SUMMARY/JOB PURPOSE:

The Senior Manager, Sales Operations will manage various functions that are essential to the sales force’s productivity and effectiveness. These functions include Incentive compensation program design and execution, quota forecasting and management, metrics and reporting, sales process design and improvement, sales training programs. This role will manage the business operational framework to optimize the company’s revenue opportunity.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Design, implement, manage, report, and analyze incentive compensation plans.
• Manage sales forecasting, planning and budgeting processes, and coordinate these activities with other functions in the organization
• Ensure the sales force quotas are assigned timely and accurately
• Design and execute sales contests
• Lead the planning and execution of targeting optimization process to drive business results.
• Collaborate with sales management, IT, and other relevant parties to develop and drive effective reporting, metrics and dashboards that will consistently provide necessary focus on key sales metrics in the business.
• Analyze and optimize territory alignments and recommend adjustments as needed.
• Help manage field sales CRM, including planning, roll-out, change management, compliance, support, maintenance, and reporting.
• Lead the development and execution of the National Sales meeting in conjunction with sales leadership and marketing.
• Build peer support and strong internal relationships with colleagues.

SUPERVISORY RESPONSIBILITIES:

• No supervisory responsibilities; manage vendors as appropriate

EDUCATION/EXPERIENCE/KNOWLEDGE & SKILLS:

Education:

·Bachelor’s degree in related discipline and a minimum of five years of related experience; or,

·Master’s degree in related discipline and a minimum of three years of related experience; or,

• Equivalent combination of education and experience.

Experience:

·Experience in Commercial analytics / operations in biotech / pharmaceutical industry is required.

·Experience with oncology and product launches is preferred.

·Vendor management experience is a plus

·Experience creating dashboards is preferred

Knowledge/Skills:

• Knowledge of standard pharmaceutical industry sales data and Incentive Compensation practices
• Ability to lead in the continuous assessment of the sales team’s sales objectives and strategy.
• Ability to frame critical business questions, identify information needs to answer those questions, and determine where to best search for information sources.
• Effective presentation and communication skills, both verbal and written
• Excellent organizational, project management and problem-solving skills
• Ability to thrive in a fast-evolving environment
• Has good general knowledge of other related disciplines.
• Understanding of secondary data sources (specialty pharmacy, specialty distributor, claims, Xponent) and using it to complete missing information
• Possesses strong technical skills and experience with Excel, SQL, etc.

WORKING CONDITIONS:

·Environment: primarily working indoors, performing work or meeting with vendors

·Travel for conferences / organizational meetings as needed – 15% travel

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