., budget templates, coverage analysis, CTA structures). 

Experience with healthcare compliance standards (e.g., Stark Law, Anti-Kickback considerations in research contexts). 

Background in change management and organizational transformation in large health systems.