Sales Operations Analyst

This position is an individual contributor in a sales administration role for a biopharmaceutical company preparing for commercialization.  As such, the person who fills this role will operate in a dynamic environment where everyone may be “wearing many hats” within the sales operations function and where this person will have an opportunity to interact with senior people from Field Sales, Marketing, Commercial Analytics, Sales Operations, and Senior Management.

ESSENTIAL DUTIES AND RESPONSIBILITIES (include, but are not limited to):

Works extensively with the Commercial Analytics, IT, Sales, Marketing, and external vendors to assist with needs assessment, systems implementation, and to help define business/process rules and requirements in areas that include:

  • Incentive compensation (IC) support, including IC administration and/or implementation of sales incentive compensation programs.
  • Sales Help-Desk function
  • Targeting, Alignment, and Call Planning
  • Reporting and reporting platforms
  • Fleet/Vehicle reimbursement support
  • Field communications
  • Sample management
  • Field roster

Serves as a point-person for addressing inquiries and issues that come to Sales Operations from field personnel and works with other stakeholders in the commercial organization to resolve issues and answer questions in a timely manner.  Tracks requests, questions, and issues from the field and develops summary reports on sales help desk activities in order to identify areas where field support services, as well as other services from sales operations, may be improved.

Assists in development of field and home office reporting and ensures that periodic reporting remains on schedule. Understands the goals of reporting include ability to measure Key Performance Indicators (KPI’s) and assessment of on-going performance, especially against stated goals.  Specifically, with field reporting, helps to enable the sales team to more effectively measure success, target accounts and customers, and analyze territory performance.

Collects feedback on how well reports are serving stakeholder needs and where there may be gaps.  Works to improve reporting to satisfy these needs where feasible.  Assists with ad hoc reporting and analysis requests.

Assists the manager of commercial systems with the implementation of the CRM system, data management, field training, and related vendor management, where needed.

Assists with development of incentive compensation plans for field personnel.

QUALIFICATIONS:

Skilled at collaborating cross functionally and with key strategic business partners building effective relationships with senior management, facilitating successful teams and favorably influencing people without direct authority.

Experience working with a sales team, relational databases, data warehouse systems and familiarity with third party biopharma data vendors (e.g., IMS, Symphony, Fingertip).

Possess keen analytical and problem solving skills with attention to detail.  Flexibility to thrive in a complex and dynamic environment.  Strategic understanding of pharmaceutical sales and marketing with the ability to identify market drivers, trends, issues, etc.

Skilled at collaborating cross functionally and with key strategic business partners building effective relationships with senior management, facilitating successful teams and favorably influencing people without direct authority.

Outstanding organizational and computer skills, excellent written and verbal communication skills, and the ability to work both independently and as part of a team.  Has proficiency with Excel (and VBA), PowerPoint, Access, and other common communication and analytical tools.

Experience administering and/or implementing sales incentive compensation programs.

EDUCATION and/or EXPERIENCE:

A Bachelor’s degree in a science, engineering or other analytical field with a minimum of three (3) years sales and/or marketing analytics or operations experience in the pharmaceutical/biotech or related industry is required.

Other experience that may be helpful in this role include:  Experience with stewarding master data management (MDM) systems; experience with CRM systems such as Sales Force and Veeva; familiarity and with analytical tools; experience developing models in Excel and Excel VBA; process mapping; scripting languages such as SQL; and experience with BI/reporting platforms or with developing reports in software like QlikView or Tableau.

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