Job Summary (Primary function)
Essential Functions of the Job (Key responsibilities)
·Lead, manage, and develop direct reports in the execution of the core sales operations functions with a focus on collaboration across the US Dermatology Business Unit.
·Assist in building roadmap and execution of team expansion, future state capabilities in advance of new therapeutic areas, and/or business development opportunities.
·Work closely with executive sales leaders to determine opportunities for increased field efficiencies, analytical education gaps, and coordinate with product strategy for implementation of new field tactics
·Collaborate across the Product Strategy and Market Insights teams to develop key performance metrics and dashboards that help the sales organization focus on performance drivers
·Identify and build out appropriate educational materials to support ongoing representative and regional manager’s development in the areas of business planning, sales analysis, and execution.
·Continually evaluate team structure to optimize resources and provide increased/consistent customer support.
·Lead any sales force sizing and structure projects for ongoing efficiency or new opportunity.
·Develop call plan and promotion response models if and when applicable for the field sales teams.
·Manage and direct sales data inquiry request/resolution for sales incentive compensation data, sales reporting, and CRM reporting.
·Manage alignment process of territories/regions to maximize effectiveness of the sales force, compliance measures for promotional activity, and IC plan equity.
·Lead the creation and management of all IC operation activities including goal allocation, goal adjustments, validation of IC process and payout process, monthly reporting and analysis on impact and issues affecting field incentive plan.
·Responsible for the consulting, development, and management of the rewards and recognition programs, including Mighty Oak and field contests.
·Analyze sub-national performance trends & sales force effectiveness to identify opportunities and inefficiencies.
·Manage quality assurance in the tracking & implementation of field force targets and affiliations within the CRM system.
·Partner with sales management to define and produce or enhance reporting to measure sales force productivity and ensure effective implementation of established strategies and tactics.
·Work directly with cross-functional teams and vendors to coordinate & manage the deployment of all sales force reporting: data availability and Q/A process of sales reporting.
·Responsible for all field training in regards to field sales tools, i.e. dashboards, Incyte Mosaic, ad hoc reports.
·Co-responsible for development and alignment of field CRM platforms and master data managements capabilities (MDM) directly used by all field personnel. Will need to have comprehensive knowledge of current CRM, reporting, and master data management (MDM) capabilities.
·Oversee and provide solutions and reporting for field sampling programs. Work with compliance to ensure PDMA compliant sampling practices and federal reporting requirements are fulfilled.
·Manage Incyte Field Fleet program across North America. Manage program in accordance with Incyte policies and focused on fiscal and environmental responsibilities.
·Develop communication materials to support field sales management on business reviews and sales force tools.
·Collaborate with the Business Information Services (BIS) team to define business requirements and solutions for all tools and deliverables that support the field sales force.
Qualifications (Minimal acceptable level of education, work experience, and competency)
·BA or BS degree required, degrees in mathematical background preferred.
·8-10 years Sales Operations experience in the Pharma/BioTech industry.
·Detailed understanding of sales processes, sales data tracking, sales force automation, incentive compensation operations, promotion response concepts, and sales force alignments.
·Extensive experience in the design, adaptation, and communication of multiple incentive compensation plans including the enrollment of senior organizational and field-sales leaders.
·Experience in managing and developing direct reports. Proven experience in motivating high performance teams and versed in techniques for effective coaching, communication, and working styles.
·Proficient in all aspects of analyzing healthcare sales data and field force activities.
·Proficient in customer relationship management systems, i.e. Sales Force.com.
·Excellent verbal, written and stakeholder management skills to effectively influence and manage expectations with sales management and cross-functional teams.
·Strong project management skills.
·Willingness to travel up to 20% domestically
Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.
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