Senior Director of US Commercial Operations

Описание вакансии

The Senior Director of US Commercial Operations is a critical role responsible for the leadership, strategic direction, and implementation of the US Commercial Operations team. This position will define, lead, and effectively implement a diverse team responsible for: Sales Analytics Operations, Field Incentive Compensation, Market Access Field Operations, and Event Planning.

In this role, you will lead cross functional collaboration to identify, create and optimize best practice standards, methodologies and processes to propel sales operational excellence while ensuring alignment to organizational priorities. You will also proactively define and align resources to meet business needs, increase effectiveness and improve efficiency by developing and implementing plans for short and long-term staffing, resource requirements, and operating budgets. This position will have 3 direct reports and 8-10 total team members.

Key Responsibilities

• Lead the development and ongoing administration of key targeting, segmentation, and call planning initiatives to boost the overall commercial impact by leveraging internal and external data assets to reach key customers

• Lead the strategic collaboration with Commercial Advanced Analytics to provide integrated Sales and Marketing Insights, by synthesizing field intelligence and combining with internal/external data

• Direct the identification of appropriate sub-national performance metrics and Key Performance Indicators (KPIs) and oversee the delivery of performance reports and sales dashboards

• Cultivate the creation of fair, accurate and motivating incentive plans, goals, awards and contests aligned with the organization's goals

• Direct the development of US Sales business requirements for Customer Relationship Management (CRM), Master Data Management, and Business Intelligence tools and systems including overseeing of vendor relationships for optimal performance in close collaboration with the Commercial Technology Strategy Innovation team and IT

• Lead the Kite Event Planning team to support internal and external meeting and congress logistics

• Lead continuous improvement projects within department to facilitate continued operational enhancement of sales analytics, field operations, and event planning

• Manage, mentor, and develop a team of highly skilled commercial operations professionals

• Ability to travel domestically up to 35% of the time

Basic Qualifications

• Advanced scientific degree (i.e., MD, PharmD, PhD) and 10+ years of experience OR

• Master’s Degree and 12+ years of experience OR

• Bachelor’s Degree and 14+ years of experience OR

• High School Degree and 18+ years of experience

Preferred Qualifications

• 12+ years of experience in sales effectiveness and operations (8+ years of experience in sales analytics and operations); previous field sales experience

• Experience leading and executing critical workstreams including field engagement strategy and enablement resources, incentive compensation design and operations, performance measurement, and account planning

• Experience creating and defining new process, teams, people and roles

• Leadership and talent development experience

• Experience in oncology, hematology, or rare diseases

• Motivated self-starter with excellent interpersonal and organizational skills. Excellent verbal communication, oral presentation, and scientific writing skills

• Exceptional influencing, partnership, and collaboration skills and ability to drive results within a matrix environment

• Resourceful strategic thinker with deep emotional intelligence and operational rigor

• Comfort and experience taking on ambiguous and complex problems.

• Excellent interpersonal skills with ability to lead, facilitate, interact with, focus, negotiate, resolve conflict and cultivate consensus among team members from a variety of cultures and disciplines

• Demonstrated excellence in program management, project management, change management and effectively managing multiple projects/priorities

• Deep understanding of the design and operations of key field enablement resources (e.g., CRM, Tableau, etc.)