Director, Sales Force Effectiveness

CSL Behring
Summit, New Jersey
Oct 10, 2020
Required Education
Associate Degree
Position Type
Full time
About CSL

With operations in 35+ nations and ~27,000 employees worldwide, CSL is driven to develop and deliver a broad range of lifesaving therapies to treat disorders such as hemophilia and primary immune deficiencies, and vaccines to prevent influenza. Our therapies are also used in cardiac surgery, organ transplantation and burn treatment.

CSL is the parent company of CSL Behring and Seqirus. CSL Behring is a global leader in the protein biotherapeutics industry, focused on bringing to market biotherapies used to treat serious and often rare conditions. CSL Behring operates CSL Plasma, one of the world's largest collectors of human plasma, which is used to create CSL's therapies. Seqirus is one of the largest influenza vaccine companies in the world and is a transcontinental partner in pandemic preparedness and a major contributor to the prevention and control of influenza globally.

We invite you to take a look at the many career possibilities available around the globe and consider building your promising future at CSL by becoming a member of our team!

Job Description

Job Summary:

An ideal candidate for this role is someone who possesses strong leadership, project management and problem-solving skills, has the ability to work with diverse groups of people from within various departments and levels of the organization including senior leadership, and uses experience and good judgment to deliver solutions that add exceptional business value.

This role will lead key Sales Enabling functions, Sales Operations and Sales Training. In a growing sales organization, this role will grow these two functions and enhance the business value derived from these functions to match that of a successful sales and account management team.

This role will manage a growing team of Sales Training and Sales Operations associates and ensure that the business strategy set by the Executive Director, US Sales is aligned with the work output from the Sales Force Effectiveness (SFE) team.

Major Responsibilities:
  • Responsible for overseeing key Sales enabling functions, Sales Training and Sales Operations
  • Develops strategic framework for Sales Force Effectiveness (SFE) team and assures that framework aligns with the US differentiation strategy
  • Leads growing team of associates to evolve the output of Sales Training and Sales Operations so that the work aligns with the business need
  • Responsible for oversight of key enabling functions, such as Targeting/Alignment, Fleet, CRM, Sales analytics, Sales performance dashboards, Incentive Comp, Training curriculum, Learning and Development Plans, Sales new-hire on-boarding training, and others
  • Lead the tracking and reporting of the US Influenza business by season; Provide key insights and align senior leadership on key sales tactics needed to improve the business
  • Lead the coordination of the Seqirus Sales Leadership team
  • Enhance SFE team's capabilities to become best-in-class
  • Aligns internal and Field-based leadership to ensure the SFE team meets the needs of the overall business
  • Influences US strategy with analytics from key data sources, such as IQVIA, Veeva, Internal Sales data, etc.
  • Aligns with Marketing Operations on the development and execution of in-person and virtual sales meetings
  • Manages team to support current and future expansions, including key relevant projects such as Segmentation, Alignment, Targeting, Training curriculum, and others Manage fast-paced environment and team, with the ability to set and balance competing priorities
  • Lead/manage several complex projects with multiple deliverables simultaneously
  • Directs team on the management of the budgets associated with contract sales organization, project spend, and headcount (~$15m)
  • Builds an SFE team that will support all arms of the Sales organization, including National Accounts, Regional Accounts, Field Sales, and telesales
  • Develop organization structure of SFE team that will best meet the needs of the evolving business
  • Maintain open communication to keep staff informed of department updates, critical business decisions and corporate messaging; direct updates to corresponding documentation or procedures as needed
  • Manage, coach and support development of all team members
  • Communicate and monitor adherence to performance standards, addressing performance issues
  • Identify, develop and reward top talent while establishing a solid succession plan; build bench strength for critical roles
  • Proactive monitoring of productivity and quality trends; addressing training opportunities
  • Act as a thought leader; place emphasis and value on innovative solutions and calculated risks
  • Ensure employee diversity and inclusion through hiring practices and work assignments
  • Superior ability to anticipate and de-escalate difficult situations and conversations
  • Able to ensure superior and consistent team quality and productivity results are delivered
  • Manage the HR elements of the team for on-boarding, off-boarding of staff, training and development

Minimum Qualifications:
  • Bachelor degree in business or science discipline; MBA preferred
  • 10+ years' sales, marketing, medical or related business operations experience within the pharma / biotech industry
  • Experience developing high performance cross functional teams
  • Knowledge of relevant legal, compliance and regulatory requirements
  • Prior management and business operations experience preferred
  • Previous experience in variety of Sales Force Effectiveness areas, i.e. Targeting, IC, Fleet, CRM, Training, etc.
  • Previous experience in leading multifaceted projects and programs working cross functionally, with a high level of demonstrated success
  • Ability to achieve superior results though high performance and execution skills
  • Must be flexible, able to multi-task in a fast-paced environment, and operate well in a team setting
  • Identifies patterns and trends and drive proactive and practical solutions