James Britt Email and Phone Number

Field Sales Technology• Business and system solution owner in developing and maintaining SalesForce.com and Veeva CRM solutions to support the Commercial Diagnostics field teams• Lead the development, implementation, and continuous improvement of Commercial Operation’s data management capabilities: data acquisition, stewardship, validation, MDM, 3rd party claims data, and data integration of internal and external datasets• Build, Maintain and Facilitate Sales Technology Trainings for all commercial field personnelSales Data/Analytics/Reporting Strategy• Implement effective customer targeting strategies to support ongoing promotional efforts for Dx Hematology/Oncology field sales reps Incentive Compensation Management• Own end-to-end process of companywide IC plan design, administration, and performance reporting for all commercial IC participants• Develop performance metrics against quota and/or specified MBOs, including support of plan approvals, commission calculations, payout analytics and process• Source, implement, and administer IC management software to support all Adaptive’s Fields Sales IC plansTargeting, Sales Force Sizing, Deployment & Support • Use commercial 3rd party data sources to update and report on customer targeting initiatives • Lead sales force sizing exercises, quarterly territory alignments, customer segmentation, and targeting methodology• Provide analysis for sales territory design and sales/geography coverage along with resource planning/budgetCommercial Operations Team Leadership • Delegate and support cross functional tactical initiatives to team members and ensure high quality and on-time results.• Support the development of team members through feedback loops and weekly 1-1’s and quarterly goals reviews • Track and calibrate Resource management to ensure accurate and efficient use of contracting/FTE resources

• Coordinate sales forecasting, channel revenue planning and org budgeting processes for the sales team, executive management, and global operations• Manage database and sales tools including CRM (salesforce.com) alongside developing critical internal systems utilized by the sales department for account tracking, revenue forecasting and pipeline management• Develop sales enablement tools and training programs to sales teams, sales management, and sales support personnel• Support field leadership in administration and direction of the incentive compensation programs

• Charged with implementing new sales plan for Department of Laboratories including creating incentive structure, sales targets, budget management and sales metrics • Design and manage weekly sales report dashboards (tableau) for VP of Sales focused on status of new business development efforts and forecasting sales metrics • Collaborate with executive management and sales staff to optimize sales process, developing initiatives that reduce bottlenecks and improve account management tracking systems• Interacting with various stakeholders to implement a new CRM system (SFDC) designed to increase pipeline generation, improve close rates, reduce sales cycle times, and improve data & analytics capabilities

• Created and developed weekly financial reporting system, updates on revenue received, current and forecasted spend and coordinated quarterly budget objectives• Managed weekly field team meetings, tracked staff quarterly achievements against goals and budget, identified and contracted additional staff to support new projects, managed team’s project progress against goals, and reported results at weekly staff meetings • Developed customer retention tracking system designed to track sales and annual member retention metrics, resulting in an increase in customer retention from 70% to 85%• Analyzed incentive compensation data to provide input on state of the business and analytics• Implemented CRM solution for global innovations sales team focused on supporting Microsoft’s top 30 global accounts