Manager, Sales Operations

Responsible for effectively and efficiently managing the areas of sales analytics, reporting, targeting, call planning, territory alignments, and sales force sizing for the US commercial sales teams. This individual will work closely with sales and operations leadership to measure and improve sales force effectiveness through efforts that include but are not limited to actionable insights, performance reporting, dynamic targeting, and sales territory optimization.

Responsible for making sure the sales department’s analytics and reporting requirements are achieved by developing and supporting KPI analysis and reporting within the Insights 360 platform. Responsible for training field personnel on the reporting platform, ensuring timely and accurate data is available to measure field performance and activity, and providing ad-hoc actionable insights to sales leadership.

Responsible for managing the targeting and call planning process including partnering with sales and marketing leadership, business analytics, the Manager, Field CRM operations to provide strategic and tactical support of the entire process.

Responsible for managing territory alignments and supporting sales force sizing projects to support optimal sales force deployments for inline and future launch products. Conduct routine analyses to determine territory workload balance and opportunity.

This position requires exceptional analytical skills including extensive experience with data manipulation and analytical software including MS Excel and Tableau. In addition to analytical capacity, the role must be able to distil complex analysis into simple and actionable output that helps guide the business.

Responsibilities:

• Manage 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, competitor product prescribing trends, reach and frequency analysis, brand KPIs, and patient analytics that help provide territory management analysis.
• Manage the strategic and tactical aspects of the targeting and call planning process. Develop, maintain, and ensure compliance with SOPs related to HCP and HCO targeting.
• Manage the strategic and tactical aspect of field force alignments, both major and minor. Conduct territory workload analyses to determine optimal sales territory alignments.
• Manage vendors involved with the development of targets, call planning, field force alignment, reporting and analytics.
• In conjunction with the Manager, Field CRM Operations, continue development of CRM systems (C360 Engage/Veeva) 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.
• Build strong relationships with other functional groups such as IT, Finance, Marketing, and Business Analytics to ensure successful implementation of Sales Operations outputs.

Qualifications:
• Bachelor degree. MBA Preferred
• 5+ years of experience within commercial operations, or related area, minimum 3 years of professional experience in related field
• Track record of transformational project leadership and/or successful partnering with cross functional teams.
• Demonstrated team building skills.
• Business Process Improvement.
• Vendor management.
• Knowledge of relevant legal, compliance and regulatory requirements.
• Extensive data management and technical skills.
• Experience with sales force alignment software.
Different qualifications or responsibilities may apply based on local legal and/or educational requirements. Refer to local job documentation where applicable.

#LI-JG2

CSL employees that work at least 30 hours per week are eligible for benefits effective day 1. We are committed to the wellbeing of our employees and their loved ones. CSL offers resources and benefits, from health care to financial protection, so you can focus on doing work that matters. Our benefits are designed to support the needs of our employees at every stage of their life. Whether you are considering starting a family, need help paying for emergency back up care or summer camp, looking for mental health resources, planning for your financial future, or supporting your favorite charity with a matching contribution, CSL has many benefits to help achieve your goals.

Please take the time to review our benefits site to see what’s available to you as a CSL employee.

CSL Behring is a global leader in developing and delivering high-quality medicines that treat people with rare and serious diseases. Our treatments offer promise for people in more than 100 countries living with conditions in the immunology, hematology, cardiovascular and metabolic, respiratory, and transplant therapeutic areas. Learn more about CSL Behring.

As a global organization with employees in 35+ countries, CSL embraces diversity and inclusion. Learn more about Diversity & Inclusion at CSL.