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Reference Number: SK-ADHPAMA
Location: Massachusetts, United States

Associate Director, Hospital Planning & Analytics:

My client, a fully integrated, global biopharmaceutical company located in a western Boston suburb, has a diversified commercial product portfolio in CNS.  Their pipeline is strong and expanding and includes late-stage drug candidates for the treatments of schizophrenia and major depressive disorder, along with three promising new drug candidates in the areas of multiple sclerosis, pain and oncology.

 

This company prides itself on having a distinctive and positive culture that embodies respect for all and an unwavering commitment to and passion for their work.  The single value however that rose to the top repeatedly was teamwork.  As the company describes it, “collaboration is at our core.”; it’s how to achieve success and do the best work.  They are incredibly patient-focused, hold themselves accountable, and have a healthy respect for work/life balance.

 

I am currently seeking an Associate Director, Hospital Planning & Analytics for this organization. 

 

YOU:

  • 5 years pharmaceutical sales operations experience
  • Strong understanding of the hospital market and account based selling model
  • Experience with injectible products preferred, particularly in CNS ideally
  • Experience support sales forces that carry more than one product in their bag a plus
  • Must be willing to be based out of their Boston-area office

The Associate Director, Hospital Planning & Analytics will lead the support of our newly established Hospital Sales organization. As a member of the Sales Operations leadership team, this position will work closely with the Hospital National Sales Director/VP of Sales, Commercial Data/MDM, Field Measurement, Forecasting, Analytics, Finance, IT and vendors.  The ideal candidate will be a detail-oriented and self-motivated individual with the ability to partner with Sales leadership while having a strong understanding of the hospital market as well as Sales Operations support, analytics, and planning.

 

RESPONSIBILITIES:

 

  • Develop and execute a long-term plan to evolve our Sales Operations support and capabilities for our newly established hospital team
  • Partner with the National Sales Director to ensure effective planning and lead sales force effectiveness projects
  • Work collaboratively to refine key hospital business processes (i.e. profiling, affiliation management, business planning and reviews, ecosystem mapping) while ensuring strong execution of deliverable
  • Serve as project manager to ensure effective support and coordination for key operations, functions, and work streams
  • Serve as liaison with other departments regarding operational items (i.e. pull-though with Payer Marketing; Field coaching, Training reports)
  • Responsible for the continued evolution of sales reporting for Hospital Sales Force. Ensure reporting allows the end user the ability to analyze performance to answer business questions
  • Develop and measure performance of the hospital business aligned to a set of Key Performance Indicators (KPIs)
  • Responsible for ad hoc analysis and creating executive PowerPoint presentations, spreadsheets, graphs, and reports for meetings with the Regional Sales Teams
  • Provide leadership and project planning for our Incentive Compensation (IC) design and goal setting in support of the hospital team in partnership with our IC Leader
  • Provide strong client service to headquarter and field-based clients including issue resolution
  • Develop clear, concise and effective communications and facilitate decisions on complex issues with the ability to communicate the decisions to a broad range of stakeholders
  • Oversee the on-going training of the hospital team on all operational needs such as Veeva, reporting, etc.

REQUIREMENTS:

  • Bachelor’s degree required, Master’s degree preferred
  • 5+ years pharmaceutical experience, preferably in a combination of roles such as Sales Operations, Sales/Sales Leadership and/or similar roles supporting the sales force
  • Strong understanding of the hospital market and account based selling model
  • Experience with specialty injectables and CNS products preferred
  • Experience working with Field Sales teams promoting multiple products preferred

KNOWLEDGE/SKILLS NEEDED:

  • Ability to develop strong partnerships with all levels of field sales as well as HQ support groups
  • Strong communications skills
  • Ability to think strategically and conduct analysis required to support our field customers
  • Strong analytical, organization and planning skills with a strong attention to detail and focus on data accuracy
  • Advanced Microsoft Excel and PowerPoint skills, including the ability to develop and lead presentations with senior leadership (NSD / VP level)
  • Experience with other Sales Operations functions such as sales data processing, reporting, alignment management, CRM and call planning
  • Strong knowledge of pharmaceutical data

 

PERSONAL ATTRIBUTES NEEEDED:

  • Ability to work collaboratively with a wide range of stakeholders
  • Ability to coordinate and influence the efforts of cross-functional teams
  • Ability to work on multiple projects with conflicting deadlines
  • Strong attention to detail and focus on accuracy
  • Strong communication skills, both written and verbal
  • Exceptional project management skills
  • Ability to meet deadlines and multi-task