About You:
We are seeking an experienced Senior Director of Sales Operations & Strategic Analysis to oversee the strategic development and execution of the incentive compensation plans, targeting, call plan development/upkeep, field alignments, sales reporting, metric identification, and field team effectiveness. In this role you will lead, manage, and develop direct reports in the execution of the core sales operations functions with a focus on collaboration across the Professional Channel.
You will work closely with the sales leadership team to determine opportunities for increased field efficiencies, analytical education gaps, and coordinate with product strategy for implementation of new field tactics. The ideal candidate will have experience in maximizing field efficiency through Salesforce and other territory management tools. Additionally you should have a clear understanding of how to develop highly motivating IC plans and awards programs.
Responsibilities:
- Identify and develop key performance metrics, dashboards, and reports that help the sales organization focus on performance drivers.
- Identify and build out appropriate educational materials to support the field sales team’s development in the areas of business planning, sales analysis, and goal execution.
- Continually evaluate team structure to optimize resources and provide increased/consistent customer support.
- Help lead any sales force sizing and structure projects for ongoing efficiency or new opportunity.
- Manage and direct sales data inquiry request/resolution for sales incentive compensation data, sales reporting, and CRM reporting.
- Manage alignment process of territories/regions to maximize effectiveness of the sales force, compliance measures for promotional activity, and IC plan execution.
- Assist in the creation and management of all IC operation activities including goal allocation, goal adjustments, validation of IC process and payout process, monthly reporting and analysis on impact and issues affecting field incentive plan.
- Responsible for the consulting, development, and management of the rewards and recognition programs, including President’s Club and field contests.
- Analyze national performance trends & effectiveness across the Sales channel to identify opportunities and inefficiencies.
- Partner with sales and marketing leadership to define, produce, and/or enhance reporting to measure the team's productivity and ensure effective implementation of established strategies and tactics.
- Work directly with cross-functional teams and vendors to coordinate & manage the deployment of all Salesforce reporting: data availability and Q/A process of sales reporting. Assist in field training in field training and utilization of sales platforms and analytics tools.
- Responsible for development and alignment of field CRM platforms and master data managements capabilities (MDM) directly used by all field personnel. Will need to have comprehensive knowledge of current CRM, reporting, and master data management (MDM) capabilities.
- Assist in overseeing and providing solutions and reporting for field sampling/trunk stock programs.
- Collaborate with the technology team to define business requirements and solutions for all tools and deliverables that support the field sales team.
Requirements:
- BA or BS degree required, degrees in finance background preferred
- 8-10 years+ Sales Operations experience in the Pharma/ BioTech or Aesthetic industry
- Detailed understanding of sales processes, sales data tracking, Salesforce automation, incentive compensation operations, promotion response concepts, and sales organizational alignments
- Proficient in customer relationship management systems, including Salesforce.com
- Extensive experience in the design, adaptation, and communication of multiple incentive compensation plans including the enrollment of senior organizational and field-sales leaders
- Experience in managing and developing direct reports; proven experience in motivating high performance teams and versed in techniques for effective coaching, communication, and working styles
- Willingness to travel up to 20% domestically
- Proficient in all aspects of analyzing sales data and field based activities
- Excellent verbal, written and stakeholder management skills to effectively influence and manage expectations with sales leadership and cross-functional teams.
- Strong project management skills
