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Senior Manager of Commercial Enablement

Location: , United States

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Company Description
MMIT is growing from the leading drug coverage data business into a comprehensive, integrated market access company serving pharmaceutical manufacturers, health insurers, PBMs and healthcare IT companies. Their suite of applications is designed to manage an ever-changing proprietary set of pharmacy and medical benefit information and to provide a structured view of complex market access information. By embedding their data and SaaS applications across healthcare, they help ensure transparency, consistency and informed prescription decisions across the MMIT Network. They partner with hundreds of payers and pharma manufacturers ensuring that their products continually capture and analyze coverage and restriction criteria for more than 98% covered lives.
The Role:
The Senior Manager of Commercial Enablement plays a vital role in aligning MMIT sales strategy and Commercial Enablement plans to deliver on booking and retention goals. This person is responsible for ensuring product, commercial and market readiness for products and services within the MMIT Portfolio by aligning with multiple internal stakeholder groups including Sales, Client Success, Solution Consulting, Marketing, Product Management and Marketing. They will report into and work closely with the Vice President of Commercial Enablement to manage, execute, and scale cross-functional strategies and programs that support the adoption and success of Global Training Programs and Salesforce Effectiveness.
The selected candidate should possess strong leadership skills and expertise in the Pharma/Biotech industry. A strong and exhibited verbal and written communication and working style that fosters collaboration and delivers results is required.
Key Responsibilities:
  • Lead, manage, and execute Commercial Enablement for MMIT products and services.
  • Provide leadership for Enablement team within MMIT and sister organizations (e.g., Panalgo and The Dedham Group)
  • Act as a peer leader among fellow Norstella Commercial Enablement colleagues to inform and optimize the planning and execution of new product launches, enablement programs and training sessions.
  • Establish robust relationships across key stakeholder groups including Product Management, Solution Consulting, Sales, Commercial Operations, Marketing, Client Success, and Advisory teams to gather requirements, assess risks, plan for contingencies, escalate issues as necessary, and ensure executional delivery.
  • Define, build, and launch a comprehensive training curriculums to enable direct and indirect field teams based on role and/or the segments training needs
  • Create & deliver monthly communication in collaboration with Sr. Commercial Leadership, highlighting key results, programs, and process changes impacting GTM efforts.
  • Influence the content and focus of key sales events; including Annual Commercial Kick Off and Quarterly Sales Leadership meetings
  • Own and optimize the MMIT sales enablement and client-facing content repository (sales tools, pitch decks, playbooks, renewal decks etc.) for sales and client success, ensuring all information is readily available and easily accessible to the wider field teams.
  • Drive continuous improvement of MMIT training delivery and sales productivity by soliciting regular feedback from internal stakeholders to continually understand business needs as well as tracking, reviewing, and reporting on commercial enablement KPIs.
  • Develop consistent ways of working for the commercial team throughout the product lifecycle, ensuring they have the necessary information around how to get a deal done and its delivered in an efficient and engaging way so that they can focus their time on selling.
  • Manage a team that supports Market Access and HEOR client facing teams.
Program and Project Management Experience:
  • Able to synthesize a variety of insights into actionable plans to drive business goals.
  • Strong organizational, planning, project management, problem resolution, communication, presentation, facilitation, and influencing skills required
  • Have an understanding of buyer types, competitor products, and market trends would be a bonus.
  • Strong organizational and analytical skills, with the ability to balance multiple projects successfully and efficiently.
  • Proven track record of taking ownership and driving results.
  • Knowledge or experience of key stakeholder function in sales, sales enablement, product marketing and product management.
The ideal candidate will:
  • Take a data-driven approach to commercial enablement planning and execution, encouraging evidence-based improvements to strategies and processes.
  • Demonstrate strong peer leadership skills and the ability to influence, inspire and motivate cross-functional partners across the organization.
  • Apply metrics-driven creative problem solving and proactively propose new approaches to better meet both customer and internal stakeholder needs.
  • Work independently with minimum supervision and in a collaborative team environment.
  • Demonstrate experience in new customer go to market methodology and customer retention strategy, ideally in the information services industry.
The guiding principles for success at Norstella:
01: Bold, Passionate, Mission-First
We have a lofty mission to Smooth Access to Life Saving Therapies and we will get there by being bold and passionate about the mission and our clients. Our clients and the mission in what we are trying to accomplish must be in the forefront of our minds in everything we do.
02: Integrity, Truth, Reality
We make promises that we can keep, and goals that push us to new heights. Our integrity offers us the opportunity to learn and improve by being honest about what works and what doesnt. By being true to the data and producing realistic metrics, we are able to create plans and resources to achieve our goals.
03: Kindness, Empathy, Grace
We will empathize with everyone's situation, provide positive and constructive feedback with kindness, and accept opportunities for improvement with grace and gratitude. We use this principle across the organization to collaborate and build lines of open communication.
04: Resilience, Mettle, Perseverance
We will persevere even in difficult and challenging situations. Our ability to recover from missteps and failures in a positive way will help us to be successful in our mission.
05: Humility, Gratitude, Learning
We will be true learners by showing humility and gratitude in our work. We recognize that the smartest person in the room is the one who is always listening, learning, and willing to shift their thinking.
The base salary of this position ranges from $110,000-$130,000. It is not typical to be offered at the top of the budget. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered.
MMIT is an equal opportunities employer and does not discriminate on the grounds of gender, sexual orientation, marital or civil partner status, pregnancy or maternity, gender reassignment, race, color, nationality, ethnic or national origin, religion or belief, disability or age. Our ethos is to respect and value peoples differences, to help everyone achieve more at work as well as in their personal lives so that they feel proud of the part they play in our success. We believe that all decisions about people at work should be based on the individuals abilities, skills, performance and behavior and our business requirements. MMIT operates a zero tolerance policy to any form of discrimination, abuse or harassment.
Sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here- you are welcome. If you read this job description and feel passion and excitement, were just as excited about you.

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