Senior Director, Commercial Operations

Blue Earth Diagnostics, Inc. (U.S.); Boston (MA); Hybrid; USD 250,000 - 280,000; Full time

Benefits offered by this job

Bonus eligibility

401k employer match

Generous vacation and sick leave

Job summary

A leading diagnostics company is seeking a Senior Director of Commercial Operations based in Boston, MA. The role involves managing sales operations efficiency and developing commercial strategies through collaboration with internal teams. Ideal candidates should have over 10 years in pharma/biotech, strong leadership skills, and a proven track record in analytics. The position offers a compensation package of $250,000 - $280,000, including a bonus and benefits.

Qualifications

• 10+ years’ experience in the pharmaceutical/biotech industry.
• 5+ years pharma/biotech sales rep experience and 3+ years management preferred.
• Proven ease when working with executives and C-level.

Responsibilities

• Manage sales operations efficiency and continuous improvement initiatives.
• Design and implement incentive compensation plans.
• Oversee performance reports and sales dashboards.

Skills

Sales operations

Leadership skills

Analytical mindset

Coaching skills

Excellent communication

Education

Bachelor's degree in relevant field

Master's degree preferred

Tools

Salesforce.com

PowerBI

Job description

Reporting to the Senior Vice President, Global Commercial, the Senior Director, Commercial Operations will collaborate with field personnel and home office personnel to provide insights and recommendations on a variety of issues/imperatives that impact the sales force and overall commercial success.

This includes working closely with: 1) the Director of Analytics to provide support for forecasting by communicating actionable insights to the commercial team utilizing sales tools and sales data and, 2) the VP Molecular Imaging Cardiology, VP Molecular Imaging Oncology, Oncology & Cardiology Area Sales Directors (ASDs), and Director of Strategic Accounts to provide data and customer insights that can be used in development of effective coaching and accountability practices for the Account Managers, Strategic Account Managers, Clinical Applications, and Patient Access teams. The Senior Director, Commercial Operations will also work closely with field leadership to create strategic field curriculum to prepare the field teams for success and lead and manage vendor relationships and projects to support the commercial strategy and sales functions.

Preferred working arrangement is 3 days a week in Needham, MA office, with flexibility to consider remote working arrangements for highly qualified individuals located outside of Massachusetts. Remote employees will be expected to travel to Needham, MA regularly.

Responsibilities:

• Recommend processes and procedures to support the broader Molecular Imaging (MI) Commercial Organization, facilitating the implementation of the MI commercial vision and execution of MI commercial strategies.
• Assess, create, and implement recommendations for Commercial Operations efficiency and lead initiatives for continuous improvement related to business operations, including establishing best practices.
• Direct the identification of appropriate performance metrics and Key Performance Indicators (KPIs) and oversee the delivery of performance reports and sales dashboards (Salesforce.com & PowerBI tools).
• Own and manage Operating Plan / Quota setting, while collaborating with Finance, the VP Molecular Imaging Cardiology, and the VP Molecular Imaging Oncology.
• Design & own Pricing Council to drive accountability and ensure profitability targets (includes documentation of the process, escalation calls, historical deal approvals, etc.)
• Own and administer the Oncology Rebate Program with support from partners (i.e. Eversana) with the goal of complete ownership within the next year.
• Lead the design and administration of the Sales Incentive Compensation plan:
• Design, implement, and regularly assess the incentive compensation plans to motivate employees to execute and achieve commercial strategies with the Senior Vice President, Global Commercial
• Communicate SIC, SPIFF and Circle of Excellence rankings regularly to the field to motivate high performers and drive accountability.
• Work with internal partners (Finance, Accounting, Executive Leadership) to facilitate SIC plans through formal approval processes (including SOX and audit)
• Design, own and administer our annual commercial Circle of Excellence program including budget establishment, documentation of the rules, providing monthly updates to the field, etc.
• Oversee the POSLUMA Sample Dose Program to assure proper execution and maintain required compliance reporting to the FDA
• Collaborate with the VP Molecular Imaging Cardiology and the VP Molecular Imaging Oncology, Marketing, Market Research, Analytics in sales force sizing and deployment, customer segmentation and targeting, data acquisition and reporting, CRM system enhancements, account and customer alignments, and IC design and administration
• Analyze and optimize territory alignments and recommend adjustments as needed
• Effectively represent franchise sales on key workstreams, including core launch teams, marketing long-range plans, and digital transformation initiatives.
• Spearhead the operational planning and transformation of strategy to new market conditions
• Lead the planning and execution of potential sales force expansions
• Partner with the Senior Vice President, Global Commercial, the VP Molecular Imaging Cardiology and the VP Molecular Imaging Oncology and contribute to the development of sales strategies and plans
• Build peer support and strong internal relationships with colleagues
• Coordinate with finance department to manage expense budgets
• Coordinate with the Senior Vice President, Global Commercial and HR to manage the calibration and year-end review process
• Other duties as determined by business needs.

Core Competencies:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the core competencies required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• High level of expertise in business function management. Exhibits ability to engage, assess, create and support high level sales performance over time
• Possesses a high level of leadership skills creating an inspirational and motivating “lead by example” environment for the business and organization. Able to direct employee development activities to develop skills while driving a culture that promotes individual empowerment and accountability
• Ability to influence and persuade internal and external customers and corporate executives in ways that nurture collaboration and drives overall market growth opportunities
• Interpersonal Skills and Ethics – A natural focus on “team”, with a resourceful and collaborative approach to working. Treats people with respect; inspires and earns the trust of others; conducts all activities with integrity while observing all relevant laws, regulations, ethical standards and conventions
• Oral and Written Communication – Actively listens and responds effectively to questions; leads effective meetings; able to effectively prepare, develop and then communicate strategy execution
• Culture development – Operates with purpose and a sense of urgency, while ensuring the business unit is focused on customer experience and driving deep long-term customer relationships
• Observes policies and procedures; completes administrative tasks consistent with company policies and on time; supports organizational goals and values; contributes to evolving culture
• Planning/Organizing and Dependability – Is highly organized; prioritizes and plans work activities; uses time efficiently; sets SMART goals and objectives with realistic action plans; proactively checks self against objectives and modifies as needed
• Initiative and Innovation – Undertakes self-development activities; seeks increased responsibilities; looks for and takes advantage of opportunities; asks for and offers help when needed. Displays original thinking and creativity; meets challenges with resourcefulness; generates suggestions for improving

Education & Qualifications:

• Minimum of a BS or BA, Master’s Degree preferred

Professional Experience & Technical Skills:

• 10+ years’ experience in the pharmaceutical/biotech industry.
• 5+ years pharma / biotech sales rep experience and 3+ years management experience preferred.
• Previous experience in sales operations and analytics a plus.
• Willingness to work a flexible schedule including travel.
• Proven ease and professionalism when working closely with executives, C-level and Board of Director levels.
• Excellent oral & written communication skills. Ability to influence and build relationships/earn credibility quickly across broad global constituencies with competing priorities.
• Strong coaching, facilitation, and organizational skills; team player. Experience and skills with cross-functional and highly matrixed organizations.
• Positive can-do attitude eager to solve customer challenges and think creatively about potential solutions
• Analytical mindset with the ability to interpret data and make informed decisions.
• Familiarity with regulatory standards and compliance in the medical industry.

Compensation Package Highlights:

Overall package includes $250,000 - $280,000 base salary, bonus eligibility, up to 5% employer match on 401k contributions, generous vacation/sick/paid holiday benefits, and more.