Homeoffice Senior Director, Sales Operations bei Managed Health Care Associates, Inc.

Who We Are:

Managed Health Care Associates, Inc. (MHA) provides care communities access, solutions, and insights to help them run their businesses more effectively. Our members include post-acute providers across the care continuum, including long-term care, home infusion, specialty pharmacies, senior living, and other group living facilities. Our team of associates is passionate about our common mission of helping people age with grace and championing our core values of being Curious Learners, Selfless Advocates, and Relentless Finishers.

Who we’re looking for:

The Sr. Director, Sales Operations is a strategic leadership role responsible for optimizing the end-to-end customer journey—from lead to renewal and expansion. This executive will own the operations functions supporting all sales teams, leading initiatives in territory planning, account segmentation, lifecycle analytics, sales process design, and cross-functional alignment. The ideal candidate brings deep healthcare experience and a data-driven, analytical mindset, with a proven ability to operationalize scalable sales growth strategies across diverse, complex Post Acute healthcare ecosystems in the GPO healthcare markets.

What You’ll Be Doing:

Sales Operations Strategy

• Develop and lead a comprehensive targeting strategy aligned with revenue goals.
• Drive sales goals forecasting accuracy for new business and recurring revenue.
• Own territory planning and mapping to ensure balanced coverage, rep productivity, and market saturation.
• Design and maintain account segmentation frameworks for acquisition, onboarding, retention, and expansion of members.
• Collaborate with Sales, Marketing, and Operations leaders for consistent customer engagement.
• Support compliant pricing, contracting, and customer data practices.

Salesforce Effectiveness & Measurement (Performance & Analytics)

• Develop KPIs, dashboards, and forecasting tools to feed organizational analytics and BI tools.
• Operationalize customer onboarding, QBR workflows, and success plan tracking with sales leadership.
• Oversee reporting and analytics for Sales and Customer Success, driving actionable insights across the sales funnel.
• Ensure visibility into performance across customer lifecycle stages — acquisition, onboarding, adoption, renewal, and expansion.
• Unify systems, processes, and reporting across Sales and Customer Success for a seamless customer journey.
• Manage the Sales Operations tech stack, ensuring system integration and user adoption.
• Develop consistent reporting tools and technologies to drive insights and performance.

Incentive Compensation Planning & Processes

• Collaborate with Finance, Product, and Marketing teams to drive territory planning and business impact.
• Design and manage Sales Compensation practices, including modeling tools and annual agreement administration.
• Use Account Segmentation models to plan workforce strategies aligned with annual operating goals and targets.
• Implement scalable, repeatable processes that enhance team productivity and customer outcomes.

Leadership & Cross-Functional Collaboration

• Support the development of playbooks, lifecycle journey maps, and health scoring models.
• Lead and mentor a high-performing Revenue Operations team supporting both Sales functions
• Act as a strategic advisor to the executive team on commercial performance, customer trends, and operational scalability.
• Ensure all operational processes meet healthcare regulatory and compliance standards (HIPAA, Sunshine Act, etc.).

What You’ll Bring to the Table:

• Bachelor’s degree required, MBA or advanced degree in business, healthcare administration, or related field preferred.
• 10+ years of progressive experience in sales operations or commercial excellence, with at least 5 years in a senior leadership role.
• Six Sigma/Lean certification.
• Proven leadership experience in the healthcare industry (e.g., medtech, pharma, payer/provider, or health IT).
• Proven experience running Sales Operations functions and understanding healthcare sales cycles, reimbursement models, and regulatory landscape.
• Deep expertise in sales performance management, CRM systems (e.g., Salesforce), and sales analytics tools.
• Demonstrated success in owning operations across Sales and Customer Success teams.
• Deep understanding of territory design, account segmentation, customer lifecycle metrics, and GTM alignment.
• Demonstrated success in leading cross-functional teams and large-scale commercial operational initiatives.
• Experience launching and scaling Customer Success Operations teams in healthcare SaaS or enterprise sales environments.
• Proven ability to build alignment across revenue functions and influence at the executive level.
• Knowledge of value-based care models, patient engagement platforms, or complex healthcare regulatory environments.
• Excellent communication, leadership, and strategic thinking skills.

What’s Good to Know:

• Remote
• Percentage of travelling required/otherwise enter n/a
  
  

Why Join MHA:
MHA continues to lead by providing purpose-driven and value-based solutions, which preserve the dignity and grace people deserve, regardless of age. Let us be the best place you’ll ever work!

Our associates enjoy the following benefits, and you can, too!

Staying Healthy
- Comprehensive medical, dental, vision and prescription plans with FSA/HSA options individual and family options

- Teledoc access
- Fitness Reimbursement

- Commuter Benefit Plan
- Access to an Employee Assistance Program (EAP)

Enjoying Time-Off
- Paid Time Off

- Your birthday is a day off and a floating holiday

- Paid Parental Leave

Planning for the Future
- 401K with a match
- Employee Stock Purchase Plan

- Life Insurance, short-term & long-term disability insurance

- Access to financial and legal advisors

- Perks and Benefits Discounts

Learning Continuously
- Tuition Reimbursement

- E-learning programs
- Ongoing Team Trainings
Making an Impact
- Paid volunteer time-off
- Donation matching

Physical Demands

The physical demands and work environmental characteristics described here represent those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodation may be provided to enable individuals with disabilities to perform essential functions.

• Physical Demands: While performing the duties of this job, the employee is occasionally required to move around the work area; sit; perform manual tasks; operate tools and other office equipment such as computers, computer peripherals, and telephones; extend arms; kneel; talk and hear. The employee must occasionally lift and move up to 15 pounds.
• Mental Demands: Employees must follow directions, collaborate well with others, and manage high workloads.
• Work environment: The noise level in the work environment is usually minimal.

The Company

Managed Health Care Associates, Inc. (MHA) is a leading health care services and technology company that offers a growing portfolio of services and solutions to support the diverse and complex needs of the post-acute health care provider. MHA provides expertise in Group Purchasing, Managed Care and Payer Contracting, Reimbursement Management, Specialty Pharmacy Solutions, Pharmaceutical Data Analytics, Consultant Pharmacy Software and Legislative Advocacy. Through the delivery of innovative health care services and solutions, MHA helps members increase operational efficiency, maximize business growth, and provide optimum care for their patients.

Founded in 1989, MHA was purchased by Roper Technologies, Inc. in 2013. Roper Technologies is a constituent of the S&P 500, Fortune 1000. The Company operates market-leading businesses that design and develop vertical software and technology enabled products for a variety of niche markets. To learn more please visit www.mhainc.com.