***IMPORTANT***

THIS IS NOT A 100% REMOTE POSITION. IT IS A HYBRID WORK MODEL.
.THIS IS NOT A SALES REPRESENTATIVE POSITION
The Sales Operations Specialist reports to the Director, Business Insights and is responsible for sound execution of Sales Operations. The Sales Operations Specialist collaborates with other Business Insights team members and Sales leadership and delivers on key Sales Operations milestones to ensure that sales team have the right information/guidance for them to execute with excellence.

JOB TYPE: Permanent full-time
INDUSTRY: Pharmaceutical
LOCATION: Montreal, QC ***WEST ISLAND***
IMPORTANT | WORK MODEL: Hybrid work model - 3 days in the office, 2 days remote and flex hours
BUSINESS TRAVEL REQUIREMENTS: 5%-10% business travel is required

WHAT OUR CLIENT IS OFFERING:

Competitive base salary and bonus;
Group insurance benefits;
Retirement savings plan;
Company located in the West Island with a telecommuting policy and flex hours

PLEASE SEND YOUR CV TO CAROLE.VIGER@GROOMASSOCIES.COM

We thank all candidates for showing interest in this role; however, only retained candidates will be contacted.

For more information on our recruitment services, please visit our website www.groomassocies.com

Your Position:
Business Insights (BI) is a key support function for the Leadership Team and their respective business units. The BI team (1) delivers accurate forecasts, (2) provides data driven insights to solve business challenges for commercial teams and (3) contributes to customer-centric commercial plans, their effective execution and impact monitoring which all together help the organization achieve better ROI/profitability.

The Sales Operations Specialist reports to the Director, Business Insights and is responsible for sound execution of Sales Operations. The Sales Operations Specialist collaborates with other Business Insights team members and Sales leadership and delivers on key Sales Operations milestones to ensure that sales team have the right information/guidance for them to
execute with excellence.

Key areas of responsibility include: (1) Targeting and Call Planning (2) Sales force structure and
alignment and (3) Analytical support on Incentives & Compensation (IC)

Targeting and Call Planning (40%)
? Lead the identification, establishment and continued maintenance of customer segments and specific target lists that are aligned with the marketing strategy and with sales KPIs. Ensure that these segmentations and targeting analyses use the right secondary/primary data and apply sound analytical skills to produce potential customer groups. Document and communicate clearly how the targeting and segmentation was arrived at.
? Develop and recommend appropriate call plan for the various sales teams, in agreement with BI Analysts and Sales leadership. Cascade the proposed call plans to the Sales team for adaptation and ensure that the final approved plan is appropriately and accurately populated into Dashboard and CRM tools.
? Proactively monitor the execution of the call plans and flag concerns or opportunities
? Lead the identification and analysis of targets for new products/new markets/new indications and how they overlap (if at all) with current targets in place.

Sales force structure and alignment (30%)
? Lead the optimization of sales geographic alignment across all sales teams for current and possible future states.
? Document and version-control clearly the alignments and communicate/share them when needed to stakeholders. Provide impact analysis of alignment changes, e.g. moving an FSA mid-year will impact reporting as well as quotas. Provide to IQVIA needed master alignment files so that they can produce and deliver correct Territory-level data reporting; similarly for
internal Data Warehouse storage and Qlik reporting
? Confirm clear understanding with our partner when comes to the alignment of the Sales teams that have Alliance products

Analytics on Sales Incentives & Compensation (30%)
? Based on the approved Sales IC plan and guidance provided by BU Director and IC committee, execute the required analytics at the national, regional and territory levels to allow for timely and accurate Sales reps bonus calculations, Annual Sales

Awards tracking and short-term sales compensations programs (i.e contests).
? Collaborate with team members to ensure that required IC reporting is accurately reflected in IC and/or Sales Dashboards and that HR has needed information for pay-outs.
? Monitor TSA performance and report on highlights and low lights
? Provide analytical support that IC committee requires to help them in decision making on next year’s Sales IC plan

Position Qualifications:Education/Experience:

Bachelor’s Degree in Business Administration, Economics or Equivalent
Minimum 3-5 years of experience in a similar position in sales operations
Experience in the Canadian pharmaceutical industry an asset

Essentials skills:

Strong analytical thinking
Ability to manipulate large, multi-dimensional data sets to answer business questions and make recommendations. Power BI or similar an asset
Prepare and deliver effective presentations that story-tell with data
Excellent working knowledge of IQVIA Services (TSA, CDH, GPM, Xponent, NBRx, Rx Dynamics, PharmaStat, FINDr, and OneKey)
High proficiency in Windows/Microsoft Office, especially with Excel and PowerPoint
Excellent communication skills in both French and English (oral and written)

Competencies:

Customer Focus: understand internal customers’ business needs, issues and reality in order to achieve business goals.
Action Oriented: demonstrates organization, project-management, proactivity, accountability
Drives Results: passionate about solving business problems through data-driven insights that inform decision making
Collaborates: Work collaboratively with team members and other stakeholders
Self-Development: strong desire to deepen or broaden skill sets through feedback and development

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Sales Operations Specialist - Business Insights (Pharmaceutical industry)