BioSpace
Senior Director, US Sales Operations/IC & Global CoE
BioSpace, King of Prussia, Pennsylvania, United States
Overview
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Senior Director, US Sales Operations/IC & Global CoE
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BioSpace As the Senior Director of Sales Operations & COE you will lead all aspects of sales force operations across the US portfolio of CSL Behring products and sales teams. This role includes sales force sizing and organizational design, sales customer targeting, incentive program strategy and deployment, sales force reporting, customer and sales force analysis, recommendations for improvements in sales force effectiveness, and deployment of tools in the US market (including CRM) to enhance sales force and operational productivity. The role requires exceptional leadership, collaboration and analytical skills, leading multiple cross-functional projects and operations within the sales operations function (Targeting/Alignment/Reporting, Incentive Compensation). You will be a key member of the US Insights & Analytics leadership team and a strategic partner to the US sales and marketing leadership teams. Main Responsibilities And Accountabilities Leadership:
Leads the Sales Operations team across all work streams (targeting/alignment, reporting, sales incentives, sales analytics, sales data, CRM), providing priority setting, planning and timely decision making to deliver value to internal and external customers. Drives a culture of innovation and continuous improvement. Represents Sales Operations on the Strategic Analytics & Pricing leadership team. Sales Incentives:
Lead a cross-functional team to develop quarterly/semesterly sales incentive compensation plans for the US portfolio that align CSL strategic objectives with field force activity. Oversee annual performance awards, program modeling, and implementation of approved sales incentive programs. Manage governance and processes related to sales incentive plans. Sales Force Alignment:
Own sales force sizing, territory design and alignment processes. Oversee analytical efforts for field force alignments, ensure deployments are consistent with company, brand and sales strategies, and optimize the CSL sales organization to interact with customers. Validate alignments pre- and post-implementation. Sales Force Targeting:
Oversee processes and analysis to translate brand strategy into action plans for customer interactions. Provide analytics to identify high-potential customers and promotional sensitivity; prioritize and optimize resource deployment. Operationalize customer targets across the sales force with executional oversight of planned activities. CRM:
Own CRM operations for US sales and customer-facing teams. Represent US commercial needs on the global CRM (Veeva) operating committee. Support initiatives across Sales, Medical and Marketing. Global COE:
Serve as a strategic advisor to US and global commercial leadership, shaping field operations and sales excellence. Establish and lead the Global Sales Operations COE, standardizing tools, metrics and processes. Drive alignment between regional and global stakeholders and collaborate with BE/Ops and IT to implement new technology solutions that support the COE’s objectives and data-driven decision making. Management:
Oversee and manage all team members, including objective setting, mid-year and end-of-year reviews, coaching and development, recruitment, talent development, and performance management. Ensure work is completed in a customer-focused manner and meets company standards. Education BA or BS in Finance, Accounting, or Business or related field required. Experience MBA Highly Preferred 15+ years professional experience, including 8+ years in the pharmaceutical industry. Experience in specialty/rare disease data and acquisition/integration of specialty pharmacy data; experience with secondary claims data (e.g., IQVIA). Experience across all areas of sales operations including incentive compensation design and operations, customer targeting, sales force alignment, analytics and reporting, with IT support systems Advanced analytical skills in Microsoft Office; experience with BI tools such as Power BI, Tableau; Veeva knowledge preferred 8+ years of CRM experience Experience leading and managing teams in international and matrixed environments Excellent negotiation, communication and relationship-building abilities Strong Change and Leadership skills Our Benefits CSL employees working at least 30 hours per week are eligible for benefits from day 1. CSL offers resources and benefits to support health care, financial protection, and wellbeing. Review our benefits site for details. About CSL Behring CSL Behring is a global leader in developing and delivering medicines for rare and serious diseases, with presence in 100+ countries. Learn more about CSL Behring. Inclusion CSL is a global organization with employees in 35+ countries and is committed to inclusion and belonging. Learn more about Inclusion & Belonging at CSL. Seniority level
Executive Employment type
Full-time Job function
