Location: Princeton,NJ, USA
Princeton, New Jersey (HYBRID: 3 days in office; 2 days remote)
Summary:
A key member of the Commercial Leadership Team, the Senior Director, Commercial Operations leads and manages commercial functions to include sales operations, sales insights and analytics, sales reporting, market insights and analytics, commercial data management and strategy and incentive compensation. The position works closely with the Chief Commercial Officer to ensure strategies, tactical plans, and decisions based on clear and reliable analytics that leverage multiple data sources to ensure successful commercial execution. Strategically, the role is responsible for providing the framework that will enable the company's commercial organization to achieve operational excellence across functions. He/She is responsible for ensuring long-term growth by allocating human and financial resources to optimize the organizational structure, scopes of responsibility and growth opportunities for personnel. The individual collaborates effectively with cross-functional team members in Marketing, Sales, Finance, Compliance and Market Access to deliver focused direction, communication and support of the entire commercial customer facing roles.
Responsibilities:
* As a strategic thought partner to the Commercial Business, contributes to the development of the strategic plan/direction ensuring alignment with brand strategy
* Leads and evolves the Commercial Operations function by establishing a vision and strategy for the department focusing on:
* Implementing a clear framework of goals and tactics that result in a first-in-class Commercial Operations organization.
* Establishing and maintaining the analytic and operational infrastructure and processes for supporting the U. S. Commercial organization.
* Developing a high performing and diverse team by attracting, selecting, developing and retaining talented individuals positioned to meet SUN's growth strategy.
* Judicious fiscal planning predicated on product(s) lifecycle phases.
* Utilizing a data driven approach to provide insights to the Commercial Leadership Team in support of current business and future opportunities.
* Effectively manages profit and loss accountability for the Commercial organization to meet targeted budgets as well as proper resourcing
* Leads Quarterly Business Reviews (QBR) and Board of Directors (BoD) process and preparation including slide development
* Implements ongoing process improvement, resource optimization, quality management, timeliness and accuracy of all products and services from all functional areas that support the Commercial organization.
* Partner with Marketing Teams in developing metrics surrounding promotional activities and creates timely reports that provide insight into the effectiveness of promotional response analyses by brand and customer segments/channels.
* Partners with Sales Training to develop strategy and plan for training and development, along with ensuring effective delivery of same.
* Work cross-functionally with internal stakeholders (Marketing, Business Operations, Patient Services, Market Access, Medical Affairs, and Executive Leadership) to achieve department and company objectives.
* Supports Sales Leadership in development of field communications, special programs such as incentives, and organization of field sales Plan of Action and National Sales Meetings.
* Partners with IT, Digital Marketing and Procurement on data management and integration capabilities.
Qualifications:
* BA or BS degree (MBA or advanced degree preferred).
* Minimum of 10 years of experience leading a commercial operations function within a pharmaceutical or biotechnology company with demonstrated mastery of analytical responsibilities. Specific experience in Dermatology, Rheumatology and Oncology is preferred.
* Strong and deep understanding of industry data (e.g., Rx, Claims, APLD, SP, etc.) and effective utilization of data.
* Proven experience in Sales Effectiveness including Sales Incentives and CRM
* Proven ability to provide strategic leadership, vision and direction within a fast moving, challenging and energetic environment.
* Strong market development skillset in order to drive and influence business decisions such as go to market strategies and tactics.
* Effective working in a team environment with strong collaboration skills to gain alignment within an organization and optimize partnerships with other functions including Medical Affairs, Market Access, Decision Support, Information Technology, Legal, Finance and Human Resources.
* Ability to work in a fluid environment with conflicting priorities, managing multiple projects simultaneously and meeting tight deadlines
* Adept at creating simple solutions to complex problems or issues.
* High level of personable accountability, responsibility and integrity with the ability to set and hold themselves and others to high standards.
* Experience managing direct reports and leading a cross functional team
* Strong leadership and team building skills with proven ability to coach and develop staff
* Possess keen analytical skills as evidenced by tangible experience in analytics and/or forecasting.
* Utilizes data and insights to address current needs and future planning
* Strong strategic and analytical skills, including experience with Excel based market and financial modeling.
* Strong financial background partnering with Finance.
* Strong written and oral communication skills.
This position is part of the Annual Performance Bonus Plan, and may be eligible for the Long Term Incentive Plan. Employees are eligible to participate in Company employee benefit programs which include medical, dental and vision coverage; life insurance; disability insurance; 401(k) savings plan; flexible spending accounts; and the employee assistance program. Employees also receive various paid time off benefits, including vacation time and sick time.
The compensation and benefits described above are subject to the terms and conditions of any governing plans, policies, practices, agreements, or other materials or documents as in effect from time to time, including but not limited to terms and conditions regarding eligibility. If hired, employee will be in an at-will position and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company, or individual department/team performance, and market factors.