Senior Manager, Sales Operations

Purpose:

• Responsible for leading the Sales Operations team to ensure that North America Sales goals are consistently met by effectively and efficiently managing the areas of sales analytics, reporting, targeting, call planning, territory alignments, and sales force sizing. 

• Responsible for making sure the sales department’s analytics and reporting requirements are achieved by developing and supporting KPI analysis and reporting within the Insights 360 platform. Responsible for training field personnel on the reporting platform, ensuring timely and accurate data is available to measure field performance and activity, and providing ad-hoc actionable insights to sales leadership.

• Responsible for managing the targeting and call planning process including partnering with sales and marketing leadership, business analytics, the Manager, Field CRM operations to provide strategic and tactical support of the entire process.

• Responsible for managing territory alignments and supporting sales force sizing projects to support optimal sales force deployments for inline and future launch products.  Conduct routine analyses to determine territory workload balance and opportunity. 

• Responsible for keeping the sales incentive compensation team aware of any potential impact to the sales incentive process due to call planning, targeting and field alignment changes.   Responsible to understand how the incentive compensation plans effect targeting, call planning, field alignment, and analytics.

• This position requires exceptional analytical skills including extensive experience with data manipulation and analytical software including MS Excel and MS Access. In addition to analytical capacity, the role must be able to distil complex analysis into simple and actionable output that helps guide the business.

Responsibilities:

• Manage the process of sales reporting and analysis relating to CSL Behring North American, national, regional, territory and customer account level performance.  This role has the responsibility for generation of business critical insights into direct and indirect customer sales transactions across North America.  Success in this role requires a detailed understanding of the North American marketplace for specialty therapeutics and the role of industry stakeholders (including GPOs, distributors, specialty pharmacies, and physicians).

• Proactively identify actionable business opportunities and risks through insightful quantitative and qualitative analysis of CSL customer data. Works with Sales Management to ensure that accurate reports are developed and executed to support the business. Such analytics will include sales trend analysis, competitor product prescribing trends, reach and frequency analysis, brand KPIs, and patient analytics that help provide territory management analysis.

• Manages the strategic and tactical aspects of the targeting and call planning process. Develop, maintain, and ensure compliance with SOPs related to HCP and HCO targeting.

• Manages the strategic and tactical aspect of field force alignments, both major and minor. Conduct territory workload analyses to determine optimal sales territory alignments.

• Manage vendors involved with the development of targets, call planning, field force alignment, reporting and analytics.

• Responsible for keeping the sales incentive compensation team aware of any potential impact to the sales incentive process due to call target and field alignment changes.   Responsible to understand how the incentive compensation plans effect call targeting, field alignment, and analytics.

• In conjunction with the Manager, Field CRM Operations, continued development of CRM systems (C360 Engage/Veeva) and analytics functionality in line with best practice approaches. Partner with internal and external business partners to assess needs, architect streamlined solutions, execute and manage.

• Builds strong relationships with other functional groups such as IT, Finance, and Marketing to ensure successful implementation of Sales Operations outputs.

• Retain, attract, and develop sales operations team members.

Qualifications:

Education

• Bachelor’s degree, MBA preferred

Experience

• 10+ years of professional work experience, a minimum 7+ years of relevant commercial Operations experience

• Track record of transformational project leadership and/or participation.

• Extensive data management and technical skills.

• Demonstrated team building skills.

• Knowledge of relevant legal, compliance and regulatory requirements.

• Vendor management.

• Experience with sales force alignment software.

Competencies

• Drive for results

• Functional / Technical skills related to the process or functional area.

• Customer Focus

• Problem Solving

• Priority Setting

• Business Acumen

• Presentation Skills

• Cultural awareness and sensitivity

Different qualifications or responsibilities may apply based on local legal and/or educational requirements. Refer to local job documentation where applicable.

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Our Benefits

We encourage you to make your well-being a priority. It’s important and so are you. Learn more about how we care at CSL.

CSL Behring is a global leader in developing and delivering high-quality medicines that treat people with rare and serious diseases. Our treatments offer promise for people in more than 100 countries living with conditions in the immunology, hematology, cardiovascular and metabolic, respiratory, and transplant therapeutic areas. Learn more about CSL Behring.

As a global organisation with employees in 35+ countries, CSL embraces diversity, equity and inclusion. Learn more about Diversity, Equity & Inclusion at CSL.