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Commercial Enablement & Optimization Specialist

Company: Norstella
Location: Remote, India
Date Posted:
Employment Type: Full Time
Job ID: R-952

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Description

About Norstella

At Norstella, our mission is simple: to help our clients bring life-saving therapies to market quicker—and help patients in need. 
Founded in 2022, but with history going back to 1939, Norstella unites best-in-class brands to help clients navigate the complexities at each step of the drug development life cycle —and get the right treatments to the right patients at the right time. 
Each organization (Citeline, Evaluate, MMIT, Panalgo, The Dedham Group) delivers must-have answers for critical strategic and commercial decision-making. Together, via our market-leading brands, we help our clients:
  • Citeline – accelerate the drug development cycle
  • Evaluate – bring the right drugs to market
  • MMIT – identify barrier to patient access
  • Panalgo – turn data into insight faster
  • The Dedham Group – think strategically for specialty therapeutics 
By combining the efforts of each organization under Norstella, we can offer an even wider breadth of expertise, cutting-edge data solutions and expert advisory services alongside advanced technologies such as real-world data, machine learning and predictive analytics. As one of the largest global pharma intelligence solution providers, Norstella has a footprint across the globe with teams of experts delivering world class solutions in the USA, UK, The Netherlands, Japan, China and India.
 

Job Description:

The Commercial Enablement and Optimization Specialist plays a critical role in empowering the commercial team with the tools, processes, and knowledge needed to drive business success. This role is responsible for managing enablement technology platforms, with a primary focus on Highspot, and ensuring their effective usage across teams. The position also requires experience with call recording tools such as Jiminny and Gong, including analyzing usage data. This role will be responsible for developing and delivering technology training programs, and creating process improvement resources, and working closely with commercial stakeholders and technical development teams to ensure alignment between business needs and technological solutions. The ideal candidate is a strategic thinker with strong technical acumen, excellent communication skills, and a passion for helping teams maximize their efficiency through technology and process optimization.

Responsibilities:

  • Highspot Administration and Optimization
  • Manage and optimize Highspot, ensuring content is organized, accessible, and tailored to meet the needs of the commercial team
  • Administer user access, permissions, and page setup within Highspot, ensuring the platform is aligned with business processes
  • Monitor content usage and adoption to identify opportunities for improvement
  • Work with commercial teams to ensure they’re leveraging Highspot’s full functionality, providing troubleshooting and resolving any issues that arise
  • Call Recording Tools Management (e.g., Jiminny, Gong)
  • Oversee the use of call recording tools, specifically Jiminny and Gong, to monitor, analyze, and enhance the quality of sales conversations
  • Support the commercial team in utilizing call recording insights to improve sales performance, coaching, and training
  • Ensure proper usage of call recording tools
  • Develop and deliver training and resources to ensure sales reps are fully equipped to use Jiminny effectively
  • Training and Development
  • Create and deliver training programs, including live and self-paced sessions, while developing user guides and other learning resources to support commercial team members
  • Conduct technology demonstrations and serve as a trusted advisor to help commercial teams understand and utilize enablement technologies effectively in their roles
  • Process Documentation and Best Practices
  • Develop and maintain process documentation, job aids, and playbooks while leading training sessions on process changes and best practices
  • Stay up-to-date on emerging sales enablement technologies and best practices to continuously improve enablement strategies and tools
  • Cross-Functional Collaboration
  • Act as a liaison between commercial teams and technology development teams, ensuring business needs have been effectively translated into system improvements
  • Gather feedback from commercial teams to identify gaps or inefficiencies in existing tools and processes and recommend enhancements
  • Communication and Adoption
  • Develop and execute communication plans to drive awareness and adoption of technology and process changes across the commercial organization (e.g., LinkedIn Sales Navigator)

Requirments:

  • Proven experience in Highspot administration and enablement technology management, ensuring high adoption and effective usage
  • Familiarity with call recording tools, such as Jiminny, and the ability to analyze data and provide actionable insights for improvement
  • Experience in translating technical concepts into business-friendly language for diverse audiences
  • Proven ability to develop and deliver both live and self-paced training programs, user guides, and resources
  • Strong understanding of change management principles and best practices for driving technology adoption
  • Excellent communication and stakeholder management skills, with the ability to work cross-functionally with commercial, IT, and product teams
  • Experience working independently and managing multiple priorities in a fast-paced environment
  • Strong analytical skills and experience working with data reporting tools to track and assess the effectiveness of sales enablement tools
  • Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint)
  • Experience with Salesforce.com and other sales/enablement technologies is preferred
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