Associate Director, Area Sales Operations, PNH

This is what you will do:

The Associate Director, Area Sales Operations, PNH will report to the Senior Director, National Sales Operations, Complement. This role is field-based and is considered a developmental position.

This position will be responsible for engaging the Area team (e.g., team of Regional Sales Directors and Area level cross-functional leadership team) and driving strategy development and implementation with the field and cross-functional partners.  This includes Field Senior Sales Leadership, Marketing, Training, Commercial Operations, Medical, Payer Marketing, Legal & Compliance, Strategic Accounts, and the US Commercial Team to ensure that all tactical and strategic initiatives are properly executed, field feedback and insights are gathered, captured and communicated.  This role will serve as a key field voice for the home office, and a key enabler of analytically informed Field Force Effectiveness optimization within the Area. 

In addition to strategic initiatives, you will provide operational support including activities such as sales reporting analysis, becoming an expert in field management & data applications such as Alex Insights, help to facilitate and manage area business plans and account planning, and facilitate area budget management.  ASOs may also support onboarding within the Area, and providing input & coordination with marketing, business operations, and/or other cross-functional partners.

You will be responsible for:

• Developing and implementing Area/Regional business plan and QBRs.  Organizing analytically driven performance reviews, together with Area Sales Director, to assess performance and drive continuous improvement in the business potential of the region
• Together with Area leadership team, routinely monitoring appropriate field force effectiveness and ROI KPIs to identify opportunities to optimize go-to-market (GTM) model and/or execution
• Leveraging sales & data tools to compliantly execute and deliver on areas Sales goals and objectives and proactively provide data analysis to identify regional market trends
• Coordinating/supporting Field Force “Go-to-Market” training needs and work closely with Marketing and Business Operations/Commercial Effectiveness counterparts to fulfill any identified training needs and ensure the field understands how to use analytics/reports to drive their business
• In coordination with ESD preparing the allocation of regional sales budgets throughout the regions and territories after considering past sales performance and other relevant factors to determine future opportunities
• Leading field insight groups, as appropriate, to provide various HQ stakeholders with field sales perspective
• Maintaining an in-depth understanding of customer needs and developing feedback loops to shape brand tactics and engage with Business Operations HQ partners including (but not limited to): Business Unit Leader & US Commercial Leadership, Brand & Payer Marketing Teams, Commercial Operations, Legal & Compliance, counterparts in other franchises, Speaker Bureau.
• Driving operational efficiencies in Area sales business in alignment with Executive Sales Director
• Anticipating, identifying, engaging in, and supporting the prioritization of sales force key issues and opportunities across the MeTA Plus franchise and making recommendations on sales strategy, operations and reducing costs
• Creating and maintaining an efficient model of consistent, strategic business operations
• Partnering with Executive Sales Directors and Regional Sales Directors to understand their unique operational and support needs; working with them to provide solutions
• Identifying plans and executing with cross functional team on critical opportunities that will enhance performance at the Territory, Regional and National level
• Managing appropriate support requests from field team (RSDs, IAMs and RAMs) to headquarters and serve as a voice of the field
• Contributing to strategic initiatives with cross functional HQ teams to develop, enhance and deploy field force support resources.
• Being proficient in task and project management and can keep track of multiple projects, deadlines, deliverables, and details. 
• Providing managerial coverage for absent RSDs and ESDs, representing U.S. Sales Lead in meetings during absences
• Effectively assisting with on-boarding new hires in coordination with ESD, RSD and training.
• Development of strong clinical acumen, including pathophysiology of disease across sales team.
• Maintaining required experience and personal training on new data on products, policies, and business-related issues for better outcomes on customers (RSDs, I /RAMs needs)
• Developing high performing individuals/teams by identifying and highlighting ‘Best Practices” to share regionally & nationally.
• Ensuring Compliance:  Effective selling skills, compliant execution of field activities and promotional materials, consistent with training & “One Alexion”
• Supervising operations of the region to include: Hiring, Coaching, Representative Development and Performance Management
• Coordinating support for National, area, and therapeutic area meetings

You will need to have:

• BA/BS Degree required.
• The ability to develop and motivate others, lead through change, and deliver on Alexion business imperatives is necessary to be successful in this role.
• Demonstrated track record of strong cross functional collaboration and effective utilization of available resources
• Ability to anticipate issues/needs and work proactively to address them; demonstrated initiative and ability to effectively function in times of ambiguity
• Demonstrated ability to influence and work closely with colleagues at various levels
• Strong Microsoft Office skills (Excel proficiency required)
• Commitment to “One Alexion”: Individual is aligned with the culture, values, and mission; is optimistic; is a team player and connector for others
• Ability to navigate through the organization and work productively in cross-functional environment
• Takes initiative, works pro-actively, ability to multi-task and meet tight deadlines
• Self-starter, highly collaborative with ability to work dependently or as part of a team
• Excellent written and oral communications skills required
• Strong organizational and analytical skills are also required as well as ability to analyze and provide conclusions using sales data and call reporting information.
• This position will require significant travel as needed to develop internal and external relationships - Travel is 50 to 60%+
• Valid driver's license and clean driving record
• The duties of this role are generally conducted in a field environment.  As is typical of a field-based role, employees must be able, with or without an accommodation to: travel by public transportation, automobile, train, or plane; work comfortably in a clinical setting; use a computer; engage in communications via phone, video, and electronic messaging; problem solve; engage in complex and non-linear thought, analysis, and dialogue; collaborate with others; maintain general availability during standard business hours.  

We would prefer for you to have:

• MBA or advanced degree in a related field is advantageous
• Three to five years of sales management experience within pharmaceutical, biotech, or medical marketing preferred.
• Experience with direct engagement and collaboration with marketing colleagues preferred. 

The annual base salary for this position ranges from $161,856 to $242,785.

Our positions offer eligibility for various incentives—an opportunity to receive short-term incentive bonuses, equity-based awards for salaried roles and commissions for sales roles. Benefits offered include qualified retirement programs, paid time off (i.e., vacation, holiday, and leaves), as well as health, dental, and vision coverage in accordance with the terms of the applicable plans.

Date Posted

Closing Date

Our mission is to build an inclusive environment where equal employment opportunities are available to all applicants and employees. In furtherance of that mission, we welcome and consider applications from all qualified candidates, regardless of their protected characteristics. If you have a disability or special need that requires accommodation, please complete the corresponding section in the application form.