Hawthorne Health, Inc.
Director, Sales Operations (Feasibility, Budgets & Contracts)
About Us
Hawthorne Health is a leading community site network and home research visit solution provider, with 20+ sites and more than 2,000 research experienced healthcare professionals across the U.S. Hawthorne leverages convenient, trusted, healthcare locations, identified patient data, and intelligent technology to accelerate patient access, improve retention, and reduce study costs. By embedding high-quality research within local communities, Hawthorne makes clinical trials more accessible and convenient for patients. Our community-based model shortens timelines and helps bring better treatments to market, faster.
About the Role
The Director of Sales Operations will be a key leader in advancing the pricing strategy for our clinical trial services, while also playing an essential role in the proposal and contract development process. This individual will evaluate incoming study opportunities, match trials to the right investigators, forecast enrollment potential, and help drive business development success. This individual will also lead the pricing efforts with clear direction, ensuring alignment with customer needs and company objectives, and supporting our sales team to drive revenue growth and customer success.
As a seasoned professional, this person will be instrumental in developing competitive, data-driven pricing models, conducting in-depth market analysis, and providing expert pricing guidance to the sales team. They will work closely with cross-functional teams, including sales, operations, legal, and finance, to optimize our pricing strategies and maximize profitability.
This role is critical in supporting both our core business with existing enterprise clients and helping to expand our footprint with new customers. The ideal candidate will have a proven track record of success in pricing, proposals, and contract management, and will be passionate about enhancing the customer experience.
This person will be a central figure in the commercial team, driving strategic pricing initiatives and delivering high-quality proposals and contracts that support our business goals.
Key Responsibilities
- Lead Pricing Strategy: Own the development and execution of the company’s pricing strategy for mobile clinical trial services, ensuring it aligns with business objectives, competitive positioning, and market trends.
- Market Research & Competitive Analysis: Conduct in-depth market research and competitive analysis to understand pricing trends and client expectations, using this information to drive pricing decisions and refine pricing models.
- Financial Modeling & Analysis: Build and maintain detailed financial models to evaluate pricing scenarios, forecast profitability, and assess pricing strategies’ impact on revenue and margins.
- Pricing Process Ownership: Oversee the end-to-end pricing process, from initial proposal creation to final pricing approval, ensuring consistency, accuracy, and alignment across all pricing proposals.
- Collaborative Cross-Functional Work: Partner with sales, operations, finance, and senior leadership to ensure pricing aligns with customer needs, internal cost structures, and strategic goals.
- Revenue Optimization: Work with the sales team to identify opportunities for margin improvement, including optimizing discounting strategies and exploring new revenue models.
- Pricing Tool Development: Develop and implement pricing tools and systems to streamline and automate pricing processes, ensuring efficiency and scalability.
- Compliance & Documentation: Ensure pricing models and proposals comply with internal policies, legal requirements, and contractual agreements.
- Reporting & Metrics: Monitor and report on key pricing metrics, including win rates, pricing performance, and competitive positioning, and provide regular updates to senior leadership.
- Proposal Development & Review: Collaborate with the sales team to develop pricing and financial components of client proposals, ensuring alignment with overall pricing strategy.
- Bid Support & Presentations: Participate in bid defense meetings and customer discussions to support the sales team with expert site and pricing insights and strategies.
- Lead study feasibility assessments across our network based on protocol requirements, site capabilities, and patient access.
- Develop patient recruitment forecasts and enrollment strategies for sponsor proposals.
- Maintain a network-wide database of site profiles, investigator expertise, and therapeutic capabilities.
- Collaborate with sites and investigators to assess fit for new protocols and gather real-world operational insights.
- Support completion of sponsor/CRO feasibility questionnaires and RFIs. Track feasibility outcomes and KPIs to improve processes and win rates
Pricing Strategy & Management
Proposals & Contracts Support
Qualifications
- Education: Bachelor’s degree in Business, Finance, Life Sciences, or a related field; MBA or relevant advanced degree preferred.
- Experience:
- 5-7 years of experience in pricing, financial modeling, or strategic analysis, ideally in clinical trials, healthcare services, or life sciences.
- 3+ years of experience in proposal and contract management, including pricing components, ideally within the CRO (Contract Research Organization) or health tech industries.
- Proven track record of leading pricing strategy development, financial modeling, and proposals/contracts processes in complex service-based businesses.
- Experience working with both enterprise clients and new business proposals in a highly competitive environment.
- Skills:
- Advanced proficiency in pricing software tools (e.g., CPQ systems, Excel), financial modeling, and pricing analysis.
- Strong analytical skills with the ability to translate data into actionable pricing insights and recommendations.
- Expertise in the proposal and contract development lifecycle, with the ability to interpret and complete feasibility questionnaires.
- Exceptional verbal and written communication skills, with the ability to present complex pricing models and contract details to senior leadership and clients.
- Ability to work independently, manage multiple priorities, and collaborate effectively across departments.
- Strong organizational skills and high attention to detail.
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