Director of Commercial Operations and Business Insights
2 months ago
Medexus is a leading specialty pharmaceutical company with a strong North American commercial platform and a growing portfolio of innovative and rare disease treatment solutions.
The Director of Commercial Operations & Business Insights supports the Commercial Operations group and is accountable for leading all forecasting and analytical efforts, leading commercial supply chain optimization in support of Medexus' efforts to successfully commercialize our products.
Direct all non-financial analytics, forecasting, market intelligence, modeling and reporting in both existing and future products.
Lead internal sales operations that support the Field Sales Organization and Managed Markets in all aspects of administration and sales force optimization.
Coordination with other Commercial Operations leaders to identify and enable/lead execution of opportunities to increase revenue, decrease expenses, or both is also within the scope for the role.
Supervise and lead the sales operation staff to meet department objectives and timelines within the regulatory guidelines and company compliance SOPs.
Manage the inventory of finished goods at levels balanced against customer service needs and financial targets while avoiding supply gaps.
Manage third-party vendors responsible for data, market research, and sales optimization.
Oversee all third-party data sources and customer master files and data related to customers.
Develop and maintain integration of data sets for strategic and operational efficiency.
Conduct analysis to identify the physician target universe for each Medexus product.
Manage the process for alignment of territories for optimal sales force utilization and accomplishment of sales objectives based on market penetration and budgets.
Develop and manage primary market research of currently marketed products and future products.
Work with field sales and senior management to design, develop, and execute sales quotas and target earnings based on demand sales of Medexus products.
Develop and administer the Sales Incentive Compensation Program (SICP) and liaise with senior management and finance to provide budget estimates, accruals, other projections, and approvals.
Liaise with trade and finance to ensure accurate reporting of factory sales, inventory.
Provide accurate and timely reporting of all goal attainment to all eligible participants and management.
Prepare budgets and collaborate with project management and manufacturing on preparing WIP.
Prepare and maintain annual sales budget and periodic forecasts at ex-factory, redistribution, and patient demand levels. Monitor extended inventory of entire channel.
Independently analyze and report sales results on a weekly, monthly, quarterly, and annual basis for a variety of internal audiences, including sales force, functional leads, executive team, and Board of Directors.
Develop, monitor, and report on KPIs/performance scorecards.
Administer SFA/CRM system to ensure accurate collection of call data, maintenance of contact details and affiliations, accuracy of territory alignment and target designation, and management of add/drop process.
Actively serve on Commercial Operations Leadership Team and share the team's joint accountability for the function's revenue and performance objectives.
Manage agreements and budgets for all outsourced partners.
Ensure compliance with Medexus' policies and Code of Conduct.
MBA or advanced degree preferred.
Supply Chain, Sales Operations, Commercial Analytics, and Market Research functions.
Demonstrated competence in commercial life science or related industry environment.
Demonstrates an in-depth knowledge of sales and marketing operations, policies, and procedures.
In-depth understanding of the regulatory guidelines and requirements as they apply to field sales.
Demonstrates an in-depth knowledge of data requirements and available sources across all areas of the company.
Ability to execute an integrated sales optimization plan.
Demonstrates enhanced computer and database skills.
Demonstrates advanced business and management skills.
Demonstrates knowledge of various computer platforms.
Experience using business analytics and business intelligence software.
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