Associate Director, Sales Operations

Emeryville, CA, United States
Sep 08, 2020
Biotech Bay
Required Education
Bachelors Degree
Position Type
Full time
Associate Director, Sales Operations

The Associate Director, Sales Operations will lead the Sales Operations team to support Santen's US sales organization. This role will be responsible for building the systems, programs and sales operations team; and work closely with the Sales, Marketing, HR, Legal, Compliance and IT teams to facilitate execution of sales operations activities to meet business objectives and continuously improve sales force execution. This position reports to the Director, Commercial Operations.

  • Partner closely with Marketing, Medical Affairs, Market Access and Sales colleagues to support training and development of commercial field teams. Assist Sales Leadership and HR in the design/setup, communication, and implementation of incentive programs.
  • Collaborate with Finance to ensure field force budgets are properly managed and reports are generated to monitor adherence to budget
  • Drive collaboration with the Legal and Compliance team on requisite Sunshine Reporting.
  • Work with sales, marketing, and IT to build out CRM, data warehouse, and business intelligence systems and platforms.
  • Support sales territory alignment, analyses, and implementation.
  • Build and manage dashboards to track sales metrics, launch metrics, sales effectiveness and improvements, and sales targets.
  • Track commercial agreements and targets to support sales-based customer incentives.
  • Support reporting of all key performance metrics in regular review/update meetings.
  • Communicate Sales Operations program and project plans to ensure alignment with stakeholders and team members. Take action to remove barriers in a timely and effective manner. Report progress and ensure full visibility and support.
  • Build team of Sales Operations managers and analysts.
  • Manage third party data vendors including execution of contracts/data purchases.
  • Manage salesforce auto fleet program.
  • Manage product sample program.

  • BS or BA in business, science, or IT field
  • At least 8 years Life Science industry experience, minimum 2 years of prior launch experience and an understanding of drug launch processes and functions.
  • Knowledge of IT systems including CRM (e.g., Salesforce, Veeva), data warehouse (e.g., Azure), data visualization software (e.g., Tableau, Power BI). Advanced proficiency with Microsoft Excel. Familiarity with ERP systems (e.g., SAP, Oracle).
  • Project management and organizational skills. Experience with technology tools in planning, managing milestones and integrating departmental inter-dependencies.
  • Critical thinking and analytical skills
  • Strategic decision-making capability, ability to see big picture, develop solutions and actions in a timely fashion, and identify critical paths in high complexity situations.
  • Resilience, flexibility, and comfort with ambiguity.
  • Strong planning and organizational skills; ability to lead teams without authority to achieve necessary outcomes.
  • Ability to effectively work with teams and promote collaborations in a matrix organization.
  • Excellent verbal and written communication skills.
  • Ability to interact with all levels of management within the organization, build alignment, influence key stakeholders and execute on plans.
  • Strong leadership, emotional intelligence, and interpersonal skills