Senior Manager, Sales Analytics and Operations

SENIOR MANAGER, SALES ANALYTICS AND OPERATIONS

Position Summary:

The Senior Manager, Sales Analytics and Operations will be responsible for supporting and enabling strategic deployment and operational excellence of our field-based organizations; this individual will be a key partner to field leadership and field-based teams. Key areas of accountability may include sales and payer analytics, sales operations, incentive compensation, data and BI strategy and implementation.

Essential Duties and Responsibilities:

Salesforce Strategy and Analytics

• Provide strategic, tactical and operational support to field leadership and field-based teams to facilitate and enable execution excellence
• Inform 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- Plan Design, Goal Setting and Administration

• 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
• End-to-end incentive compensation process including: IC plan design, goal setting, administration, reporting, communication, awards/contests, data integrity/accuracy and IC governance
• Work closely with Forecast team to set IC forecast

Sales Operations

• Work on the development of sales tools, technology, processes and operations policies, i.e. dashboards, applications, field inquiries- for Sales Leadership, Field Sales, Payer Team
• Play a key role in CRM implementation as well as enhancement and sustainment work to continually evolve the technology to meet business needs
• Ensure day-to-day field operations support from HQ
• Play key role in implementation of Speaker Program Operations and reporting

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
• Play a key role in data acquisition and commercial integration to address key business needs; will establish data as a strategic asset cross-functionally; Responsibilities will include data vendor management, data procurement, data management, i.e. integration/inquiries/quality
• Implementation and management of commercial technology including DW and MDM system/services

Qualifications:

• Bachelor's degree in business administration, economics, finance or related field
• 5-7 years of consulting experience; a generalist that has worked across field operations projects including sales analysis, incentive compensation, field operations, commercial data and technology -- supporting clients in the pharmaceutical / biotech industry
• Must be a problem solver, and is expected to "connect the dots" i.e. think through implications of this teams work to other parts of the business and understand the impact of decisions in other parts of business (in turn proactively address communication/changes)
• Knowledge and experience partnering with Sales Leadership, Brand Marketing, Commercial Operations, IT, etc.
• Solid 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.
• 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
• Must be hands on to retrieve data
• Passionate and visionary about the function and supporting the success of the business

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.