Senior Director of Sales Operations and Analytics
About The Position
Ocular Therapeutix is a commercial-stage biotech company focusing on retina disease, one of the leading causes of blindness. Their lead candidate AXPAXLI also known as OTK-TKI is in the late clinical-stage for wet age-related macular degeneration or wet AMD. In addition, Ocular currently has an FDA approved resorbable intracanalicular insert used to treat ocular inflammation and pain following ophthalmic surgery called Dextenza. The Senior Director of Sales Operations and Analytics is part of a dynamic, growing company, for Ocular Therapeutix and is responsible for building and leading our sales operations, sales force effectiveness and commercial analytics functions. This critical role will serve as the business leader for the development, implementation, and measurement of all sales operations functions inclusive of commercial analytics, incentive compensation design / administration, and forecast modeling. As a trusted advisor to our Executive Leadership, this role will be key in executing activities to support the VP of Commercial Operations, Data & Analytics leader ensuring Commercial achievement of revenue and earnings targets.
Requirements
- 10+ years of pharmaceutical and/or medical device experience
- 8+ years of experience in sales operations, data and analytics role in life sciences, with 5+ years of leadership.
- Product launch experience of a specialty buy and bill drug
- Strong Business Acumen with Executive Presence.
- Exceptional Presentation Skills with expertise in PowerPoint, Excel, other relevant business operations programs.
- 5+ years of experience creating, managing and updating sales incentive compensation plans.
- Demonstrated proficiency in managing analytically rigorous initiatives
- Deep expertise on sales automation and CRM systems
- Successful experience managing teams and solving complex problems
- 5+ years of management experience, preferably in sales management
- Deep understanding and ability of computers, databases, and online systems
- Possesses an action-oriented attitude that results in superb follow-up and attention to detail.
- Project management experience
- Proficient verbal and written communication skills.
- Willingness to share and receive information and ideas from all levels of the organization in order to achieve the desired results
- Commitment to the successful achievement of team and organizational goals through a desire to participate and help other members of the team.
- A team player who acts and believes in collaboration.
Nice To Haves
- Retina experience is a plus
- Master’s degree in a business-related field may be advantageous
Responsibilities
- Partner with Executive Leadership, Cross Functional Senior Leaders, and Finance on the design, implementation, and management of the sales forecasting and planning
- Establishes high levels of quality, accuracy, and process consistency in planning and forecasting approaches used by the commercial organization
- Responsible for designing, developing, and administering sales force quotas
- Develop the optimal deployment of the sales force including all territory optimization projects and the alignment of territories/regions. Includes FRM and Corporate Account Teams.
- Design, develop, and measure KPIs to ensure sales force effectiveness is on track to achieve the company’s financial targets
- Support the development and execution of the Monthly and Quarterly Business Review cycles
- Partners with Head of Sales, Marketing, HR and Commercial Systems & Infrastructure Team with onboarding of new employees.
- Partner with the key Business Partners and Commercial Systems and Infrastructure Leader on the design, implementation and use of the CRM, Tableau, and other commercial tools
- Partner with the VP of Sales Operations, Data, and Analytics on prioritizing investments in enabling technologies, 3rd party targeting data, etc… in support of the commercial organization
- Proactively identifies opportunities for sales process improvements
- Assists sales management in understanding process bottlenecks and inconsistencies.
- Monitors the accuracy and efficient distribution of sales and financial reports, and other intelligence essential to the sales organization.
- Builds peer support and strong internal-company relationships with other key management personnel
- Significant collaboration with Commercial Systems and Infrastructure Leader ensuring a single source of truth within our data
- Identifying customer targets and sales opportunities by analyzing sales data and trends
- Manage field force geographies and territory
- Develops sales dashboards and tools to track performance and help identify opportunities
- Partner with Marketing and Key Business Partners on segmentation, customer targeting, and market attractiveness analyses
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What This Job Offers
Job Type
Full-time
Career Level
Director
