Application deadline:
Location: Madison 07940, New Jersey, United States
Contract type: Permanent
Job ID: 1561

Role Description

The Director of Sales Operations will be responsible for managing the Sales Operations department and will oversee key areas such as incentive compensation, activity dashboards, fleet, sample accountability, field force mapping and alignments, targeting and segmentation and management reporting. The Director of Sales Operations will be responsible for providing strategic insight to both the field force and the leadership team specific to the business KPI’s. The position will work collaboratively with Denmark to ensure synergy across processes and analysis.

Role and Responsibilities:

Provides strategic and tactical support to sales management and the senior management team on sales execution
Leads and develops the Sales Operations team
Oversees sales operations function to ensure timely and accurate collection, analysis, formatting, management, and dissemination of sales data
Manages all related activities supporting SFA/CRM solutions
Develops sales budget and prepare annual business plan
Leads the measurement of sales initiatives to determine the effectiveness of Sales KPIs/Execution and Sales-related Initiatives through thorough data analysis. Able to comfortably present the results and/or findings and make recommendations
Works closely with key stakeholders to determine Key Performance Indicators; prepares appropriate dashboards and ensures they are delivered on a timely basis. Monitors department performance against KPIs; implements improvement strategies and updates dashboards as required
Uses advanced analytical approaches to provide proactive insights to identify drivers of top and bottom performance and recommends opportunities for improvement
Takes a proactive approach to understand the needs of the sales teams
Performs deep-dives of the data using analytical tools and provides insights to the key stakeholders
Works closely with sales and marketing on various sales related activities and ensures performance metrics are identified and measured
Interprets sales data to find key trends and issues for sales leadership that will aid in driving performance. Meets regularly with sales leadership to provide updates and identify potential areas of concern
Understands territory sales performance in conjunction with sales force execution
Uses PowerBI tools to assist & build presentations that are impactful and engages stakeholders in meaningful discussions
Facilitates the design and ongoing administration of incentive compensation plans for the sales force. Ensure plans motivate field personnel and support the commercial sales/profit objectives for products
Implements effective customer targeting and reporting tools to support on-going sales promotion and assist management in evaluating sales productivity/performance
Implements sizing and deployment strategies to ensure objectives and sales force effectiveness are achieved. Direct the acquisition, integration, and analysis of syndicated data
Ensures sampling policies and practices comply with FDA/PDMA regulations
Manages relationship with third-party service providers, including IQVIA and Veeva, for appropriate functions
Interfaces with corporate headquarters in Denmark on commercial/sales operations issues
Oversees Fleet Program; ensures program maximizes efficiency and reduces liability exposure. May initiate/recommend alternative vendors/programs or policy guidelines to ensure these objectives are met
Ensures Fleet Policy is updated on a yearly basis
Oversees coordination of yearly fleet reporting and data collection (personal usage charge, bi-annual MVR checks, etc.)
Provides appropriate guidance on re-assignment of fleet vehicles, driver training needs, yearly reporting and data collection, and other fleet related responsibilities as needed
Complete all company-based and job-related training as assigned by LEO Pharma within the required timeline.
Additional duties as assigned by LEO Pharma Management

Qualifications:

A Bachelor’s Degree is required; an advanced degree is a plus
10+ years of progressive leadership experience in sales operations and analytics within the pharmaceutical, biotechnology or medical device industries
Deep expertise in data analysis and in building successful strategies using data driven analysis that drive business results
Strong track record of motivating a sales organization to ensure that all sales activities are documented and completed
Strong leader with the ability to persuade and influence others, and develop/deliver impactful presentations
In-depth and current knowledge of pharmaceutical sales and marketing strategies including building sales incentive plans
Ability to communicate and build relationships at all levels within the organization
Strong organizational skills
Highly effective verbal and written communication skills
Experience establishing efficient and effective department policies and procedures
Hands-on and capable of making decisions with solid attention to detail
Strong business acumen
Ability to learn and apply new technology
Expert in Microsoft Excel, Word, & PowerPoint and the use of sales data reporting tools
Demonstrated use of data visualization tools such as PowerBI or IQ 2020.
Has worked with various IQVIA, Data Aggregators & Data Warehouse Data
Ability to manage and coordinate multiple projects simultaneously
Ability to maintain confidentiality
Ensures compliance with all LEO Standard Operating Procedures and applicable laws and regulations
Minimal travel up to 10% nationally
Must be able to perform all essential functions of the position, with or without reasonable accommodation

Let’s pioneer together

At LEO Pharma, we help people with skin diseases live fulfilling lives by advancing dermatology beyond the skin. We drive dermatology with our knowledge, collaboration, and curiosity, and we are at the forefront of science in developing new medicines. For us, pioneering together is about constantly improving and extending what’s possible for each other, our company, and our patients.

At LEO Pharma, we believe that our different perspectives, backgrounds, and attitudes are what enable us to make the best decisions, foster an inclusive culture, and meet the needs of the market we operate in. Therefore, we encourage you to apply for the position if you are excited about the role – even if you don’t meet every single requirement listed, you might be just the pioneer we are looking for. We believe in flexibility in all aspects - also when it comes to supporting our employees' diverse needs, hence, we offer hybrid work opportunities whenever possible.

For certain positions, LEO Pharma might complete a background check conducted by a third party.

LEO Pharma

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