Associate Director, Sales Operations, Dermatology

Incyte is a biopharmaceutical company focused on the discovery, development, and commercialization of novel medicines to meet serious unmet medical needs in oncology and inflammation and autoimmunity. Incyte is committed to the rigorous pursuit of research and development excellence to improve the lives of patients, make a difference in health care, and build sustainable value.

The Company strives to discover and develop first-in-class and best-in-class medicines-advancing a diverse portfolio of large and small molecules.

Job Summary (Primary function)
The Assoc Dir, Sales Operations- Dermatology is a Chadds Ford, PA based position and is responsible for supporting the Field Sales Force. The incumbent oversees the strategic development and execution of the incentive compensation plan, targeting, call plans, field alignments, sales reporting, metric identification, and field team effectiveness. In addition, the incumbent develops appropriate educational content in collaboration with Product Strategy and Sales Training to address any ongoing analytical education and tactical execution opportunities.

Essential Functions of the Job (Key responsibilities)

• Manage the Sales Operations team across all applicable therapeutics areas.
• Lead, manage, and develop direct reports in the execution of the core sales operations functions with a focus on collaboration across the Strategic Customer Engagement & AA team and US Business Unit.
• Assist in building roadmap and execution of team expansion, future state capabilities in advance of new therapeutic areas, and/or business development opportunities.
• Work closely with executive sales leaders to determine opportunities for increased field efficiencies, analytical education gaps, and coordinate with product strategy for implementation of new field tactics.
• Ongoing coordination with Multichannel Strategy team to support the multi-channel experience for field sales execution.
• Identify and build out appropriate educational materials to support ongoing representative and regional manager’s development in the areas of business planning, sales analysis, and execution.
• Continually evaluate team structure to optimize resources and provide increased/consistent customer support.
• Lead any sales force sizing and structure projects for ongoing efficiency or new opportunity.
• Develop call plan and promotion response models if and when applicable for the field sales teams.
• Manage and direct sales data inquiry request/resolution for sales incentive compensation data, sales reporting, and CRM reporting.
• Manage alignment process of territories/regions to maximize effectiveness of the sales force, compliance measures for promotional activity, and IC plan equity.
• Support the creation, management of all IC operation activities including goal allocation, goal adjustments, validation of IC process and payout process, monthly reporting and analysis on impact and issues affecting field incentive plan.
• Responsible for the consulting, development, and management of the rewards and recognition programs, including Mighty Oak and field contests.
• Analyze sub-national performance trends & sales force effectiveness to identify opportunities and inefficiencies.
• Manage quality assurance in the tracking & implementation of field force targets and affiliations within the CRM system.
• Partner with sales management to define and produce or enhance reporting to measure sales force productivity and ensure effective implementation of established strategies and tactics.
• Work directly with cross-functional teams and vendors to coordinate & manage the deployment of all sales force reporting: data availability and Q/A process of sales reporting.
• Responsible for all field training in regards to field sales tools, i.e. dashboards, Incyte Mosaic, ad hoc reports.
• Will be co-responsible for development and alignment of field CRM platforms and master data managements capabilities (MDM) directly used by all field personnel. Will need to have comprehensive knowledge of current CRM, reporting, and master data management (MDM) capabilities.
• Collaborate across the Strategic Customer Engagement & Advanced Analytics and Market Insights teams to develop key performance metrics and dashboards that help the sales organization focus on performance drivers.
• Oversee and provide solutions and reporting for field sampling programs. Work with compliance to ensure PDMA compliant sampling practices and federal reporting requirements are fulfilled.
• Manage field fleet program. Manage program within Incyte policies and focused on fiscal responsibility.
• Develop communication materials to support field sales management on business reviews and sales force tools.
• Collaborate with the Business Information Services (BIS) team to define business requirements and solutions for all tools and deliverables that support the field sales force.

Qualifications (Minimal acceptable level of education, work experience, and competency)

• BA or BS degree required, degrees in mathematical background preferred.
• 5-8 years Sales Operations experience in the Pharma/BioTech industry.
• Detailed understanding of sales processes, sales data tracking, sales force automation, incentive compensation operations, sales analytics, promotion response concepts, and sales force alignments.
• Experience in managing and developing direct reports. Proven experience in motivating high performance teams and versed in techniques for effective coaching, communication, and working styles.
• Proficient in all aspects of analyzing healthcare sales data and field force activities.
• Proficient in customer relationship management systems, i.e. Sales Force.com.
• Excellent verbal, written and stakeholder management skills to effectively influence and manage expectations with sales management and cross-functional teams.
• Strong project management skills.

Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.

Incyte Corporation is committed to creating a diverse environment and is proud to be an equal opportunity employer.

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