Associate Director - Sales Operations Analytics
February 10
🏡 Remote – Anywhere in California
Description
• Lead analytics to inform sales force sizing and structure, territory alignment, targeting and call planning, incentive compensation of the field sales force and account management, and field reporting. • Design, implement and manage an incentive compensation program, ensuring communication of policy to the field and management oversight of the program. • Perform periodic field incentive plan health check to ensure plans meet business targets and brand objectives. • Collaborate with field leadership and account management to develop a call planning tool that can be deployed to sales representatives and managers. • Develop an analytics process and reporting framework for performance and field activity data and provide reporting on key performance indicators, including via dashboards. • Support sales teams, account managers, and leadership with insightful dashboards and ad hoc reports tracking KPIs and metrics linked to corporate goals. • Interact regularly with Sales Leadership to develop sales analysis and reporting on sales performance, ongoing regional and territory analyses. • Provide actionable insights based on trends in performance and activity to Commercial leadership to support field decisions. • Implement proper guardrails to meet compliance requirements for field reporting and quality checks to maintain data integrity. • Ensure data quality, consistency, and accuracy by establishing and maintaining data governance processes for field data. • Be a key stakeholder and thought partner on the development, customization, and refinement of the set-up and implementation of the CRM tool and other field-related tools to ensure systems are aligned with the needs and deliverables of sales planning and operations.
Requirements
• 8+ years of experience in biotech/pharma industry with relevant experience in sales analytics and sales operations, including knowledge of industry standards and best practices. • Oncology experience preferred. • Experience in drug launch, preferably in oncology. • Proficiency in manipulating and extracting insights from large longitudinal data sources, such as Claims, EMR, Specialty Pharmacy, and other patient level data sets required. • Strong knowledge of secondary data sources including syndicated sales (like IQVIA/SHA DDD and XPO), internal sales (like Ex-Factory, 867, 852, 844), promotional & marketing data, longitudinal patient level data; experience with payer data. • Experience working with large complex data and corresponding query/programming languages such as SAS, R, Python, or SQL plus experience with other big data technology such as Hadoop. • Business acumen and strategic vision to foresee strategic or executional opportunities and challenges around targeting and IC during a launch period. • Competency in navigating large volumes of information to synthesize what is most important and actionable. • High degree of creativity and innovation in developing new approaches, processes, and methodologies. • Strong interpersonal skills and a consultative mindset, with the ability to develop strong partnerships and influence without authority. • Excellent oral and written communication skills, including describing complex data topics in simple terms. • Considerable experience with the presentation of statistical analysis results/complex concepts around targeting, IC, and analytics to a non-technical audience. • Strong project management skills--the ability to plan, organize, and execute multiple projects efficiently, on time, and within budget. • Bachelor’s degree in science, business, or other quantitative discipline; MBA preferred.
Benefits
• Competitive base and incentive compensation • Comprehensive benefits program including medical, vision, and dental coverage • Group and supplemental life insurance • And much more
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