Sales and Business Development Industries: Internet News
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Join to apply for the
Senior Director, US Sales Operations/IC & Global CoE
role at
BioSpace As the Senior Director of Sales Operations & COE you will lead all aspects of sales force operations across the US portfolio of CSL Behring products and sales teams. This role includes sales force sizing and organizational design, sales customer targeting, incentive program strategy and deployment, sales force reporting, customer and sales force analysis, recommendations for improvements in sales force effectiveness, and deployment of tools in the US market (including CRM) to enhance sales force and operational productivity. The role requires exceptional leadership, collaboration and analytical skills, leading multiple cross-functional projects and operations within the sales operations function (Targeting/Alignment/Reporting, Incentive Compensation). You will be a key member of the US Insights & Analytics leadership team and a strategic partner to the US sales and marketing leadership teams. Main Responsibilities And Accountabilities Leadership:
Leads the Sales Operations team across all work streams (targeting/alignment, reporting, sales incentives, sales analytics, sales data, CRM), providing priority setting, planning and timely decision making to deliver value to internal and external customers. Drives a culture of innovation and continuous improvement. Represents Sales Operations on the Strategic Analytics & Pricing leadership team. Sales Incentives:
Lead a cross-functional team to develop quarterly/semesterly sales incentive compensation plans for the US portfolio that align CSL strategic objectives with field force activity. Oversee annual performance awards, program modeling, and implementation of approved sales incentive programs. Manage governance and processes related to sales incentive plans. Sales Force Alignment:
Own sales force sizing, territory design and alignment processes. Oversee analytical efforts for field force alignments, ensure deployments are consistent with company, brand and sales strategies, and optimize the CSL sales organization to interact with customers. Validate alignments pre- and post-implementation. Sales Force Targeting:
Oversee processes and analysis to translate brand strategy into action plans for customer interactions. Provide analytics to identify high-potential customers and promotional sensitivity; prioritize and optimize resource deployment. Operationalize customer targets across the sales force with executional oversight of planned activities. CRM:
Own CRM operations for US sales and customer-facing teams. Represent US commercial needs on the global CRM (Veeva) operating committee. Support initiatives across Sales, Medical and Marketing. Global COE:
Serve as a strategic advisor to US and global commercial leadership, shaping field operations and sales excellence. Establish and lead the Global Sales Operations COE, standardizing tools, metrics and processes. Drive alignment between regional and global stakeholders and collaborate with BE/Ops and IT to implement new technology solutions that support the COE’s objectives and data-driven decision making. Management:
Oversee and manage all team members, including objective setting, mid-year and end-of-year reviews, coaching and development, recruitment, talent development, and performance management. Ensure work is completed in a customer-focused manner and meets company standards. Education BA or BS in Finance, Accounting, or Business or related field required. Experience MBA Highly Preferred 15+ years professional experience, including 8+ years in the pharmaceutical industry. Experience in specialty/rare disease data and acquisition/integration of specialty pharmacy data; experience with secondary claims data (e.g., IQVIA). Experience across all areas of sales operations including incentive compensation design and operations, customer targeting, sales force alignment, analytics and reporting, with IT support systems Advanced analytical skills in Microsoft Office; experience with BI tools such as Power BI, Tableau; Veeva knowledge preferred 8+ years of CRM experience Experience leading and managing teams in international and matrixed environments Excellent negotiation, communication and relationship-building abilities Strong Change and Leadership skills Our Benefits CSL employees working at least 30 hours per week are eligible for benefits from day 1. CSL offers resources and benefits to support health care, financial protection, and wellbeing. Review our benefits site for details. About CSL Behring CSL Behring is a global leader in developing and delivering medicines for rare and serious diseases, with presence in 100+ countries. Learn more about CSL Behring. Inclusion CSL is a global organization with employees in 35+ countries and is committed to inclusion and belonging. Learn more about Inclusion & Belonging at CSL. Seniority level
Executive Employment type
Full-time Job function
Sales and Business Development Industries: Internet News
#J-18808-Ljbffr