Director, Commercial Operations and Analytics

PROMETHEUS LABORATORIES INC•San Diego, CA

About The Position

The Director/Sr. Director, Commercial Operations and Analytics is a key company leader to propel the company’s growth objectives as the leader in transformative precision clinical diagnostics. Responsible for leading and maintaining all activities associated with sales force operations and commercial analytics including, but not limited to portfolio forecasting, sales reporting and analysis, field performance analytics, CRM software platform and functionality, call planning, incentive compensation and awards programs, territory and district alignments, payer contracts management functions and general sales and market access personnel support. Requires exceptional analytical as well as operational skills as this role is responsible for overseeing the entire life cycle of the previously described initiatives (conceptualization, proposals, approvals, implementation, ongoing operation, and analysis of efficacy). Responsible for managing relationships with third party vendors as well as collaborating with internal partners in Sales, Marketing, Training, Reimbursement, HR, Finance and IS to accomplish the goals of the commercial operations group. . ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. General: Instill a sense of team and actively manage, coach and train the Commercial Operations and Analytics team through effective communications, participatory management, developmental coaching and other methods to accomplish and sustain a positive team environment. Actively lead and maintain all activities associated with sales force operations and commercial analytics including, but not limited to, CRM software platform and functionality, call planning, incentive compensation and awards programs, territory alignment, sales reporting and analysis, field performance analytics, data analysis on third-party reimbursement trends and account contract administration initiatives. Analytical Responsibilities: Leads, maintains and continuously improve the analytic and operational infrastructure and processes that support the Commercial organization for current and future business opportunities. Manages and coordinates activities of staff engaged in data analysis on third-party reimbursement trends and contract administration for companies many payer and institution accounts. Helps drive portfolio forecasting process in line with corporate master calendar planning and reporting milestones Develops the demand and new product launch forecast models in partnership with Sales, Marketing, Market Access and Finance. Develops and distributes key performance indicators through use of management reporting dashboards Develop analytical methods to establish fair and unbiased territory goals and call plans for the Prometheus sales force and market access team. Continual updating of performance metrics and establishment of promotional responsiveness of products. Design sales force IC Plans and recognition programs and update on a quarterly basis. Calculate field performance against IC plans and provide quarter-end analysis of payouts to executives for sign off. Conduct analytical modeling of different sales force IC Plans to help inform appropriate plan. Provide data-based guidance on development of promotion criteria and performance improvement guidelines for sales force. Design all sales reports for sales force and internal customers including but not limited to, recurring sales reports for sales force (call planning, incentive scorecards, goal statements, test reports, performance to goal, manager reports), and internal dashboards for home office consumption (brand dashboards, KPIs, call plan adherence). Serve as subject matter expert and where necessary, project manager, for internal Commercial Operations initiatives (i.e. CRM changes, sales report designs, special marketing mix/sales force resizing projects). Provide sales management with ad hoc data analysis ahead of national sales meetings, business reviews, and product launches. Integrate data sources to facilitate analyses. Conduct ad-hoc analyses as necessary. Operation Responsibilities: Administer and execute all functions related to Incentive Compensation for the sales force – goals publishing, sales tracking, payout calculation, payout approvals, payment submissions. QC and coordinate field sales reports related to incentive compensation, territory performance, and call planning. Coordinate monthly sales forecast meetings. Maintain and update latest forecast alongside Finance department. Create and manage Commercial Operations and Analytics budget. System and database support for all Commercial Operations systems/reporting platforms with emphasis on Salesforce.com platform Manage relationships and serve as point of contact for internal business partners including but not limited to: Sales, Marketing, Training, Reimbursement, HR, Finance and IS. Manage relationships and serve as point of contact for external vendors. Address all field questions in a thorough and timely manner. Create all training for sales operations tools and programs. Provide ongoing training opportunities and workshops as needed by the sales team. Facilitate Helpdesk functions for field (iPad and sales report issues). Create and maintain field sales territory alignments across all systems for incentive compensation, sales reporting, third part vendors, and financial purposes. Provide operational support to the Sales, Marketing, and Market Access teams. Prepare and deliver Commercial Operations presentations to new hire training classes, national sales meetings, district meetings, state of the business calls, and any other relevant forum.

