VP, Sales Operations

At SCP Health, you have an opportunity to make a difference by bringing hospitals and healers together in the pursuit of clinical effectiveness. With a portfolio of over 8 million patients, 7,500 providers, 30 states, and 400 healthcare facilities, SCP Health is a leader in clinical practice management spanning the entire continuum of care, including emergency medicine, hospital medicine, wellness, telemedicine, intensive care, and ambulatory care.

Why You Will Love Working Here

• Strong track record of providing excellent work/life balance.
• Comprehensive benefits package and competitive compensation.
• Commitment to fostering an inclusive culture of belonging and empowerment through our core values: collaboration, courage, agility, and respect.

About the Role

The Vice President of Sales Operations is responsible for leading SCP Health's sales operations, sales enablement, lead generation strategy, business intelligence, and commercial effectiveness initiatives. This role drives the optimization of the campaign-to-contract process, ensuring visibility, accountability, and continuous improvement across all business development activities.

Reporting directly to the Chief Growth Officer, the VP partners closely with executive leadership to develop and execute annual growth strategies, sales forecasting methodologies, sales enablement programs, team performance management, and technology optimization initiatives. The role is accountable for pipeline governance, sales analytics, incentive compensation administration, lead generation effectiveness, and business development operational excellence.

This leader will champion process innovation, data-driven decision making, and sales effectiveness initiatives that improve productivity, accelerate revenue growth, and strengthen SCP's competitive position in the market.

SCP Core Values

• Agility: Adapting behaviors in response to our evolving environment.
• Respect: Treating others with courtesy and professionalism.
• Courage: The willingness to do and say what is needed to make a difference.
• Collaboration: Working together as part of one interconnected team.

Responsibilities

• Provides leadership to the business development team and counsel to the CGO in implementing business development objectives that reflect SCP’s goals.
• Partner with Marketing, Operations, Clinical, Finance, and Product leaders to ensure alignment across all customer acquisition and growth initiatives.
• Develop and maintain the enterprise growth operating system, including pipeline review cadence, opportunity governance, forecasting accuracy, and executive reporting.
• Facilitate successful implementation of new programs through a well-defined, efficient campaign-to-contract process.
• Foster an organization of continuous process improvement, including regular assessment of tools and programs to enhance sales team capabilities and processes.
• Provide guidance and recommendations for changing sales roles, territories, and/or team configurations to maximize sales productivity.
• Lead a change management process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models.
• Establish, drive, and manage the sales training process with a focus on developing and reinforcing sales competencies, including onboarding, campaign-to-contract process training, and ongoing professional sales training.
• Ensure overall accuracy of the BD pipeline, continuously monitor dates, stages, financials, and win/loss accuracy for reporting purposes, and oversee all deal staging and team performance analytics.
• Ensure accurate sales reports and other internal intelligence are provided to senior and executive leadership teams; develop new reporting tools as needed.
• Manage the sales incentive compensation program in collaboration with the CGO to provide market-competitive pay and align financial outcomes with evolving sales strategies.
• Oversee and administer the inside sales incentive plan, including establishing commission program rules, policies, and procedures.
• Drive SCP’s Business Development technology strategy for sales team optimization, including researching and investigating new opportunities and technologies for process improvement.
• Recommend and execute changes and enhancements to current platforms.
• Own and manage contractual relationships with sales enablement/innovation companies: Salesforce, ZoomInfo, LinkedIn Sales Navigator.
• Serve as the SME for BD Salesforce.com sales team portal.
• Lead SCP's account targeting and prospecting strategy, leveraging market intelligence, data analytics, and strategic account prioritization to maximize pipeline generation.
• Identify appropriate KPIs to track and measure the effectiveness of lead generation programs in coordination with the marketing team.
• Provide strategic guidance for VPs of Business Development and National Accounts on developing next steps and action items with prospective clients in the opportunity review process.
• Hold strategy and planning sessions with the BD team quarterly.
• Perform ad hoc analysis and support for major sales initiatives and programs, including representing the “voice of the customer” information sharing from the BD team in the field.
• Provide team management for the Director of Sales Enablement and Proposal Manager, including bi-weekly 1:1 check-ins, ongoing coaching, and development.
• Create customized development plans for all team members with milestone objectives and annual goals.
• Oversee team quotas and achievement of companywide prospecting targets.
• Manage the BD Team Budget in collaboration with the CGO.
• Administer VPBD, VP National Account, and SPL compensation.
• Monitor return on investment (ROI) across business development programs and recommend resource allocation adjustments to maximize growth outcomes.
• Track performance to growth budget, including margin, revenue, programs, close rate, etc.

Requirements

• Bachelor’s degree in business, healthcare, or related field; MBA strongly preferred.
• Minimum of 8+ years of healthcare sales or relationship development experience.
• Minimum 5 years managing and leading a team.
• Proven ability to develop and manage a high-performing team of sales professionals.
• Thorough understanding of the healthcare industry and hospital market.

Skills

• Ability to lead a team and demonstrate strong management in a Sales/BD setting.
• Excellent organization and communication skills, both written and verbal.
• Strong budgetary and monetary skills.
• Proven ability to thrive in a dynamic, fast-paced, results-oriented environment.
• Strong project management skills.
• Organized, analytical, problem solver, process-oriented.
• Strong collaboration, teamwork, and partnership skills.
• Advanced computer skills including Word, Excel, PowerPoint.
• Expertise with Salesforce.com a plus.
• Prior experience in Sales Strategy, Analytics, Operations in a related healthcare-oriented organization.
• Ability to transform complex ideas and data into clear messages to support focus and action from the senior team to improve sales productivity and performance.
• Ability to quickly define and size markets and evaluate strategic revenue and partnership opportunities.
• A self-starter who is consistently proactive, uses time efficiently, and acts with a high degree of personal accountability.

Work Environment

• Professional setting.
• Continuous oral and written communication and listening skills.
• Continuous computer use.
• Occasional bending, kneeling, lifting, pulling, and pushing up to 10 pounds.
• Job requires a high level of mental awareness.

Primary location: Atlanta, GA. Secondary location(s): Home based (virtual).

Pay

Pay range: $165,825.00 - $255,284.00 USD annually. Actual compensation will be determined based on experience, qualifications, and internal equity considerations.

Benefits

We offer a comprehensive benefits package designed to support your health, financial well-being, and work-life balance, including:

• Medical, dental, and vision insurance.
• 401(k) plan with a company match.
• Paid time off and holidays.
• Professional development support.
• Employee wellness resources.