Senior Sales Operations Manager

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SUMMARY / JOB PURPOSE :

The Senior Manager, Sales Operations will manage various functions that are essential to the sales force’s productivity and effectiveness.

These functions include Incentive compensation program design and execution, quota forecasting and management, metrics and reporting, sales process design and improvement, and sales training programs.

This role will manage the business operational framework to optimize the company’s revenue opportunity.

ESSENTIAL DUTIES AND RESPONSIBILITIES :

• Design, implement, manage, report, and analyze incentive compensation plans.
• Manage sales forecasting, planning and budgeting processes, and coordinate these activities with other functions in the organization.
• Ensure the sales force quotas are assigned timely and accurately.
• Design and execute sales contests.
• Lead the planning and execution of targeting optimization process to drive business results.
• Collaborate with sales management, IT, and other relevant parties to develop and drive effective reporting, metrics and dashboards that will consistently provide necessary focus on key sales metrics in the business.
• Analyze and optimize territory alignments and recommend adjustments as needed.
• Help manage field sales CRM, including planning, roll-out, change management, compliance, support, maintenance, and reporting.
• Lead the development and execution of the National Sales meeting in conjunction with sales leadership and marketing.
• Build peer support and strong internal relationships with colleagues.

SUPERVISORY RESPONSIBILITIES :

No supervisory responsibilities; manage vendors as appropriate.

EDUCATION / EXPERIENCE / KNOWLEDGE & SKILLS :

Education :

• Bachelor’s degree in related discipline and a minimum of five years of related experience; or,
• Master’s degree in related discipline and a minimum of three years of related experience; or,
• Equivalent combination of education and experience.

Experience :

• Experience in Commercial analytics / operations in biotech / pharmaceutical industry is required.
• Experience with oncology and product launches is preferred.
• Vendor management experience is a plus.
• Experience creating dashboards is preferred.

Knowledge / Skills :

• Knowledge of standard pharmaceutical industry sales data and Incentive Compensation practices.
• Ability to lead in the continuous assessment of the sales team’s sales objectives and strategy.
• Ability to frame critical business questions, identify information needs to answer those questions, and determine where to best search for information sources.
• Effective presentation and communication skills, both verbal and written.
• Excellent organizational, project management and problem-solving skills.
• Ability to thrive in a fast-evolving environment.
• Has good general knowledge of other related disciplines.
• Understanding of secondary data sources (specialty pharmacy, specialty distributor, claims, Xponent) and using it to complete missing information.
• Possesses strong technical skills and experience with Excel, SQL, etc.

WORKING CONDITIONS :

• Environment : primarily working indoors, performing work or meeting with vendors.
• Travel for conferences / organizational meetings as needed 15% travel.

COMPENSATION :

Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets.

The base pay range for this position is $151,000 - $214,000 annually. The base pay range may take into account the candidate’s geographic region, which will adjust the pay depending on the specific work location.

The base pay offered will take into account the candidate’s geographic region, job-related knowledge, skills, experience and internal equity, among other factors.

In addition to the base salary, as part of our Total Rewards program, Exelixis offers a comprehensive employee benefits package, including a 401k plan with generous company contributions, group medical, dental and vision coverage, life and disability insurance, and flexible spending accounts.

Employees are also eligible for a discretionary annual bonus program, or if field sales staff, a sales-based incentive plan.

Exelixis also offers employees the opportunity to purchase company stock, and receive long-term incentives, 15 accrued vacation days in their first year, 17 paid holidays including a company-wide winter shutdown in December, and up to 10 sick days throughout the calendar year.

DISCLAIMER :

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification.

It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to the job.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.

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