Senior Manager, Sales Operations Avanir Pharmaceuticals
THIS JOB HAS EXPIRED POSITION DETAILS
This position will be responsible for managing all aspects of tactical operation and strategic analysis associated with allocation of field-based resources, including incentive compensation, targeting and segmentation, call planning, promotion response and effectiveness analysis, sales force deployment (alignments) and managed care pull-through analysis as well as field literature fulfillment programs. In this field-facing role, this position will initiate key analytical processes that optimize sales force performance and return on effort, thus supporting the Companys key revenue objectives. The Manager/Senior Manager of Sales Operations develops new reporting platforms and performs ad hoc analytic support for management across all areas in the Companys commercial business including, but not limited to, Sales, Managed Markets, Marketing and Business Development.
ESSENTIAL JOB FUNCTIONS
Incentive Compensation Plan Design and Management. Manage the planning, design, execution, and evaluation of field IC plans and reward programs. Model alternative plans, monitor and report on plan performance; manage troubleshooting and exception reporting; manage communications with the field and all levels of internal management.
Decision Support and Alignments. Analyze sales and marketing data to support decisions on sales force size, structure, alignment, promotional mix, and other resource allocation questions within Commercial Operations.
Analyze, manage and maintain territory alignments for balanced, workable territories to maximize sales force efforts.
Monitor and analyze targeting criteria and enhance approach to improve efficiency of sales force.
Develop new segmentation approaches as necessary to support marketing programs and execute strategic objectives.
Use quantitative techniques to assess return on investment of sales force tactics such as reach, frequency, sampling, and pull-through programs
Conduct business development scenario modeling.
Promotional Fulfillment. Oversee non-personal fulfillment programs to physicians and order/delivery of commercial materials to sales force.
Establish policies; manage inventory; manage TeleRep and mail sampling process; track activity metrics and costs; identify process improvements to reduce costs and/or improve services delivered.
Sales Reporting. Evaluate new data sources; design and maintain appropriate platforms, metrics, and communication vehicles (dashboard, Sales reports, etc) to monitor and report on efficiency and effectiveness of sales activities.
Ad Hoc. Provide ad hoc analytic support for a variety of commercial applications and special projects as needed to support Senior Management in managing the business.
Bachelors degree in Business Management, Mathematics, Finance, or other quantitative discipline. Advanced degree preferred.
Minimum of 5 years combined pharmaceutical/biopharmaceuticals experience with primary roles in sales operations, commercial analytics, or related analytical functions.
Experience with the major sub-national syndicated and internal data sources, including Xponent, DDD, PlanTrak, Pharmacy Claims, 867/852 data.
Proven ability to translate brand strategies into motivating and effective IC plans and to communicate them effectively to internal customers at all levels.
Must have proficiency in analytical tools used to manage and analyze sales data and measure sales performance, including MS Office, MSAccess, and other software and analytical tools to extract and analyze sales data. Working knowledge of statistics.
Excellent verbal and written communication skills with the ability to define and structure problems to be solved and to communicate complex business analysis and issues in a clear and concise manner.
||101 Enterprise |
Aliso Viejo, CA 92656
THIS JOB HAS EXPIRED