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Associate Director Sales Operations - Imbruvica

Company: AbbVie
Location: Sunnyvale
Posted on: January 16, 2020

Job Description:

General Position Summary/Purpose: The Associate Director of Sales Operations will be responsible for driving and measuring sales force performance, as well as providing subject matter expertise and insights with a primary focus on end-to-end Targeting, Segmentation, Call Plan, Alignment, Field reporting solutions and supporting field force with their business questions. Additionally, the Individual, while leading the team, will play key role in address various operational needs such as performance to call plan, business segment performance and strategic needs such as sizing, of commercial leadership, sales and marketing teams. Further, Individual will need to hold techno-functional expertise as partnership with BTS team is one of critical success factors for sales enablement solutions. Key accountabilities/responsibilities:

  • Develop and implement analysis that identify national and sub-national drivers behind sales performance including sales trends, market share and customer target plan including segment and priorities.
  • Support various field sales force by being the primary point of contact for all questions from salesforce supporting them around questions on tools such as CRM, Tableau, Reporting, Data, Insights and other Sales Operations deliverables.
  • Responsible for identifying targets, segmentation and Call Plan optimization and reporting adherence to call-plan
  • Implement and maintain solutions and processes to make sure all accounts are alignment correctly and as per each salesforce
  • Partner effectively and collaborate with cross-functional teams like Data Management, Market Analytics, Market Access, Training and IT to provide holistic approach on business situations that affect Sales Operations deliverables.
  • Ensure all sales operations process and solutions are 100% adherent to compliance process at all time, including but not limited to any personal promotion (call plan) as well as non-personal promotional (NPP) programs, and field reporting
  • Develop training, communication and support plans that influence adoption of field efficiency tools.
  • Champions compliance, effectiveness, and efficiency in process and policies
  • Focus on improving quality and productivity through automation
  • Team Management of 2+ employees: Hire, manage and develop direct reports
    • BA or BS degree required, MBA, Masters is preferred
    • 10+ years of sales operations and analytics experience, preferably in the Pharma/BioTech industry
    • Proficiency in reporting and data analytics tools like SAS (Base and Macro), Excel, Powerpoint, VBA, Tableau
    • Experience leading teams and comfortable with people management
    • Experience on CRM tools such as Veeva and knowledge of data warehouse processes
    • Experience with 3rd party pharmaceutical data like IMS Sales Data (DDD, Xponent, NPA), and Specialty pharmacy data. Knowledge of medical/retail claims data a plus
    • Demonstrated ability to structure and conduct analyses to generate insight and recommendations
    • Exceptional ability to manage multiple projects in a fast-paced environment, with changing priorities and significant time pressures
    • Strong communication skills (both verbal and written) required along with strong project/process management skills.
    • Previous experience in oncology is required and experience specifically in hematology is a plus

Keywords: AbbVie, Sunnyvale , Associate Director Sales Operations - Imbruvica, Sales , Sunnyvale, California

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