Reporting to the SVP of Marketing and Business Analytics, this individual will collaborate with internal and external partners to assess organizational needs and lead the management of our Sales Operations and Market Insights functions. This role requires strong leadership and understanding of the oncology marketplace, data analytics and reporting, market research, and project management. The ideal candidate will have a proven track record of leading teams and executional excellence.
PRINCIPAL DUTIES:
• Provide hands-on expertise and works collaboratively to design, execute and oversee all commercial analytical deliverables related to our commercial product and pipeline products, including identifying appropriate data sets and methodologies to conduct analysis plus synthesis & presentation of final output and conclusion.
• Advanced analytics including promotional response and mix modeling, territory opportunity analytics, ROI assessments, and customer assessments.
• Work closely with both Commercial, Supply Chain, and Finance leadership to build, analyze, and communicate accurate short-term and long-range demand and revenue forecasts.
• As part of the yearly budget process, define a comprehensive plan and budget integrating all available and to anticipate brand and market challenges.
• Effectively collaborate across company to ensure organizational commitment and alignment with key functions (such as: Marketing, Market Access, and Sales) that are critical to the successful attainment of financial sales goals.
• Display a high degree of creativity and innovation in problem-solving, proactively developing new approaches, processes, and methodologies to maintain consistent and reliable commercial operations.
• Drive initiatives that leverage AI, machine learning, and automation to enhance decision-making, optimize operations, and deliver actionable insights.
• Partner with IT and commercial leadership to ensure the integrity of the Commercial Data Warehouse and continuously review and integrate various internal and external data sources, ensuring data quality, analytics, and reporting capabilities
• Oversee the management of other field support such as vehicle program support and materials fulfillment
• Lead the development and administration of motivational incentive plans and contests designed to support sales and marketing objectives
• Collaborate with Marketing to perform customer segmentation and targeting efforts to optimize sales efficiency and impact
• Develop performance tracking and analytics capabilities including standard performance dashboards and ad hoc support for Marketing, Sales and senior management. Perform various self-initiated analyses to uncover opportunities and challenges facing the commercialization efforts
REQUIRED QUALIFICATIONS/EXPERIENCE (BASIC QUALIFICATIONS):
• Strong analytical abilities and attention to detail with a BA/BS in degree and at least 12 years of experience in the pharmaceutical or biotech industries including launch and pre-launch planning including prior management level experience in Sales Operations. Minimum of 5 years of oncology market experience.
• Extensive experience with IQVIA, KOMODA, SHS and other oncology sales and claims datasets
• Advanced computer skills – excellent knowledge and experience with Microsoft Excel, Word, PowerPoint, Access and Smartsheets
• Experience supporting pharmaceutical sales force automation software (Veeva / Salesforce.com preferred)
• Ability to translate end user needs into system capabilities
• Territory Alignment experience
• Sales incentive planning and administration expertise
• Ability to work collaboratively as part of a team, and able to manage the needs of multiple stakeholders.
• High degree of adaptability and problem-solving skills, with ability to identify and address insight gaps.
• Strong written and verbal communication skills, ability to present research results in a clear and concise manner to all levels of the organization.