Senior Director, US Sales Operations​/IC & Global CoE

Overview

As the Senior Director of Sales Operations & COE you will play a key role with responsibility for leading all aspects of sales force operations across the entirety of CSL Behring’s US portfolio of products and sales teams. This role will lead efforts including sales force sizing and organizational design, sales customer targeting, incentive program strategy and deployment, sales force reporting, customer and sales force analysis and insight, recommendations for improvements in sales force effectiveness, and deployment of tools in the US market (including CRM) to enhance sales force and operational productivity.

The role requires synthesis of exceptional leadership, collaboration and analytical skills with the incumbent leading multiple cross-functional projects and operations in parallel within the sales operations function and related sub-functions (Targeting/Alignment/Reporting, Incentive Compensation). Operates as a key member of the US Insights & Analytics leadership team and strategic business partner to the US sales and marketing leadership teams.

Main Responsibilities And Accountabilities

• Leadership: Leads the Sales Operations team across all work streams (targeting/alignment, reporting, sales incentives, sales analytics, sales data, CRM) providing priority setting, planning, and timely decision making of activities to ensure value delivery to all internal and external customers. Encourage a culture of innovation and continuous improvement. Represent Sales Operations on the Strategic Analytics & Pricing leadership team.
• Sales
  
  Incentives:
  
  Lead a cross functional team (including analytics, sales and marketing leadership) to develop quarterly/semesterly sales incentive compensation plans across US portfolio that promote alignment between CSL strategic objectives and field force activity. Oversee annual performance awards, program modeling, and implementation of approved sales incentive programs. Responsible for leading governance and related processes associated with sales incentive plans.
• Sales Force Alignment: Own sales force sizing, territory design, and alignment processes. Oversee the analytical effort for field force alignments, both major and minor. Ensure sales force deployment is consistent with company, brand and sales strategies and the CSL sales organization is deployed to optimally interact and promote CSL products to our customers. Ensure the alignments are sound pre and post implementation.
• Sales Force Targeting: Oversee the process and analysis to translate brand strategic and tactical intent into action-oriented plans for CSL customer interactions. Provide analytics to identify customers with greatest opportunity and promotional sensitivity and work with cross functional stakeholders to prioritize and optimize sales resource deployment against CSLs target customers. Operationalize customer targets across the sales force including executional oversite of planned activities.
• CRM: Own CRM operations for US sales and customer facing teams. Represents the US commercial organization needs on the global CRM (Veeva) operating committee within the global organization. Supports the ongoing development of initiatives across various functional areas including Sales, Medical and Marketing.
• Global COE: Serve as a strategic advisor to U.S. and global commercial leadership, shaping the direction of field operations and sales excellence. Establish and lead the Global Sales Operations COE, standardizing tools, metrics, and processes across geographies. Drive alignment between regional and global stakeholders to ensure consistency in operations while enabling local customization where needed. Collaborate with the BE&Ops and IT team to identify, evaluate, and implement new technology solutions that support the CoE’s objectives, drive efficiencies, and enhance data-driven decision-making.
• Management: Responsibility for oversight and effective management of all team members (i.e. direct reports) to include but not limited to annual objective setting, mid-year and end of year review, coaching and counseling, employee development, recruitment, selection and development of talent, and managing, directing & measuring work on an ongoing basis. Provide timely constructive feedback to ensure quality of work meets or exceeds company standards and ensure work is completed in a customer focused manner.

BA or BS required in Finance, Accounting, or Business or related field required.

MBA Highly Preferred

• 15+ years professional experience, 8+ years’ experience within the pharmaceutical industry.
• Experience in specialty/rare disease data strongly preferred including acquisition and integration of specialty pharmacy data and use of secondary claims data (e.g. IQVIA claims data).
• Experience across all areas of sales operations including sales incentive compensation design and operations, customer targeting, sales force alignment, analytics & reporting, leveraging associated information…