Commercial Operations Director
5 days ago
The Director Commercial Operations will lead the development and evolution of a robust Sales Force Effectiveness program through strong collaboration with Sales, Insights & Analytics, Marketing, Strategic Technologies, and Compliance teams, and other key stakeholders. This role will oversee go-to-market workstream for field force design and organization structure, coverage, and productivity improvement to ensure cross-functional alignment and enablement of customer-facing teams.
Main Responsibilities
Sales Force Effectiveness
- Lead the continued development and evolution of a robust Sales Force Effectiveness program through strong collaboration with Sales, Insights & Analytics, Marketing, Strategic Technologies, and Compliance teams, and other key stakeholders.
- Oversee go-to-market workstream for field force design and organization structure, coverage, and productivity improvement to ensure cross-functional alignment and enablement of customer-facing teams.
- Undertake analytics on sales force activity to provide insights on a regular basis.
- Assess targeting and effort allocation to make recommendations to increase productivity.
- Evaluate time spent by salesforce on value-add activities and effectiveness of their customer interactions and recommend solutions.
- Provide operational and analytical support for marketing programs such as speaker programs and related marketing events.
- Map the end-to-end sales cycle and develop strategies to accelerate and improve the success rate.
- Partner with the training team to help accelerate the learning of field representatives to improve their business acumen and territory planning skills.
- Assess and recommend optimal salesforce design and organization structure, coverage, and productivity improvement.
- Assess customer segments and channels to optimize the go-to market strategy to gain differentiation and competitive advantage.
- Optimize territory alignments by running full territory sizing, structure, and alignment exercises through enterprise grade mapping and alignment software using 3rd party and internal data assets to optimize workload and balancing opportunity.
- Oversee territory hierarchy, structure, customer, and zip code alignments in Alnylam's territory management system.
- Partner with leaders in strategic technologies, sales, insights and analytics, and other teams across the company to ensure that CRM projects, campaigns, communication, and reporting matrix are transparent and effective.
- Lead a cross-functional governance team related to Veeva Platforms including Veeva CRM.
- Optimize collection and incorporation of field feedback into target lists and leads.
- Determine leading indicators for success in Field Sales and establish meaningful KPIs for Regional QBRs.
- Provide robust Sales and Marketing Insights by leveraging CRM and internal/external data sources as appropriate and providing access to this information via dashboards, reports, and Marketing tools.
- Mine data to identify key challenges and opportunities in the business.
- Propose approaches to mitigate challenges and capitalize on opportunities.
- Collaborate and partner with multiple stakeholders across commercial organization to support the achievement of strategies, key objectives and business needs in a compliant way.
- Maintain a compliant mindset to ensure all operational tasks are compliant and that appropriate analyses are performed to evaluate performance.
- Bachelor's degree or better.
- 10+ years working in related role and capacity, preferably within the pharma/bio industry.
- Experience leading, coaching, and developing dynamic teams of high performing individuals.
- Highly organized agile leader, capable of effective real time thinking and effective communication.
- Experience with field force alignments, HCP segmentation, reporting, size/structure, and strategic analysis.
- Experience in multiple commercial roles including operations and strategy.
- Capable & proven presenter to executive audiences.
- Track record of delivering solutions with excellent attention to detail, accuracy, and derived value.
- High sense of urgency, balanced with focus on quality & process.
- Strong interpersonal & communication skills with field and internal leadership at all levels.
- Project management skills with demonstrated ability to lead multiple projects & priorities.
- Experience working with field teams, ideally having been part of a field team.
- Ability to travel for key external & internal meetings as needed (Role requires ~10% overnight travel).
- Position is based within Alnylam headquarters in Cambridge, MA - role is hybrid with the ability to come into the office on regular basis.
- If employed in the U.S., being fully vaccinated against COVID-19 as defined by the Centers for Disease Control and Prevention (CDC) is required.
Alnylam Pharmaceuticals (Nasdaq: ALNY) has led the translation of RNA interference (RNAi) into a whole new class of innovative medicines with the potential to transform the lives of people afflicted with rare and more prevalent diseases. Based on Nobel Prize-winning science, RNAi therapeutics represent a powerful, clinically validated approach to treating diseases at their genetic source by interfering with mRNA that cause or contribute to disease. Since our founding in 2002, Alnylam has led the RNAi Revolution and continues to turn scientific possibility into reality.
Our people-first culture is guided by our core values: fiercely innovative, open culture, purposeful urgency, passion for excellence, and commitment to people, and these values influence how we work and the business decisions we make. Thanks to feedback from our employees over the years, we've been fortunate to be named a top employer around the world. Alnylam is extremely proud to have been recognized as the #1 Large Employer by Boston Globe Top Places to Work in 2022, one of Science Magazine's Top Biopharma Employers, one of America's Most Responsible Companies for 2023 by Newsweek, a Fast Company Best Workplace for Innovators, and a Great Place to Work in Canada, France, Italy, Spain, Switzerland, and UK - among others.
At Alnylam, we commit to an inclusive recruitment process and equal employment opportunity. We are dedicated to building an environment where employees can feel that they belong, can bring their authentic selves to work, and achieve to their full potential. By empowering employees to embrace their unique differences at work, our business grows stronger with advanced and original thinking, allowing us to bring groundbreaking medicines to patients.
Qualified applicants will receive consideration for employment without regard to their race, color, religion, age, sex, sexual orientation, gender identity or expression, national origin, ethnicity, marital status, protected veteran status, disability, or any other characteristics prohibited by law. Alnylam is an E-Verify employer.
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