Sr. Director, Sales and Marketing Operations

Position Summary

This position will report to the Vice President, Commercial Operations and will lead the creation of a high performance, competitive, and engaged culture within the Commercial Team. This position will lead the implementation of critical sales/business analytics and marketing operations strategies, including streamlined and standardized sales tools, processes, and practices that will maximize sales effectiveness. The role will collaborate closely with cross functional leaders including Sales, Marketing, Market Access, Legal/Compliance, IT, Finance and Human Resources.

Moreover, they will have the requisite healthcare sector knowledge, communication, and influencing capabilities required to effectively articulate the value proposition and overcome the obstacles and objections inherent in driving the adoption of new, transformative business tools, key business analytics reporting, and processes across an organization. Possessing the credibility, vision, and determination to align internal stakeholders and build strategic relationships at all levels of the organization.

This is a hybrid role - our work from home days are Monday and Friday and our in-office days are Tuesday, Wednesday and Thursday.

Roles and Responsibilities

• Support commercial operations by establishing field sales KPIs and performance metrics/dashboards to identify opportunities for continuous improvement.
• Build and lead Data Management, Reporting and, Sales Analytics function that will procure, collect and store all data for the commercial organization. Develop data governance to ensure centralized data acquisition and supplier management and implement data quality process for master data. 
• Supporting sales leadership and the sales teams by making impactful data-driving decisions and providing advanced sales/business analytics and reporting
• Ensure CRM and other application tools bring value to the field sales team, and they are trained on optimal utilization of the applications.
• Direct and oversee activities in Marketing Operations including (but not limited to) the Medical, Legal and Regulatory (MLR) promotional review process and system and promotional material management.
• Work with third-party data & CRM vendor to generate and deliver daily, weekly, and monthly sales reports and analytics tools. Work with Sr. Sales leaders to enhance CRM.
• Lead inaugural sales force sizing and execute routine evaluations on territory alignments and current salesforce structure throughout the year.
• Establish training to improve the data analytics and capability of the field sales team
• Provide input and facilitate business process assessments, improvement recommendations and implementation within Field Operations.
• Continuously improve the Business Intelligence platform for sales reporting purposes..
• Coordinate with Medical Affairs to align on the tools and processes to support interactions between the Field Sales team and MSLs
• Measure execution metrics of call plan and implement changes as needed to optimize reach and frequency.
• Provide coordination and support for sales force incentive programs. This individual will be charged with working closely with the incentive compensation vendors, sales leadership, marketing, and HR to facilitate the creation and monitor the effectiveness of incentive plans.
• Identify requirements and methodology to implement sales quota models across all established sales territories with routine evaluations and optimization.
• Collaborate with IT to manage the data warehouse, MDM and overall management of the data and business rules required to support the commercial organization.
• Provide oversight regarding ‘bridge program or voucher management processes and ensure necessary compliance;
• Ensure that appropriate promotional materials are available to the sales force as well as all monitoring and tracking ordering and fufillment activities.
• Oversee management of the Fleet program.
• Responsible for managing the Field Operations budget.
• Work with vendors, meetings planners, and field sales leadership to implement national, and/or region sales meetings, including the national launch meeting.

Education and Experience

• 10-15 years’ experience in the Pharmaceutical Industry, preferably with time spent in Sales, Sales Leadership and Sales Operations roles
• Advanced degree/ BA (MBA a plus)
• Advanced Microsoft Excel skills (pivot tables, advanced formulas) – ability to create complete formulas and perform data extraction for efficient data manipulation
• Ability to establish rapport and effectively influence at all levels within an organization
• Ability to communicate effectively and present complex data to a wide variety of audiences with experience in MS office (PowerPoint, word)
• Excellent written and verbal communication
• Strong problem-solving skills and ability to critically evaluate findings.
• Hands-on experience working on CRM packages (SalesForce, Veeva, Mobile Intelligence,)
• Highly developed analytical skills; attention to detail and ability to synthesize and interpret data/insights into recommendations
• Demonstrated ability to manage multiple priorities in a fast-paced work environment
• Manages confidential information appropriately

The anticipated salary range in Newark, California is $270,000 - $300,000. The final salary offered to a successful candidate will be dependent on several factors that may include but are not limited to the type and length of experience within the job, type and length of experience within the industry, education, etc. CymaBay is a multi-state employer, and this salary range may not reflect positions that work outside of the Bay Area or in other states.