Morgan Healey Retained Assignment
Location: East Coast, USA (New York/Philadelphia)
Salary: $170,000 – $180,000 Base + Bonus

Our client, a global scientific publisher, requires a new Sales Operations Director to drive efficiency, optimise sales processes, and improve cost-effectiveness in B2B sales operations.

This pivotal role focuses on refining operational workflows, implementing strategic sales tools and technologies, managing sales performance, and ensuring alignment with the company’s broader commercial objectives. The ultimate aim is to enhance productivity and maximize revenue generation.

The client is on an exciting growth journey, evolving from a portfolio of separate products to an integrated platform. Its focus is on leveraging emerging technologies to deliver advanced, substantiated knowledge with real-world impact. This role is central to ensuring that our Commercial operations are primed to support our long-term goals and remain competitive in a dynamic business environment.

Key Responsibilities:

Sales Process Optimisation:

• Streamline and standardise B2B sales processes to improve speed, efficiency, and consistency across the organisation.
• Identify cost-reduction opportunities without compromising service quality.
• Partner with Commercial stakeholders to address operational pain points and introduce improvements that enhance customer satisfaction, revenue growth, and margin.
• Lead process improvements using data-driven insights and sales operations best practices.
• Develop and implement a cohesive Commercial operations strategy that elevates efficiency and effectiveness across global teams.

Sales Strategy Execution:

• Collaborate with senior leadership, especially the Chief Commercial Officer (CCO), to ensure alignment between sales operations and overall business strategy.
• Implement scalable solutions to support business growth in line with sales targets and commercial priorities.
• Oversee the integration of key business systems (CRM, ERP, etc.) to ensure streamlined operations and improved decision-making.
• Select, implement, and manage technologies that enhance the productivity of Commercial teams.

Commercial Performance Management:

• Develop and track KPIs and sales metrics to monitor team performance.
• Provide actionable insights through sales forecasts, pipeline analysis, and performance analytics.
• Report regularly to the CCO and executive leadership, advising on necessary adjustments to the sales strategy.

Budget & Resource Management:

• Ensure cost-effective management of tools, technologies, and resources.
• Identify opportunities for savings and advise on strategic budget allocation to support sales process optimisation.

Skills & Experience 

• Experience working within the STM / Academic Publishing would be desirable 
• Proven credibility and a successful track record in commercial operations, with the ability to influence stakeholders effectively.
• Ideally brings global commercial experience and hands-on customer engagement to provide insight and support to sales teams.
• Strong understanding of customer groups and requirements, preferably within the media or publishing sectors.
• Experience in developing and implementing analytical tools to assess diverse markets across multiple dimensions.
• Excellent communication skills with the ability to engage and drive change across all business levels.
• Experience operating within senior leadership in a global, matrixed, multinational organisation.
• Demonstrated commercial acumen and the ability to align decision-making with business strategy, revenue, and margin goals.
• Financially literate with the ability to interpret project plans, budgets, and performance targets.