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Director, US Sales Operations

United States - California - Santa MonicaCommercial/Sales OperationsRegular

Job Description

Kite is seeking a Director of US Sales Operations to lead US field force operations with a primary focus on field enablement tools, reporting, master data management, and incentive compensation. This team plays a critical role in ensuring that our field teams have the tools, resources, and technology they need to optimize customer engagement.  

Key Accountabilities:

  • Lead strategic analysis of sales performance and market trends in conjunction with the senior sales leadership team and Global Analytics team.
  • Lead the development, implementation, and maintenance of effective customer targeting tools to support on-going sales execution.
  • Responsible for the creation and operationalization of KPIs and metrics through centralized data systems, and creation and management of performance related reports and dashboards.
  • Develop call plans and targets for sales force using secondary data and sales data.
  • Design and administer incentive compensation plans and payouts for US Commercial field force.
  • Ensure data quality management including customer master data management.
  • Collaborate with key functional partners in Market Planning, Advanced Data Analytics, Sales, Access, and Marketing to deliver timely, actionable insights that drive sales force effectiveness and channel optimization.
  • Develop and maintain stringent quality control processes that ensure the accuracy of all reports and information disseminated.
  • Act as the IT liaison for field systems enhancements and integrations.
  • Manage, coach, and develop the US Commercial Sales Operations team.

Basic Qualifications:

  • MA/MS and 10 years of experience in sales analytics and operations in the pharmaceutical or biotech industry OR
  • BA/BS and 12 years of experience in sales analytics and operations in the pharmaceutical or biotech industry OR
  • High school diploma and 16 years of experience in sales analytics and operations in the pharmaceutical or biotech industry

Preferred Qualifications:

  • 12+ years in sales analytics and operations in the pharmaceutical or biotech industry; 5+ years of experience in oncology, hematology, cell therapy, or rare diseases strongly preferred.
  • Expertise working with Veeva and/or SFDC for field team performance management. 
  • Demonstrated proficiency in developing complex dashboards in business intelligence tools (e.g. Tableau, Power BI, Qlik Sense).
  • Highly collaborative leader with significant experience building and leading US sales analytics and operations capabilities, ideally within the oncology space.
  • Proficiency in R/Python and other data extraction and analytical tools such as SQL, etc.
  • Familiarity with database architecture and back-end commercial systems.
  • Prior experience designing, implementing, and managing incentive compensation plans.
  • Proven track record of strong strategic leadership, teamwork, innovation, project management and demonstrated ability to manage, lead and mentor individuals.
  • Excellent communication, facilitation, influence, change management and consensus building skills.
  • Demonstrated ability to lead, coach, and inspire a team.

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