Position Summary

The Director, Sales Operations, is a core member of the OPKO Renal team and will be responsible for leading all primary and secondary research and analytics to support the ongoing commercialization of Rayaldee in the United States (US). The Director supports the Rayaldee field sales force by assisting with strategic and tactical implementation of all sales operational activities (“sales ops”), including regular interactions with the US sales team, routine data reporting, CRM/CLM maintenance, sales call analysis & reporting, and updating the territory/physician alignments. The Director also ensures continued operational & analytical support of various other internal departments including Marketing, Managed Markets, Trade & Distribution and OPKO Connect.

Position Responsibilities

Specific responsibilities include:

Overseeing effective integration, ongoing analysis and impactful reporting of Rayaldee sales data and health care provider (HCP) use of Rayaldee.
Identifying and monitoring key performance indicators and other metrics to ensure the successful growth of Rayaldee sales in all territories of the US.
Designing code and distributing launch dashboards, performance trackers, incentive compensation (IC) calculations, brand decks and executive dashboards to enable effective decision making.
Collaborating with key stakeholders to oversee the forecasting process for the nephrology franchise (including weekly script analysis and forecasts, long range planning and quarterly budget cycles).
Conducting ROI analyses of various sales and marketing initiatives and supporting with analytics related to potential new programs.
Assisting in all activities related to future modification & expansion of the sales force structure, including mapping of physicians and territories and alignment of physician accounts.
Assisting in the preparation of sales cycle targeting plans, territory and region business reviews, the design of quarterly IC plans, and the quality control of IC plan calculations.
Supporting (as needed) with analytics associated with various sales operations initiatives (e.g., IC, size / structure / alignment).
Participating in selection, evaluation, and implementation of any new sales tools.
Ensuring that both routine and ad-hoc projects are in compliance with all OPKO SOPs and meet service-level expectations for quality, timeliness, and budget.
Creating and executing competitive intelligence process to update cross-functional teams on market events and implications to ensure senior leadership has the tools to make informed, objective decisions.
Measuring contract performance, trends and ROI analyses, scenario planning.
Managing relationships with external vendors and consultants to enable effective and efficient project execution.
Providing analyses and summaries of results, interpreting and communicating results and recommendations to brand/business stakeholders.
Developing productive relationships with the cross-functional Rayaldee commercial team.
Developing and managing sales operations budget
Partnering with vendors to ensure access to most up to date program and data analysis capabilities

Qualifications

Breadth and depth of experience in pharmaceutical marketing research and analytics
Experience with nephrology terminology (preferred)
Proven ability to collaborate and work cross-functionally to drive business results in a fast-paced entrepreneurial environment
Demonstrated strong analytical skills—understands the advantages and limits of different market research and analytical approaches and their findings
Good understanding of biopharmaceutical commercialization
Excellent oral, written and presentation skills with ability to explain complex concepts clearly to a variety of audiences
Demonstrated ability to think strategically to support key business decisions
Experience with VEEVA or sales force automation tools, data management and related vendors (e.g., IMS, IQVIA, etc.)
Proficient facilitation, negotiation, problem-solving and conflict resolution skills.

Skills

Master’s degree and/or 10+ years of marketing research / analytics experience preferred
Proficiency in excel, pivot tables, charts & graphs design, spreadsheet development, ROI analysis

OPKO Health, Inc.

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Director of Sales Operations