Manager, Sales Analytics & Operations
The individual will manage and implement various processes, systems and tools designed to improve sales productivity and effectiveness, including targeting/alignment/call planning, sales force automation/customer relationship management (SFA/CRM), field reporting, incentive compensation (IC), etc. The individual will work closely with Field Sales, National Accounts, Commercial Operations, IT, and other areas within the company to support the key capabilities required to achieve yearly field objectives.
ESSENTIAL DUTIES AND RESPONSIBILITIES (include, but are not limited to)
Serves as business expert for the commercial team in regards to product demand sales data sources, structure, content, quality, and deliverables.
Owner of product demand reporting and analysis quality control. Responsible for the design, development, and timely delivery of accurate demand- and activity-based reports, including ad hoc analytics as needed, for sales reps and Sales management and other areas of the Company, e.g., Compliance, Finance, etc., as required. Monitors sales team performance against key performance indicators.
Responsible for administration and reporting of the product field incentive plan and contests. Proposes IC plans that motivate field personnel, support the commercial objectives for the brand, and adhere to Compliance policies.
Maintains the product zip code alignment, coordination of the alignment within internal systems, and generation of geographical mapping reports.
Participates in the Sales Operations Council field user team to validate current tools/reports and generate ideas for future solutions.
Investigates, responds, and resolves field sales data inquiries and ensures resolution is implemented in all systems and reports.
Manages customer targeting and segmentation in all applicable systems and reports. Responsible for “data scrubbing” processes to ensure customer data files are up-to-date and accurate.
Provides training and/or backup assistance as needed to field and managed markets staff on the use and interpretation of data sources and reports.
Builds, manages and maintains relationships with key vendors of systems, sales analytics, software, and consulting services.
Ensures all aspects of assigned areas are conducted in a compliant fashion and are aligned to the needs of the sales organization and overall corporate direction/strategy/goals.
Strong analytical and problem-solving skills, with a solid process orientation. Ability to use time effectively and prioritize, as well as, manage multiple projects with time sensitive deadlines.
Familiarity with database architecture. Working knowledge of statistical packages and software that operate on the desktop such as SAS, SPSS or similar.
Strong knowledge of and experience working with biopharmaceutical market data (meaning of data, limitations of data, ability to manipulate, etc.) including IMS and SHS data. Solid knowledge of biopharmaceutical commercial systems.
Strategic understanding of pharmaceutical sales and marketing with the ability to identify product sales drivers, trends, issues, etc.
Takes initiative to identify problems, issues and symptoms within the assigned area of responsibility. Applies basic consulting skills, including consultative listening, problem definition, hypothesis generation, data analysis, and translation of solutions to business value. Ability to work both independently and cross functionally as part of a team.
Ability to convert sales force analytics and conclusions into easily understandable and persuasive oral and written presentations. Demonstrated experience in statistical analyses of quantitative data. Ability to utilize secondary data to create sales insights and actionable recommendations.
Ability to manage vendors of biopharma commercial systems and sales force analytics capabilities. Experience managing multiple projects simultaneously. Strong budget management skills.
Outstanding organizational and computer skills (including Microsoft PowerPoint, Excel, Word).
Able to flourish in a small, entrepreneurial company environment.
EDUCATION and/or EXPERIENCE
Bachelor’s degree in a related field with a minimum of 5 years relevant sales analytics and operations experience within the biotechnology/pharmaceutical industry. Strong knowledge of sales incentive compensation concepts, sales data tracking systems, and life science CRM and data warehouse systems required.
Experience within the CNS therapeutic area and launch experience preferred.