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Director, Sales Operations

1 month ago

Bedford, United States Lantheus Medical Imaging Inc Full time
Job DescriptionJob Description

Lantheus is headquartered in Bedford, Massachusetts with offices in New Jersey, Canada, and Sweden. For more than 60 years, Lantheus has been instrumental in pioneering the field of medical imaging and has helped physicians enhance patient care with its broad product portfolio.

Lantheus is an entrepreneurial, agile, growing organization that provides innovative diagnostics, targeted therapeutics, and artificial intelligence (AI) solutions that empower clinicians to find, fight and follow disease. At Lantheus our purpose and values guide our behaviors in all interactions and play a vital role in creating a dynamic environment that contributes to our success. Every employee is crucial to our success; we respect one another and act as one knowing that someone’s health is in our hands. We believe in helping people be their best and are seeking to bring together a diverse group of individuals with different viewpoints and skill sets to be a part of a productive and inclusive team.

Summary of Role:

The Director of Sales Operations plays a crucial role in driving strategy and execution of Sales Operations. This includes but is not limited to oversite of Commercial Field incentive compensation planning and implementation, territory management, promotional activity tracking, fleet, budget management, and reporting. The business owner of field CRM (Veeva), which includes responsibility for driving development/configuration, data maintenance, training, and implementation.

They are responsible for overseeing and optimizing sales operations to maximize revenue, streamline processes, and ensure alignment with organizational goals. Reporting directly to the Vice President of Commercial Excellence, the (Sr.)/Director of Sales Operations collaborates closely with Sales Leadership, Finance, Marketing, Analytics, IT, and other cross-functional teams to develop and implement strategies that drive sales growth and operational excellence. S/he will maintain our cultural values during these frequent interactions with company-wide, cross- functional partners.

Essential Functions:

  • Lead Sales Operations process and systems to enhance efficiency and productivity.
  • Experience in Sales Force Design, Alignment, Targeting, Call Planning, and Incentive Compensation
  • Collaborate with broader Commercial Operations team to review data, improve existing processes, and on new projects to support the business.
  • Oversees sales incentive compensation plans (IC); the models and analysis of potential IC, forecasting performance, territory management design and associated expenses. Solicits input on current and potential plan designs from various stakeholders. Reviews and is first line approval for all plans and payouts.
  • Implement best practices in sales automation and CRM utilization and other sales related applications. Drives projects related to the development of these tools. Responsible for training on the use of the CRM and related data corporate wide.
  • Manages back-end data load of third-party data sources and all linking and data reconciliations between the enterprise data warehouse and the enterprise resource planning system.
  • Drives the efforts of sales operations in providing field support for the company’s vendor access program and vehicle reimbursement program and/or fleet management.
  • Consult with Corporate Compliance to ensure all systems support our field representatives and meet compliance requirements.
  • Collaborates with Internal and External stakeholders including, Sales and Marketing, Finance, Customer Service and Medical to communicate and drive programs throughout the organization. Develops and maintains strong working relationships with key stakeholders across multiple internal work teams.
  • Maintain current knowledge of and ensure all functional work team activities are conducted in compliance with the full range of related internal and external systems, technology, regulatory requirements and related policies and procedures.

Candidate Preferred Requirements:

  • Bachelor’s degree required.
  • Typically, 10+ years’ experience; 5+ years of management responsibility. Minimum of 5+ years progressive in pharmaceutical Sales Operations preferably at a small to mid-size company.
  • 3+ plus years of Sales experience
  • Experience in People Management; building, coaching, and supporting professional development for team members. Creating a culture of collaboration, innovation, and continuous learning.
  • Demonstrated strong business analytic ability to analyze data as well as develop, execute, and adjust programs based on business needs.
  • Previous experience in pharmaceutical and/or diagnostics; radiopharmaceuticals preferred.
  • Experience supporting Veeva CRM applications.
  • Demonstrates leadership capabilities; manages high performing team; communicates vision, objectives, and operational plan.
  • Develops and manages to a budget and provides proactive updates on impact to department or corporate financials. Interacts and influences within span of control, negotiating on critical matters. Ensures budgets and schedules are met.
  • Solid understanding of the organizational and functional area(s) they support.
  • Ability to understand sales strategies, translate them into system and process requirements, and drive execution with strong business impact.
  • Proven track record of being able to plan, prioritize, & complete competing projects on time inclusive of problem solving throughout the projects.
  • Competent experience of using Microsoft Office products, specifically Strong MS excel skills is required.
  • Routine travel as necessary or required based on business need (including sales meetings, leadership meetings, and mandatory in-person travel), which may include overnight and/or weekend travel and regularly flying on airplanes.

Core Values:

The ideal candidate will embody Lantheus core values:

  • Let people be their best.
  • Respect one another and act as one
  • Learn, adapt, and win.
  • Know someone’s health is in our hands.
  • Own the solution and make it happen.

Lantheus is committed to equal employment opportunity and non-discrimination for all employees and qualified applicants without regard to a person's race, color, sex, gender identity or expression, age, religion, national origin, ancestry, ethnicity, disability, veteran status, genetic information, sexual orientation, marital status, or any characteristic protected under applicable law. Lantheus is an E-Verify Employer in the United States. Lantheus will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.

Any applicant requiring an accommodation in connection with the hiring process and/or to perform the essential functions of the position for which the applicant has applied should make a request to the Lantheus Talent Acquisition team at talentacquisition@lantheus.com.

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