Now Hiring - Director, Commercial Insights and Sales Opera in Berwyn, PA

Position Summary:

The Director of Commercial Insights and Sales Operations is a strategic and operational partner that functions across the Aytu organization, with the primary responsibility of supporting Aytu’s Rx business. This individual develops data-driven insights / performance optimizations and has a deep understanding of the pharmaceutical industry, sales processes, and the ability to identify both near-term and long-range growth opportunities for Aytu’s Rx business. This individual supports current commercial execution and informs future growth by producing integrated marketing insights while functioning in accordance with organizational policies, state and federal regulations, and sound business practices in collaboration with, but not limited to, Sales, Marketing, Trade, Market Access, Accounting and Finance, Supply Chain and Executive Team. This position reports to the Chief Commercial Officer and has direct reports.

Commercial Insights:

Partner w/ CCO, VP of Marketing, VP of Trade & Market Access and VP of Sales to support strategic planning exercises from an insights perspective (Strategic Brand/Channel and Network Plans etc) and measure effectiveness of efforts against key objectives thereafter. Insights will include market research; promotional effectiveness, profitability, and deployment optimization; Trade, Channel, and patient access program economic optimization; Business Development Diligence and New Product Launch support as required.

Sales Operations:

Lead all Sales Data, Technology, Analytics (DTA) and Incentive Compensation (IC) initiatives, leveraging and directing vendors, internal resources, plus individual contribution as needed. Sales and operational teams supported span the entire supply chain, ie Trade and Market Access operations, Channel/Pharmacy/Patient Access operations and sales teams (RAM’s), Prescriber promotional sales teams (TSS, RSM’s, and VP of Sales). Additionally, lead and support various Sales and Marketing operations / analytics support.

Key Job Functions and Responsibilities:

• Commercial Analytics and Operations:

• DTA – Prescriber Sales Teams

• Oversee DTA budget, OpEx, contract and invoice management: ie acquisition of IQVIA or other curated data sets and related invoices and external DTA vendor SOW and invoice management. Track performance of actual OpEx spend to budgeted spend.
• Oversee Commercial Data Environment to include existing and new data incorporation into vendor managed data warehouse, leveraging vendor technological capabilities to facilitate data underlayer needed for reporting and analysis.
• Lead all current sales reporting efforts, both field-facing and internal across multiple commercial departments. Develop and roll-out new reporting initiatives relative to business needs across commercial landscape.
• Lead IC modeling and IC plan equitability efforts. Partner w/ commercial leadership, HR, Finance, and vendors to ensure sound IC governance and administration. Support adhoc requests.
• Ensure SFE (targeting and segmentation) and SFO (territory/span of control alignments) are pulled through in reports and CRM system, leveraging external vendors to execute changes.

• DTA – Other commercial departments

• Lead, partner, manage, and advance DTA capabilities to develop, support and deliver regular and ad-hoc reports.

• Commercial Strategy and Insights:

• Sales Force Effectiveness (SFE) – lead targeting and segmentation efforts from collaborative design, deployment, and performance tracking. Communicate findings to leadership to inform future improvement efforts. Establish KPI’s and track and communicate performance against those KPI’s to leadership. Leverage external vendor analytics capabilities to carry out analysis.
• Sales Force Deployment / Optimization – lead profitability and other deployment optimization efforts, partnering w/ leadership and leveraging external vendor expertise to carry out and communicate findings/recommendations and implement go-forward changes as applicable from an operational standpoint.
• Planning – Partner w/ Marketing and other leaders to inform analytics and insights for various situation analyses relative to product and market trends, brand/channel and other strategic planning initiatives.
• Other: Support ad-hoc insights analyses for trade, market access, patient access and Business Development opportunities.

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  Additional Support Responsibilities:

• Gross to Net Initiatives (GtN)
• Data: Ensure commercial datasets for GtN calculations are accurate and comprehensive to inform GtN Analysis.
• Forecasting and Budgeting
• Leads forecasting processes, trend analysis, and data management – manages the annual planning process and support forecast updates and LRP (Long Range Planning) process.
• Provide monthly reports tracking forecast to actual and Latest Best Estimates (LBE) from a demand perspective. Ensure incorporation of LBE’s into IC exposure modeling as applicable.
• Provide analytics support for BOD and other external reporting requirements (to include but not limited to SEC filings, DEA quota info etc).

Other:

• Maintains ethical behavior and conduct.
• Hire, lead, mentor and teach direct reports as assigned. To include semi-annual performance reviews and goal setting.
• Ensures policies, legislation and procedures are adhered to; including company SOP’s,

21 CFR Part 11 and Sarbanes-Oxley (SOX) compliance, as appropriate to position

• Performs other duties as required.

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  Excellent organizational, time and project management skills. Self-starter with the ability to multi-task, prioritize and work well in a fast-paced, deadline-oriented environment
• Excellent written, verbal and interpersonal skills. Excellent use of English grammar and punctuation, communicating clearly and concisely, both orally and in writing
  • Ability to read, comprehend, and communicate instructions and written procedures
  • Ability to review and revise documents with proficient grammar and spelling skills
  • Ability to write routine reports and correspondence
  • Ability to speak effectively before groups
  • Strong interpersonal skills with the ability to communicate, manage and work with all levels of internal and external customers and contacts in a professional manner.
  • Communicates effectively with individuals at all levels of an organization
  • Team player; natural collaborator with ability to foster a cooperative environment, yet able to take stance on challenging issues
• Stays apprised of current events in the company’s specific market(s)
• Establishes and maintains cooperative and collaborative relationships with all coworkers, associates, acquaintances, clients and vendors
• Excellent problem-solving skills, including the ability to solve problems in complex situations with multiple variables.
• Ensures compliance with all Company policies and procedures
• Must be capable of developing and managing capital projects and expense budgets
• Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.
• Excellent analytic skills and ability to generate conclusions based upon data
• Ability to handle sensitive and confidential situations
• Demonstrated poise, tact and diplomacy
• Meticulous attention to detail and deadline conscious
• Ability and willingness to travel to conduct assigned responsibilities
• Good understanding of regulatory, legal and medical requirements pertaining to pharmaceutical marketing

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  Office Based (Well-lit, heated and-or air-conditioned indoor office setting with adequate ventilation) with 30% or greater travel
• Light physical activity performing non-strenuous daily activities of an administrative nature (e.g., lifting up to 25 lbs)

Physical demands described in this job description are representative of those that must be met by the employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential function.