Manager, Sales Operations-King of Prussia, PA

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Updated: May 25, 2018
Location: King of Prussia, PA, United States
Job ID: 69588

Overview

With operations in more than 30 nations and over 16,000 employees worldwide, CSL is driven to develop and deliver a broad range of lifesaving therapies to treat disorders such as hemophilia and primary immune deficiencies, and vaccines to prevent influenza. Our therapies are also used in cardiac surgery, organ transplantation and burn treatment.

CSL is the parent company of CSL Behring and Seqirus. CSL Behring is a global leader in the protein biotherapeutics industry, focused on bringing to market biotherapies used to treat serious and often rare conditions. CSL Behring operates CSL Plasma , one of the world's largest collectors of human plasma, which is used to create CSL's therapies. Seqirus is the second largest influenza vaccine company in the world and is a transcontinental partner in pandemic preparedness and a major contributor to the prevention and control of influenza globally.

Syneos Health is currently engaged in a DIRECT HIRE opportunity with CSL Behring for a Manager, Sales Operations.

Responsibilities
  • Responsible for leading the Sales Operations analysts to ensure that North America Sales goals are consistently met by effectively and efficiently managing the areas of sales analytics, reporting, call targeting, and sales force sizing.
  • Manage vendor relationships for the areas of sales analytics, reporting, call targeting, and sales force sizing.
  • Represents NA Commercial Operations on the Compass Excellence Committee (CEC) and Compass Reporting Operations Committee. Responsible for making sure the sales department's reporting requirements are achieved. Supports the Senior Manager, Sales Operations & CRM, the Compass Excellence Center, Manager, Senior Manager, Master Data and Business Technologies to ensure the continuing operation of the CRM system.
  • Responsible for keeping the sales incentive compensation team aware of any potential impact to the sales incentive process due to call target and field alignment changes. Responsible to understand how the incentive compensation plans effect call targeting, field alignment, and analytics.
  • Manage the Sales Operations Analysts and be responsible for annual objective setting, coaching and counseling, mid-year and end of year reviews.
  • This position requires exceptional analytical skills including extensive experience with data manipulation and analytical software including MS Excel and MS Access. In addition to analytical capacity, the role must be able to distil complex analysis into simple and actionable output that helps guide the business.


Main Responsibilities and Accountabilities:
  • Manages the process of sales reporting and analysis relating to CSL Behring North American, national, regional, territory and customer account level performance. This role has the responsibility for generation of business critical insights into direct and indirect customer sales transactions across North America. Success in this role requires a detailed understanding of the North American marketplace for specialty therapeutics and the role of industry stakeholders (including GPOs, distributors, specialty pharmacies, and physicians).
  • Proactively identify actionable business opportunities and risks through insightful quantitative and qualitative analysis of CSL customer data. Works with Sales Management to ensure that accurate reports are developed and executed to support the business. Such analytics will include sales trend analysis to create distribution pull-through, estimated inventory levels, top accounts, sales ranking, brand KPIs, and patient uptake reports that help provide the basis for sales forecasts.
  • Manages the tactical aspect of the call targeting process. Supports the Senior Manager of Sales Operations and CRM in developing the call targeting strategies of North America.
  • Manages the tactical aspect of field force alignments, both major and minor. Supports the Senior Manager of Sales Operations and CRM in developing field force alignment strategies of North America.
  • Manage vendors involved with the development of call targets, field force alignment, reporting and analytics.
  • Manage the Sales Operations Analysts and be responsible for annual objective setting, coaching and counseling, mid-year and end of year reviews.
  • Responsible for keeping the sales incentive compensation team aware of any potential impact to the sales incentive process due to call target and field alignment changes. Responsible to understand how the incentive compensation plans effect call targeting, field alignment, and analytics.
  • In conjunction with the Senior Manager of Sales Operations & CRM, continued development of CRM systems (COMPASS) and analytics functionality in line with best practice approaches. Partner with internal and external business partners to assess needs, architect streamlined solutions, execute and manage.
  • Represents the North American commercial organization on the global Compass Excellence Committee (CEC) and Compass Reporting Operations Committee. Advocate the needs of the North American Commercial Operations business within the global organization. Supports the ongoing development of initiatives across various functional areas such as Medical and Marketing.
  • Builds strong relationships with other functional groups such as IT, Finance, and Marketing to ensure successful implementation of Sales Operations outputs.


Requirements

  • BA or BS required in Finance. Accounting, Business, or related field required. MBA preferred.
  • 10 years of professional experience in analytical roles
  • 6 years of experience in a Sales Operations / Business Operations function with sales targeting/segmentation, sales force sizing/alignment, sales analysis, and reporting experience.
  • 3 years of experience with CRM systems
  • Experience managing people
  • Pharmaceutical or medical device experience preferred.
  • Understanding of sales incentive programs and information technology support systems
  • Advanced MS Excel, Access, PowerPoint skills required.
  • Experience with SQL, Tableau, QlikView, or other visual analytics tools preferred.
  • Experience working with sensitive and confidential material required.
  • Ability to interact across various functional teams including IT, Finance, Sales, Marketing
  • Experience working with multiple levels of in-house management (to VP level), as well as field based personnel and management required.
  • Must have analytical skills, conceptual thinking, and ability to develop strategy and implement process excellence.
  • Strong oral and written communication skills required.


Syneos Health companies are affirmative action/equal opportunity employers (Minorities/Females/Vets/Disabled)
Position Type/Category Sales-Field Management
RPO BU
Minimum Education Level Bachelor's Degree
Employment/Job Type Full Time
Employment Type Client Direct Hire

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