Sales Strategy and Operations Lead

San Francisco, CA, United States
Dec 02, 2018
Biotech Bay
Required Education
Bachelors Degree
Position Type
Full time

Position Summary:

This functional leader is responsible for supporting and enabling commercial effectiveness and operational excellence of our field-based organization; he/she is a key partner to senior sales leadership and other senior leaders of field-based teams. Key areas of accountability will include the sales analytics and insights, sales operations, incentive compensation and data strategy. This functional leader will report directly to the VP, Commercial Operations.

Essential Duties and Responsibilities:

Salesforce Strategy and Analytics
  • Provide strategic, tactical and operational support to the VP Sales and field sales leadership to facilitate and enable sales execution excellence
  • Informs and shapes field force strategy through outputs of sales analysis and insights generation, subnational reporting, KPI development and tracking/monitoring, call plan development, targeting, alignment and segmentation work, sales force size and structure work, promotion response analysis, etc. and other commercial effectiveness initiatives

Incentive Compensation
  • Manage the strategic and tactical business operations of the Incentive Compensation
  • Own full end to end incentive compensation process including: IC plan design, goal setting, administration, reporting, communication, awards/contests, data integrity/accuracy and IC governance
  • Effectively partner with senior sales leadership to create customized IC Plan options to reflect unique/complex market dynamics and that drive the desired behavior and motivation
  • Work closely with Forecast team to set IC forecast

Sales Operations
  • Responsible for the development of sales tools, technology, processes and operations policies, i.e., dashboards, applications, etc.
  • Lead for commercial CRM build and implementation as well as enhancement and sustainment work to continually evolve the technology to meet business needs
  • Owner of sample management/administration and fleet strategy/operations
  • Responsibility also includes building out, maintaining and/or ensuring day-to-day field operations support from HQ

Data Strategy and Governance
  • In collaboration with the a cross-functional team, oversee the ongoing process of managing and evolving our commercial data strategy, data sharing and related governance
  • This leader is responsible for data acquisition to address key business needs and for establishing data as a strategic asset cross-functionally. Responsibilities will include data vendor management, data procurement, data management and inquiries/quality
  • Management of enabling commercial technology including MDM system/services and commercial data warehousing are the accountability of the Sales Operations lead

  • Bachelor's degree in business administration, economics, finance or related field.
  • 10-15 of relevant experience in a mix of sales/marketing analysis, statistical analysis, incentive compensation, field operations, commercial technology and financial forecasting, in the pharmaceutical or biotech industry.
  • Strong knowledge of the roles of other functions (Sales Leadership, Brand Marketing, Commercial Operations, IT, Legal, FP&A) and how to optimize the partnership with each function is required.
  • Deep experience with commercial technology (MDM, CRM, data warehousing, i.e. Veeva, Javelin, Tableau, Microstrategy, etc.); deep understanding of standard and emerging commercial secondary data sources, i.e. Xponent, DDD, SP, Claims, etc.
  • Expertise with in salesforce strategy, i.e. call planning/targeting/segmentation, salesforce resourcing/size/structure.
  • Excellent written and verbal communication skills are required - in particular the ability to summarize results and decisions in a concise manner across varying stakeholders
  • Proven history of working and delivering on multiple projects simultaneously, with tight deadlines and changing priorities is required
  • Strong ability to use Microsoft Office (specifically PowerPoint and Excel) and data visualization applications to organize and present quantitative data is required
  • Passionate and visionary about the function

Fit with GBT culture:
  • Ability to build strong relationships with co-workers of various backgrounds and expertise
  • Ability to function at a high level in a team setting whether leading the group or acting as an individual contributor
  • Values-based leadership consistent with GBT's Core Values
  • Excitement about the vision and mission of GBT
  • Flexibility
  • Integrity

NOTE: This position summary is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

Global Blood Therapeutics is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status, or any other characteristic protected by law.