Senior Director, Commercial Operations

Job Requisition ID:  32186
Department:  808 S&M - Commercial Operations (808)
Category:  Corporate - M&A
Location: 

Philadelphia

Date:  29 Mar 2024



Come and Save Lives with Us!

The Company is a growing international specialty pharmaceutical group that is a dedicated ally to healthcare providers treating patients with critical conditions, focusing on emergency care and rare diseases.  We have over 400 employees in 16 countries.
Our portfolio 80+ rescue medicines make a real difference in the lives of patients and their caregivers and that gives every one of our employees a sense of purpose.

Our Purpose is supported by our 4 key values:

  • We make patients our priority    
  • We act with integrity and accountability 
  • We work together as one team  
  • We look for better ways forward

 

Broad Overview:

We are looking for an experienced Senior Director of Commercial Operations to bring expertise and partnership to all SERB commercial operations matters in the US. The Senior Director of Commercial Operations will play a key role in developing and managing SERB’s US performance goals and long-term operational plans. This person will maximize efficiency and productivity through extensive process analysis and interdepartmental collaboration.

 

This position will report to the Executive VP, CCO

This is a hybrid role, which requires onsite work a minimum of three days per week (subject to change).

 

As the Senior Director, Commercial Operations, some of your responsibilities will include:
  • Sales Operations
    • Leads process for territory alignment, field eligibility and roster management.
    • Sales reporting management
    • Provide management and leadership to the Salesforce Effectiveness Analyst
    • Lead the continued development and evolution of a robust Sales Force Effectiveness program through strong collaboration with Sales, Insights & Analytics, and other key stakeholders.
    • Oversee go-to-market workstream for field force design and organization structure, coverage, and productivity improvement to ensure cross-functional alignment and enablement of customer-facing teams.
    • Manage relationship with third party incentive compensation and data vendor.
    • Lead incentive compensation, quota setting development, and management for all current and future products aligned with business units.
    • Distribute and allocate territory alignment to optimize efficiency and maximize profit business units.
    • Interpret high level quantitative and qualitative effectiveness of sales force (NSDs and TSMs) to define the sales force size, structure and alignment.

 

  • Training
    • Provide management and leadership to the Director of Training.
    • Oversee learning and development including new hire training, product training, field support and in-servicing, and POA/NSM meeting management and support.
    • Aligns with Business Unit and Center of Excellence leaders on training needs for customer-facing teams, including MSLs.
    • Prepares the training curriculum with director of training for an upcoming launch product launch in Q1 2025
    • Develop a tailored training and development strategy that meets the growth needs of SERB employees.

 

  • Business Insights & Analytics
    • Provide management and leadership to (3) Business Insights & Analytics Associate Directors across the business units (cardiology, oncology and emergency medicine).
    • Develop strategies to identify the best practices and decisions to optimize a company's operations and sales performance.
    • Provide yearly & mid-year Demand Forecasting
    • Oversee the building & maintaining of performance dashboards to monitor KPIs.
    • Integrate segmentation, targeting, and call planning to guide operational decisions.

 

  • Partner in Data Management
    • Build and optimize the Omni-Channel
    • Master Database Management, Data Warehouse Management, Data vendors (i.e. IQVIA)
    • Act as a liaison to the Veeva CRM Manager, providing support when necessary.
    • Ensuring that all interactions and engagements are carried out with the highest ethical and professional standards and that all work is accomplished with quality and in accordance with SERB values.

 

The above duties and responsibilities are not an exhaustive list, and you may be required to undertake any other reasonable duties compatible with your experience and competencies. This description may be varied from time to time to reflect changing business requirements.

To be successful in this role, you should demonstrate:
  • Minimum 15 years of pharmaceutical industry experience in Commercial Operations and business analytical roles (required). Additional experience in sales leadership and training welcome.
  • Critical thinker that enjoys solving problems and developing solutions to a wide variety of business challenges and opportunities.
  • Ability to use data to answer challenging questions, set the course of action and lead a cross-functional team to aligned conclusions.
  • Highly proficient in Excel and other relevant software programs
  • Outstanding interpersonal, consultative and communication skills (verbal and written) - able to effectively collaborate and communicate with client groups, senior management, and executives within the company.
  • Ability to gain trust with, all levels of the organization. 
  • Excellent presentation/platform skills. 
  • Sincere desire for self-motivated continuous learning. 
  • Experience in providing training to various audiences throughout the Company.
  • Ability to manage and prioritize workload, multi-task and manage a diverse mix of issues, responsibilities, and challenges.
Company Benefits:
  • Vacation, Sick and Personal Time
  • Medical, Dental, Vision and other Voluntary benefits
  • Paid Parental Leave
  • Tuition Assistance
  • Discretionary Bonus Plan
  • Competitive 401(k)

 

 

Serb Pharmaceuticals is an equal opportunity employer. We offer competitive compensation & benefit packages, challenging opportunities and a culture of working together in a supportive way built on our strong foundation of values.