Director, Sales Force Analytics

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Posted On:
Closing On:
Wednesday, 3rd October 2018
Monday, 3rd December 2018
Job Type:
Pharma Manufacturer

Job Description:

Contact megan.estes@kaleo.com to apply.

The Director, Sales Force Analytics will set the strategic direction for and lead a team accountable for delivering sales operations effectiveness and excellence in support of the Commercial organization. This critical role will focus on delivering analytically-driven insights to sales leadership and the sales field force on the results and drivers of commercial performance. This role will also partner closely with internal customer groups across kaleo to understand their analytical requirements and balance immediate demands with future capabilities needed to deliver the kaleo business unit goals.

The Director, Sales Force Analytics will provide expertise and thought leadership in understanding business performance, defining KPIs, forecasting, supporting field leadership and leveraging internal and external data assets to make better data-driven decisions.

Essential Functions:

◾Provide leadership and support to the sales operations team
◾Ensure deliverables to internal customers are accurate, complete and timely
◾Provide insights into business performance and recommendations to internal customers at all levels
◾Lead support effort for strategic initiatives and projects
◾Act as the trusted customer service representative/liaison to other departments
◾Hire, develop, coach and challenge team members
◾Commercial organization analyses including sales force sizing, alignment and call planning and targeting
◾Operationalize KPIs and metrics through centralized data platforms (Tableau)
◾Assessment of Sales Reps by tracking various key metrics (sales, call data etc.)
◾Responsible for identifying opportunities for improving salesforce internally and informing solutions to drive field impact
◾Maintain proper governance around IC plan documentation including approvals and version control processes. Creates and delivers periodic training and sales force communications to foster a greater understanding of the IC plans. Provide ad hoc analyses as necessary to support senior management and internal stakeholders.
◾Deliver Incentive Compensation reporting and payouts accurately and timely, partnering with Finance to ensure alignment on budgets and payroll
◾Lead customer targeting efforts, partnering with business units to provide to Field users quarterly
◾Assess effectiveness and impact of targeting efforts
◾Maintain and enhance Sales Operations Systems: Veeva (CRM, digital sales aid, email campaign management, sample management)


◾Bachelor’s in business, economics or related discipline, MBA preferred
◾10-15+ years of relevant experience in progressively challenging environments
◾Prior experience managing and mentoring junior team members
◾Strong analytical skills and ability to break down and solve business problems quickly
◾Collaborative and flexible attitude
◾Project management skills to plan and execute small scale initiatives
◾Experience with pharmaceutical industry preferred
◾Ability to manage complex projects and resolve complex issues
◾Strong interpersonal, leadership, and project management skills
◾Ability to communicate with all levels of organization with confidence
◾Ability to multi-task, work under pressure and meet deadlines
◾Excellent verbal, analytical, organizational and written skills
◾Ability to exercise sound judgment and make recommendations based on accurate and timely analyses
◾High level of integrity and dependability with a strong sense of urgency and results oriented

Preferred Skills:

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