Associate Director, Sales Operations & Portfolio Strategy - Institutional

Job Summary

The Associate Director, Sales Operations & Portfolio Strategy, Institutional will be responsible for:

• Sales performance reports and dashboards inclusive of sales, pricing/nASP trends at customer/product level.
• Managing technical tools and platforms, including CRMs (customer relationship management platforms), often in collaboration with IT, vendors and internal teams; leading territory alignment, segmentation and cross-functional opportunity finding, tracking and reporting
• Portfolio and customer revenue reporting to track against fiscal year financial goals and objectives
• P&L analysis for IDNs, support IDN and GPO RFPs process and identify sales opportunities inclusive but not limited to product and cross-portfolio business opportunities
• New product launch pre-and post-launch analytics and revenue modeling
• Develop and manage sales representative compensation plans and incentives

Essential Functions

• Portfolio and customer revenue analytics to report and track performance against fiscal year financial goals.
• Support analytical platforms for sales and market reporting, while tracking and assessing customer sales performance, market intelligence and define potential opportunities with the assistance and guidance of the Sr. Director of Marketing and with close collaboration from Sales Marketing Operations Manager.
• Customer level analytics to support cross functional initiatives with Brand Inst. and/or Retails teams for areas of growth.
• Execution of customer’s P&L’s in support of pricing decisions and financials of the product/portfolio, customer strategies and RFP’s/Bids. This role is required to develop customer targeting, product(s) opportunity assessment and ways to mitigate lost sales and financial risk such as FTS and obsolescence.
• Collaborate with cross-functional teams to support timely customer response for the injectable portfolio.
• Analyze new product launch at pre- and post- launch state with financial modeling based on order of entry, market assessment and pricing analytics to support launch readiness. In addition, work with cross-functional teams to ensure launch readiness and support customer targeting inclusive of customers, new contract opportunities and mitigating plans for crowded markets. Leverage market data to predict launch scenarios and anticipate opportunities and risks with launch plans for optimal revenues.
• Effectively manage technical tools and platforms, including CRMs (customer relationship management platforms), in collaboration with IT, vendors and internal teams to support:
  • Territory alignment
  • Customer Segmentation
• Cross-functional business opportunity(ies)
• Build and manage sales representative compensation plans and incentives with real-time reporting and tracking of sales performance.
• Partner with internal teams (Sales Team, Customer Relations, Supply Chain, Pricing and Sales Operations) to develop strategies that drives product/portfolio sales performance.

Additional Responsibilities

• Cross-functional support/collaboration with Marketing Operations and Brand Institutional Team.
• Support Portfolio, Supply Chain, Pricing and QA for customer related injectable assessments.
• Work closely with IT and Vendors supporting institutional business initiatives.

Education

• Bachelors Degree (BA/BS) in Marketing Finance or Accounting - Required
• Master Degree (MBA) - Preferred

Work Experience

• 8 years or more experience in sales operations, marketing, sales and/or budgeting processes in pharmaceuticals (preferably generic institutional products) - Required
• 5 years or more experience managing people, projects, function, or a combination of the above - Preferred

Skills and Abilities

• Strong Analytical Skills - Advanced
• Strong verbal and written skills - Advanced
• Ability to interact with upper management - Advanced
• Ability to work independently and good problem-solving skills - Advanced
• Strong computer skills including Excel, PPT and other Microsoft applications - Advanced