Director Sales Operations & OVAS

Cambridge, MA, United States
Jun 11, 2021
Required Education
Bachelors Degree
Position Type
Full time
Director Sales Operations & OVAS

Ipsen Biopharmaceuticals Inc.

Job Description:

Job Title: Director, Oncology Sales Operations & OVAS

Division / Function: Oncology

Manager (Name, Job Title): David Cummins, Vice President Oncology Sales

Location: Cambridge


The Director, Oncology Sales Operations & OVAS will serve as the Business Operations Lead for the Oncology sales organization. This role serves as a key point of contact and subject matter expert for Sales Leadership and the Oncology Field Salesforce. This position will also lead a team of account specialists with a high focus on executing effective virtual customer engagements.

This position is responsible for the field planning process for Somatuline Depot, Onivyde and future launch products. The Director, Oncology Sales Operations & OVAS is also responsible for aligning field and home office management and communications. This role will ensure sizing recommendations are consistent with current workload assumptions. This role is also responsible for ensuring that the strategy and field execution is effective and compliant.

This position will have significant interaction with sales leadership, Marketing leadership and all key internal stakeholders impacting the Oncology sales Team.

Main Responsibilities
  • Operational accountabilities
    • Support VP Oncology sales
    • Create executive presentations
    • Develop and QC key sales presentations and deliverables.
    • Staff, business review process execution
    • Lead coordination and development of POA meetings- Semester Planning Process & Execution
    • Lead coordination of key oncology meetings and events.
    • Collaborate with brand teams and operations team to manage and deploy marketing materials utilized the by field, accountable for the CRM system and other field deployed technologies.
    • Sales data and analytics, performance reports and budget management
    • Support business and process related inquiries
    • Provide Nation, Region, Territory and business analytics.
    • Work with internal team to manage and execute incentive compensation plans for the sales force
    • Refine/ develop brand dashboards, reporting, analytics
    • Review size, structure and performance of field team- participate in targeting and size and structure meetings
    • Manage all Oncology-specific field communications.
    • Drive development of strategic resources to meet Business Unit goals.
    • Deliver on Call Planning & Alignment Operations of Account Planning.
    • Support business and process related inquiries.
    • Liaison with brand leads on strategic imperative execution & planning future launch products/ indications.

  • Leadership accountabilities
    • Drive execution of customer field facing activities including continuous learning plan
    • Co-Lead Virtual Customer Engagement (OVAS) team to represent Ipsen's Oncology product in the U.S. marketplace.
    • Collaborate with RBDs to provide support with sales force execution and business needs
    • Collaborate with Director of CNE team to review execution and resource support
    • Lead development projects for the field.
    • Assess training needs and collaborate with internal and external providers on the creation of new resources.
    • Cross functional team lead-stakeholder management.
    • Participate in cross functional meetings to provide Oncology specific system requirements.
    • Collaborate with RBDs to provide analytics and support -review Call Plan and Field Execution, make recommendations as appropriate.
    • Collaborate with HR to manage development and year end performance review cycle requirements.
    • Build/coach to highly effective virtual selling competencies.
    • Assess effective use of available technology platforms, marketing assets, and multi-channel communications to engage with customers virtually
    • Ensure field adherence to compliance/legal regulations.
    • Complies with all laws regulations and policies that govern the conduct of Ipsen U.S. staff.

Knowledge, Abilities & Experience

Education / Certifications:
  • Bachelor's degree from accredited college or university; Masters a plus

  • Minimum 10 years of experience in progressively responsible roles in Business Operations/Analytics in Pharmaceutical/Biotech industry.
  • Minimum 3 years demonstrated success in the Oncology marketplace.
  • Minimum 3 years of experience in the planning and management of Sales meetings such as quarterly POAs and annual meetings.
  • Minimum 3 years of experience of direct team leadership/management.
  • Expertise in computer technology and all related digital platforms specific to virtual engagement.
  • Launch experience (Oncology preferred).
  • Demonstrated strong capability in account management, superior selling competencies and proven sales performance track record of meeting or exceeding goals.
  • Demonstrated strong business analytics to understand and analyze business and market drivers, and develop, execute and adjust customer business plans.
  • Demonstrated skills at building and maintaining professional relationships with key customers, office staff and others in the customer influence network.
  • Work effectively in a matrix environment maintaining collaborative relationships with all internal and external stakeholders.
  • Proven ability to manage multiple tasks, set priorities and meet deadlines.

Key Technical Competencies Required
  • Demonstrated knowledge of Sales Analytics including but not limited to: Territory analysis; business planning, staffing planning
  • Proven ability to work collaboratively and in a leadership role across functions including: Marketing; Medical Affairs; Clinical Education; Human Resources; Regulatory/Compliance.
  • Excellent written and verbal English communication skills; excellent presentation skills to groups of diverse size and make up.
  • Proven ability to work well with leadership team, and the ability to lead and influence across multiple levels and functions of the organization without direct authority.
  • Demonstrated strong knowledge of biopharma government and compliance regulations enabling individual to work with limited risk within an environment of strict compliance and appropriate regulatory guidelines to successfully design and execute tactics, programs and tools that achieve business objectives. Demonstrated commitment to working within compliance and regulatory mandates.
  • Demonstrated proficiency in use of sales analytics software, experience with VEEVA preferred.
  • Willingness and ability to travel by private and public transportation up to 20%.
  • Demonstrated ability to effectively communicate with customers, internal and external contacts at all levels
  • Experienced with current video tools like Teams, Zoom, Webex, etc.
  • Learning agility to quickly adapt and being proficient on new tools and technology
  • Presenting visual materials in a comprehensive and efficient way
  • Strong proficiency with virtual tools to enable the customer experience such as Calendly or other scheduling tools (easier for client to book meeting, provides automatic reminders, etc. and logistical aspects like setting up a call or signing a contract with tools like Docusign or Pandadoc.)

IPSEN is an equal opportunity employer that strictly prohibits unlawful discrimination. We recruit, employ, train, compensate, and promote without regard to an individual's race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.