Now Hiring - Sr. Director, U.S. Commercial Sales Force Effectiveness in Bridgewater, NJ

Recordati Rare Diseases, Inc. (RRD) develops high-impact therapies for devastating rare diseases. At RRD, we focus on the few - those affected by rare diseases. They are our top priority and at the core of everything we do.

RRD is a biopharmaceutical company committed to providing often overlooked orphan therapies to the underserved rare disease communities of the United States. RRD's mission is to reduce the impact of extremely rare and devastating diseases by providing urgently needed therapies. We work side-by-side with rare disease communities to increase awareness, improve diagnosis and enhance availability of treatments for people with rare diseases. Recordati Rare Diseases operates three business units including our endocrinology, metabolic and oncology franchises. RRD is committed to attracting, developing and retaining the top talent in the pharmaceutical industry. We provide our employees with a dynamic work environment and the opportunity to grow professionally while making a difference in our patients’ lives.

Reporting Structure

Reports To: Head of NA Commercial Operations

Direct Reports: None

Areas Managed: Sales Force Effectiveness

Overview

This position will lead the implementation of critical sales/business analytics and marketing operations strategies, including streamlined and standardized sales tools, processes, and practices that will maximize sales effectiveness. This position will lead the creation of a high performance, competitive, and engaged culture within the Commercial Team.

Critical to success in this role will be the incumbent’s strategic and critical thinking orientation, combined with their ability to navigate complexity and work cross functionally. Moreover, they will have the requisite healthcare sector knowledge, communication, and influencing capabilities required to effectively articulate the value proposition and overcome the obstacles and objections inherent in driving the adoption of new, transformative business tools, key business analytics reporting, and processes across an organization. Possessing the credibility, vision, and determination to align internal stakeholders and build strategic relationships at all levels of the organization.

Essential Duties and Responsibilities:

Sales Operations & Analytics

• Support commercial operations by establishing KPIs and performance metrics/dashboards across all franchises
• Monitor performance against agreed KPI for Sales with analytics of sales force performance to identify opportunities for improvement
• Responsible for collecting, analyzing, creating visualizations and storytelling using data
• Supporting sales leadership and the sales teams by making impactful data-driving decisions and providing advanced sales/business analytics and reporting
• Work with third-party data & CRM vendor to generate and deliver daily, weekly, and monthly sales analytics
• Other projects that arise within the commercial operations organization may be required

Sales Force Optimization

• Operational Efficiency through CRM
• Ensure CRM and other application tools bring value to the field sales team, and they are trained on optimal utilization of the applications
• Establish training to improve the data analytics and capability of the field sales team
• Measure execution metrics of call plan and implement as needed changes to target definitions
• Execute routine evaluations across all franchises on territory alignments and current salesforce structure throughout the year
• Determine criteria for most effective and efficient salesforce alignment and structure

Design of Incentive Plans and Recognition Programs

• Establish routine stakeholder groups to review current plans and benchmark to industry
• Align strategic company and Business Unit objectives with sales and promotion plans and incentive schemes
• Identify performance metrics to be included in plans
• Identify requirements and methodology to implement sales quota models across all franchises with routine evaluations
• Draft proposed plan and present for Commercial Operations Teams Review
• Circulate final plans to Executive Leadership for approval and execution & roll out to field force with detailed explanation

Education and Experience

• Advanced degree/ BA (MBA a plus)
• Advanced Microsoft Excel skills (pivot tables, advanced formulas) – ability to create complete formulas and perform data extraction for efficient data manipulation
• Ability to establish rapport and effectively influence at all levels within an organization
• Ability to communicate effectively and present complex data to a wide variety of audiences with experience in MS office (PowerPoint, word)
• Minimum of 3 years of experience in the healthcare/pharmaceutical industry sector
• Minimum of 2 years of experience in sales/business analytics with prior CRM experience
• Excellent written and verbal communication
• Strong problem-solving skills and ability to critically evaluate findings.

Knowledge and Skills

• Hands-on experience working on CRM packages (SalesForce, Veeva, Mobile Intelligence,)
• Good understanding of pharmaceutical sales and marketing processes
• Highly developed analytical skills; ability to synthesize and interpret data/insights into recommendations
• Knowledge of applicable regulations and standards affecting Pharmaceutical Products
• Attention to detail
• Demonstrated ability to manage multiple priorities in a fast-paced work environment
• Manages confidential information appropriately
• Planner/organizer
• Flexible and adaptable
• Positive thinking and enthusiasm
• Able to work in a small – middle size company
• Project management experience a plus
• Excellent time management and ability to work independently
• Excellent computer skills. Strong proficiency in Microsoft programs: Excel, Word, PowerPoint, Access

Competencies and Attributes

• Behaves in an honest, fair and ethical manner.
• Pursues self-development.
• Communicates in a clear, concise and convincing manner. Listens effectively.
• May be called on to assist in developing new members of the company.
• Responsible for tactical implementation of pre-defined programs and projects.
• Solves issues of moderate complexity.
• Works independently on issues where analysis of situation or data requires evaluation of different factors.
• Monitors expenditures.

Work Environment

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. Based upon job requirements, employee may be required at times to attend meetings including travel out of state over weekends and nights. Employee must be able to freely operate and travel by car and train/plane modes of transportation. Employee is required to have a valid driver’s license and means of transportation.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. The employee must be able to fly via commercial air carrier.

This is largely a sedentary role; however, the employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms; talk and hear. Occasionally is required to lift and/or move light to moderate weight up to 25 lbs.

Location/Travel

• The location for this position is the New Jersey office, located in Bridgewater, NJ. In office 3 days per week
• The position may require travel time up to 25% of the time

EEO Statement

It is the policy of Recordati Rare Diseases to provide equal employment opportunity (EEO) to all persons regardless of race, color, religion, sex, sexual orientation, gender identity, or national origin. Further, Recordati Rare Diseases will not discriminate on the basis of any characteristic protected by federal, state, or local law. Recordati Rare Diseases will provide reasonable accommodate for qualified individual with disabilities.

Disclaimer

This job description is not designed to cover or contain a comprehensive listing of the activities, duties or responsibilities that may be required.