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Reference Number: SK-MSOACA
Location: San Diego, CA , California, United States

Manager/Senior Analyst/OR Analyst Sales Operations & Analytics:

Title will depend on experience


My client, a small but well-established publicly traded pharmaceutical company located in San Diego, California, has a vision to become the leading pharmaceutical company dedicated to the advancement of innovative medicines that improve the lives of patients with CNS disorders. Their history is rooted in science and strong leadership in CNS research. They have set themselves apart by transforming their novel discoveries into important drugs and drug candidates that may make a meaningful impact on the lives of patients and the family members who care for them every day.


This company is driven to improve lives while never losing sight of their patients and their families. Their team promotes collaboration, excellence, expertise and perseverance. Mutual respect, integrity and trust are their foundation.


At this organization they hire talented people who thrive in a dynamic environment and have the experience, resilience and flexibility to get results. It is this talent, dedication and shared purpose that make this company an exciting place to work.


Currently adding a member to the Sales Operations & Analytics group.  This role will be Manager, Sr. Analyst or Analyst level, dependent on your level of experience.  The role will largely focus on targeting, alignments, and sales analytics.            


  • 2 years of relevant work experience pharmaceutical sales operations and/or commercial analytics departments (more experience required at other levels) (open to consultancy firm experience)
  • Experience working with large data sets, querying data, data analysis, building reports
  • Strong experience in Excel and Access
  • Analytical mindset
  • Pluses: SQL, SAS, and R experience, as well as experience across both physician level and patient level data
  • Must be authorized to work for any employer in the US without sponsorship


TITLE:                                 Manager, Sales Operations & Analytics

REPORTS TO:                    Director of Sales Opeations

LOCATION:                        San Diego, CA

RELO:                                  Yes      


The Manager (or Sr. Analyst or Analyst), Sales Operations and Analytics will be responsible for measuring brand and sales force performance and providing analytical insights in collaboration with key business partners to achieve commercial objectives and to support a data-driven business strategy.




  • Manages several processes and initiatives primarily in the areas of Targeting, Territory Alignments, National and Sub-National Analytics, KPIs/dashboards and Secondary Data purchases
  • Analyzes brand performance and provides actionable insights to inform business decisions
  • Supports the development of commercial dashboards to track brand performance weekly, monthly or on an ad-hoc basis
  • Manages the execution of key activities within the Sales Operations department including the following:
    • Customer Targeting: Manages the field force call planning cycle by using of a variety of data sources to identify relevant HCP and account targets, enlisting input from the field, creating actionable target lists for the sales force, and tracking/measuring sales force adherence to the target list
    • Territory alignments: Leads efforts to optimize and update territory alignments utilizing a vendor or mapping software
    • Sales effectiveness metrics: Identifies relevant field KPIs and works with field leadership and IT to put in place relevant reports/dashboards to understand and effectively manage the opportunity
    • Sub-national Analytics: Performs relevant assessments at the territory or regional level to identify areas of over/under performance, opportunities and insights
    • Sales Force Size and Structure: Supports the implementation of periodic assessments to determine optimal sales force configuration to maximize the market opportunity
  • Monitors the accuracy and efficient distribution of sales reports
  • May provide support to other Sales Operations team members as it relates to Incentive Compensation and field reports/systems
  • Collaborates closely with Data Governance and IT to properly integrate all relevant commercial data in the data-warehouse, including master data management and customer affiliations datasets
  • Other responsibilities as assigned



  • Bachelor’s or Master’s Degree in a quantitative field; engineering, math, science or economics highly preferred
  • 2 years of relevant work experience in the pharmaceutical and/or life sciences industry within the sales operations and/or commercial analytics departments
  • Experience in querying data from a data-warehouse to build reports, track KPIs and uncover insights
  • Familiarity with pharmaceutical sales data, territory alignments, and target list creation strongly preferred
  • Experience with specialty pharmacy is a plus
  • Strong analytical, problem solving and organization skills
  • Advanced knowledge of Excel
  • Advanced knowledge of data management tools (MS Access or SQL, or SAS)
  • Strong skills in querying data from a data-warehouse
  • Ability to uncover insights and summarize results for senior management in a clear and concise manner
  • Knowledge of best practices, business processes and commercial systems in the pharmaceutical industry
  • Ability to manage and optimize vendor relationships
  • Ability to work effectively across functions as a team player
  • Strong business planning, budgeting acumen and judgment
  • Demonstrable track record in leading projects from concept through execution
  • Excellent diplomacy and facilitation skills
  • Knowledge of programming languages (SAS, C++, R) is a plus