Senior Manager OR Associate Director, Sales Operation - South San Francisco, CA | Biospace
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Senior Manager OR Associate Director, Sales Operation

Puma Biotechnology

South San Francisco, CA
Posted Date:
Position Type:
Full time
Job Code:
Required Education:
Bachelors Degree
Areas of Expertise Desired:

Job Description

Primary Objective of Position

Senior Manager OR Associate Director, will be responsible for a wide variety of projects across the Commercial and Medical Affairs organizations to include but not limited to functioning as the business lead for operational implementation of field facing systems and incentive compensation. In addition, this individual will actively influence strategy and planning by providing objective, comprehensive in-depth insights to the organization about current and future market trends, product performance, customers and competitors.  The Director/Associate Director participates actively in Puma’s commercial planning efforts by providing unbiased, objective, in-depth intelligence. Additionally, he or she identifies critical business issues and opportunities for growth, collaborates with cross functional teams, and works to embed an external market point-of view into the strategic direction of the company.

Major Duties/Responsibilities

Leads the analysis of complex business problems and elicits and aids in documenting business requirements.
Develop and lead incentive compensation design, reconciliation, tracking and final attainment.
Co-lead operational strategy and design program to support integrated multichannel marketing strategy in partnership with brand marketing.
Oversee and execute a wide variety of commercial initiatives across the organization to ensure company is launch ready
Co-lead operational design and implementation of field metrics to support Medical Affairs, Medical Science Liaisons, and National Account Managers.
Evaluate and prioritize program(s) based upon objective measures of return (ROI), risk mitigation and/or organizational preparedness.
Integrate with broader Commercial team to clearly understand key business questions.
Work collaboratively with Analytics team to develop tools and dashboards that capture key performance metrics.
Develop and refine field sizing and deployment processes to ensure objectives and sales force effectiveness are achieved.
Design and implement effective customer call planning and targeting tools to support on-going sales promotion and assist management in evaluating sales productivity/performance.
Manage roster system and process to align territories for optimal sales force utilization.
Develop report processes for call planning and incentive compensation.
Monitor the organization’s compliance with required standards for maintaining CRM data.
Ensure timely and accurate collection, analysis, management, and dissemination of all field sales reports.
Serve on cross-functional data governance team and help establish and maintain data.
Monitor department performance against key performance indicators and collaborate with commercial leadership to implement improvements.
Work with Finance to ensure accurate reporting of sales and inventory data.
Help establish and maintain data and report distribution strategy.
Partner with IT to maintain data warehouse systems and quality/integrity of data.
Other duties as assigned.

Skills & Abilities

Extensive experience with Veeva CRM, data management and incentive compensation
Experience with IMS and related pharmaceutical sales data
Experience with campaign and program management
Strong analytical skills with the capability to appropriately define issues, questions and data; to comprehend quantitative methods and analytical techniques; to perform accurate analysis (correctly calculated numbers, accurate graphs); to cross-check data and assumptions; to document and establish data trails; and to think creatively about different ways to analyze data and information.
Excellent quantitative background that supports the analysis of data to better understand market dynamics and provide insights into product performance and marketing strategy.
Strong interpersonal skills with demonstrated ability to drive toward consensus.
Exceptional persuasive written and verbal communication skills. Willingness to present the facts and put forth hypothesis in the face of differing opinions.
Excellent presentation skills with the ability to establish logical flow and story and skilled in choosing best graphic representation for points to be made.  Experienced presenting to senior management.
Ability to adjust to changing needs within the organization and flexibility to change priorities as needed
Ability to self direct projects and work with little supervision.
Demonstrated values-based skills and strong work ethic.

Physical Demands

The physical demands described are representative of those that must be met by an employee to successfully perform the primary functions of this position.

The physical demands of the office are normally association with extended amounts of time sitting and using office equipment, including a computer, keyboard and mouse, which can cause muscle strain. While performing the duties of this job, the employee is frequently required to stand, walk and sit. Periodic light lifting of supplies and materials may apply. Work is performed in an office environment.


Education & Professional Experience

Bachelor’s degree in business, science or related field. A master’s degree (MBA) strongly preferred.8-10 years of experience working with oncology markets in the pharmaceutical or biotech industry.
Experience with commercial systems implementation and management (CRM, Veeva Vault, data warehouse)
Experience selecting and managing vendors
Demonstrated experience with Microsoft Office (Word, Excel, PowerPoint and Access).
Experience with Microsoft SQL Server and other business intelligence tools
Experience with or exposure to both US and ex-US commercial requirements
Experience in oncology required
Familiarity with selection and optimization of pharmaceutical/oncology secondary database