Associate Director, Sales Operations & Analytics, Lung

The Opportunity:

The Associate Director of Sales Operations & Analytics, reporting into Senior Director, Sales Ops & Analytics, will enable US Commercial field teams to execute and deliver on customer needs with clarity, control and confidence. This strategic thought partner will lead the strategic design and execution of field enablement and analytics systems that drive commercial performance and scalability. They will partner with US Commercial functions (Field Sales, Analytics & Insights, Marketing, Market Access), and with several non-commercial functions (IT Info Systems, Compliance, Human Resources, Financial Planning & Analysis, and Medical Affairs). This individual will support seamless, coordinated commercial field enablement through:

• Facilitating communication of bi-directional and actionable customer information between field teams, home office commercial functions, and other functional partners.
• Designing, managing, and overseeing operations of field enablement tools and technologies (e.g. CRM, territory/account business planning, etc.) that enable seamless execution.
• Designing/managing motivating and fair incentive compensation plans.
• Establishing operational efficiency through defining/executing operational frameworks, performance dashboards, and governance models that align execution with business strategy.
• Supporting cross-functional program management of field enablement initiatives.
• Executing field team initiatives pertaining to onboarding, training, and business planning.

Required Skills, Experience and Education:

• MA/MS/BA/BS degree in related discipline and 8+ years progressive experience in sales operations, commercial analytics, or related functions within the biotechnology or pharmaceutical industry, including 3+ years leading cross-functional or system-level initiatives.
• Proven track record of operational and analytics experience:

  • Drives sales performance and promotes organizational effectiveness/efficiency.

  • Includes incentive compensation, CRM, inquiry resolution, omnichannel, account/business planning, territory/roster management, QBRs, etc.
• Strong organization and analytical skills to quickly break down and solve business problems.
• Program management of processes, communications, meetings/events, and resources that equip field teams with key resources to efficiently/effectively/sustainably meet customer engagement targets and objectives.
• Ability to work independently to execute strategic and tactical plans under tight timelines.
• Track record of collaborating with cross-functional teams toward a shared vision of success.
• Ability to communicate clearly and confidently across all levels of the organization, through verbal dialogue/presentations and through written correspondence.
• Ability to lead, mentor and on-board less experienced team members.
• Valid driver’s license; ~30% travel required for candidates based remotely or ~10% travel required for candidates based at Redwood City, CA headquarters.

Preferred Skills:

• Related experience such as consulting, analytics & insights, specialty distribution, data acquisition, business information systems, forecasting, market research, sales, etc.
• Experience leveraging AI tools/technologies to accelerate and enhance Commercial Field capabilities that afford our teams more time to execute strategically, to innovate, and to drive greater impact for patients.
• Prior oncology launch experience, preferably in oral oncolytics, in NSCLC and/or in GI.
• Experience in small to midsize biotech space.

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