Senior Director of Commercial Operations

1 day ago

Princeton, New Jersey, United States Sun Pharmaceutical Industries, Inc. Full time
Job Summary:

A key member of the Commercial Leadership Team, the Senior Director of Commercial Operations leads and manages commercial functions to include sales operations, sales insights and analytics, sales reporting, market insights and analytics, commercial data management and strategy, and incentive compensation. The position works closely with the Chief Commercial Officer to ensure strategies, tactical plans, and decisions based on clear and reliable analytics that leverage multiple data sources to ensure successful commercial execution.

Responsibilities:

  • Develop and implement a clear framework of goals and tactics that result in a first-in-class Commercial Operations organization.
  • Establish and maintain the analytic and operational infrastructure and processes for supporting the U.S. Commercial organization.
  • Develop a high-performing and diverse team by attracting, selecting, developing, and retaining talented individuals positioned to meet SUN's growth strategy.
  • Utilize a data-driven approach to provide insights to the Commercial Leadership Team in support of current business and future opportunities.
  • Effectively manage profit and loss accountability for the Commercial organization to meet targeted budgets as well as proper resourcing.
  • Lead Quarterly Business Reviews (QBR) and Board of Directors (BoD) process and preparation, including slide development.
  • Implement ongoing process improvement, resource optimization, quality management, timeliness, and accuracy of all products and services from all functional areas that support the Commercial organization.
  • Partner with Marketing Teams in developing metrics surrounding promotional activities and create timely reports that provide insight into the effectiveness of promotional response analyses by brand and customer segments/channels.
  • Partner with Sales Training to develop strategy and plan for training and development, along with ensuring effective delivery of same.
  • Work cross-functionally with internal stakeholders (Marketing, Business Operations, Patient Services, Market Access, Medical Affairs, and Executive Leadership) to achieve department and company objectives.
  • Support Sales Leadership in development of field communications, special programs such as incentives, and organization of field sales Plan of Action and National Sales Meetings.
  • Partner with IT, Digital Marketing, and Procurement on data management and integration capabilities.

Qualifications:

  • BA or BS degree (MBA or advanced degree preferred).
  • Minimum of 10 years of experience leading a commercial operations function within a pharmaceutical or biotechnology company with demonstrated mastery of analytical responsibilities.
  • Strong and deep understanding of industry data (e.g., Rx, Claims, APLD, SP, etc.) and effective utilization of data.
  • Proven experience in Sales Effectiveness, including Sales Incentives and CRM.
  • Proven ability to provide strategic leadership, vision, and direction within a fast-moving, challenging, and energetic environment.
  • Strong market development skillset to drive and influence business decisions such as go-to-market strategies and tactics.
  • Effective working in a team environment with strong collaboration skills to gain alignment within an organization and optimize partnerships with other functions, including Medical Affairs, Market Access, Decision Support, Information Technology, Legal, Finance, and Human Resources.
  • Ability to work in a fluid environment with conflicting priorities, managing multiple projects simultaneously, and meeting tight deadlines.
  • Adept at creating simple solutions to complex problems or issues.
  • High level of personable accountability, responsibility, and integrity with the ability to set and hold themselves and others to high standards.
  • Experience managing direct reports and leading a cross-functional team.
  • Strong leadership and team-building skills with proven ability to coach and develop staff.
  • Possess keen analytical skills as evidenced by tangible experience in analytics and/or forecasting.
  • Utilize data and insights to address current needs and future planning.
  • Strong strategic and analytical skills, including experience with Excel-based market and financial modeling.
  • Strong financial background partnering with Finance.
  • Strong written and oral communication skills.

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