Requirements

Generally requires a Bachelor’s degree (B.S.) from four-year college or university (degree in mathematics, economics, business, statistics, engineering or accounting is preferred) along with 4+ years of work experience in leading Commercial Operations.
Experience working in a detailed, analytical and project-oriented role is required.
Previous management experience including responsibilities for hiring, training, assigning work and managing performance of staff.
Requires the following skills in these applications: Advanced Microsoft Excel, intermediate Microsoft Word, intermediate Microsoft PowerPoint, advanced Salesforce.com and a practical understanding of relational databases either through MS Access, SQL, or other applications.

Nice To Haves

Experience within a clinical laboratory setting with experience across sales and market access operations leadership is highly preferred.

Responsibilities

Instill a sense of team and actively manage, coach and train the Commercial Operations and Analytics team through effective communications, participatory management, developmental coaching and other methods to accomplish and sustain a positive team environment.
Actively lead and maintain all activities associated with sales force operations and commercial analytics including, but not limited to, CRM software platform and functionality, call planning, incentive compensation and awards programs, territory alignment, sales reporting and analysis, field performance analytics, data analysis on third-party reimbursement trends and account contract administration initiatives.
Leads, maintains and continuously improve the analytic and operational infrastructure and processes that support the Commercial organization for current and future business opportunities.
Manages and coordinates activities of staff engaged in data analysis on third-party reimbursement trends and contract administration for companies many payer and institution accounts.
Helps drive portfolio forecasting process in line with corporate master calendar planning and reporting milestones
Develops the demand and new product launch forecast models in partnership with Sales, Marketing, Market Access and Finance.
Develops and distributes key performance indicators through use of management reporting dashboards
Develop analytical methods to establish fair and unbiased territory goals and call plans for the Prometheus sales force and market access team.
Continual updating of performance metrics and establishment of promotional responsiveness of products.
Design sales force IC Plans and recognition programs and update on a quarterly basis.
Calculate field performance against IC plans and provide quarter-end analysis of payouts to executives for sign off.
Conduct analytical modeling of different sales force IC Plans to help inform appropriate plan.
Provide data-based guidance on development of promotion criteria and performance improvement guidelines for sales force.
Design all sales reports for sales force and internal customers including but not limited to, recurring sales reports for sales force (call planning, incentive scorecards, goal statements, test reports, performance to goal, manager reports), and internal dashboards for home office consumption (brand dashboards, KPIs, call plan adherence).
Serve as subject matter expert and where necessary, project manager, for internal Commercial Operations initiatives (i.e. CRM changes, sales report designs, special marketing mix/sales force resizing projects).
Provide sales management with ad hoc data analysis ahead of national sales meetings, business reviews, and product launches.
Integrate data sources to facilitate analyses.
Conduct ad-hoc analyses as necessary.
Administer and execute all functions related to Incentive Compensation for the sales force – goals publishing, sales tracking, payout calculation, payout approvals, payment submissions.
QC and coordinate field sales reports related to incentive compensation, territory performance, and call planning.
Coordinate monthly sales forecast meetings. Maintain and update latest forecast alongside Finance department.
Create and manage Commercial Operations and Analytics budget.
System and database support for all Commercial Operations systems/reporting platforms with emphasis on Salesforce.com platform
Manage relationships and serve as point of contact for internal business partners including but not limited to: Sales, Marketing, Training, Reimbursement, HR, Finance and IS.
Manage relationships and serve as point of contact for external vendors.
Address all field questions in a thorough and timely manner.
Create all training for sales operations tools and programs. Provide ongoing training opportunities and workshops as needed by the sales team.
Facilitate Helpdesk functions for field (iPad and sales report issues).
Create and maintain field sales territory alignments across all systems for incentive compensation, sales reporting, third part vendors, and financial purposes.
Provide operational support to the Sales, Marketing, and Market Access teams.
Prepare and deliver Commercial Operations presentations to new hire training classes, national sales meetings, district meetings, state of the business calls, and any other relevant forum.