Sales Manager

About 20/20 Onsite

20/20 Onsite is transforming patient access to specialty eye care and clinical trial assessments through our Mobile Vision Clinics. Since 2014, we’ve delivered high-quality eye exams to over 75,000 patients directly in their communities. In 2020, we expanded into Life Sciences, outfitting our mobile clinics with specialized equipment to support decentralized and hybrid clinical trials, particularly those requiring ophthalmic assessments.

Our focus is radical patient-centricity. By reducing friction and bringing assessments closer to participants, we support Sponsors, CROs, and sites in improving enrollment, retention, and data consistency across a range of therapeutic areas, with a strong foundation in ophthalmology.

20/20 Onsite services have become instrumental in advancing drug therapy development and distribution, chronic disease management, and essential patient health care in the sponsored communities the company serves. Our established client base is highly satisfied with our services, shows indications of follow on business opportunities, and in almost every case represents a major growth opportunity for our company

About the Role

We are seeking a highly strategic and hands-on Sales Manager to lead our Sales and Account Management team across all core sales activities. This role is responsible for ensuring the team consistently meets revenue goals by strengthening pipeline creation, enforcing sales process discipline, and guiding opportunity strategy from discovery to close. You will coach the team through opportunity qualification, development, scoping and solution design discussions, and pricing proposals while ensuring opportunities are structured effectively and progress predictably through the pipeline.

Responsibilities

Sales Leadership & Team Performance

• Lead, coach, and develop the Sales and Account Management team to meet and exceed all revenue targets.
• Establish clear expectations for pipeline creation, qualification, and movement through the sales process.
• Create and maintain commission plans and trackers with the assistance of leadership
• Partner with team members on opportunity strategy, ensuring alignment with 20/20 Onsite’s sales methodology.
• Conduct regular pipeline reviews, forecast meetings, and strategy sessions to ensure accuracy and momentum.
• Drive a culture of accountability, curiosity, and continuous improvement within the sales organization.
• Lead the recruitment, onboarding, and training of new team members in alignment with company growth objectives.

Pipeline & Opportunity Management

• Oversee all pipeline generation activities and ensure consistent top-of-funnel health.
• Guide team members through discovery, needs assessment, and consultative conversations with sponsors, CROs, and site networks.
• Support solution design discussions by aligning study requirements with 20/20 Onsite capabilities, particularly in vision-related assessments and clinical trial delivery models.
• Review and strengthen proposals, pricing approaches, and commercial structures.
• Ensure CRM (Salesforce) accuracy and strong adherence to sales stages and forecasting best practices.

Market Expertise & Client Engagement

• Maintain deep understanding of clinical trial operations, especially in Ophthalmology or vision-related endpoints.
• Stay current on decentralized/hybrid trial trends and emerging needs across therapeutic areas.
• Participate in client meetings, conferences, and industry events to support team activity and represent 20/20 Onsite’s value proposition.

Qualifications

Required Experience

• 5+ years of experience in Sales, Account Management, Solutions Consulting, or similar client-facing roles in Life Sciences or clinical trials.
• 2+ years managing Sales or Account teams.
• Demonstrated ability to lead opportunity strategy in complex, consultative sales cycles.
• Strong working knowledge of clinical research processes and study requirements
• Proficiency with CRM systems (Salesforce preferred), pipeline analytics, and sales process design.

Preferred Experience

• Experience in Ophthalmology, imaging, or device-based assessments.
• Exposure to decentralized/hybrid clinical trial models.
• Familiarity with modern sales tech stacks and cross-functional collaboration tools.

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