Lundbeck Director Strategy, Operations, and Sales Force Effectiveness in Deerfield, Illinois
Director Strategy, Operations, and Sales Force Effectiveness
Requisition ID: 1470
Deerfield, Illinois, US
Date: Nov 21, 2020
At Lundbeck, we are tirelessly dedicated to restoring brain health so every person can be their best. Headquartered in Copenhagen with a U.S. home office in Deerfield, Ill., Lundbeck is the only global biopharmaceutical company focused solely on brain diseases. Our legacy in neuroscience goes back seven decades and we have a long heritage of innovation. Lundbeck has developed and commercialized some of the world’s most widely prescribed therapies for psychiatric and neurological disorders. Today, we remain uncompromisingly committed to improving the quality of life for people impacted by brain disorders. Lundbeck is unique from other biopharmaceutical companies in that we are 70 percent owned by a research-focused foundation. We have a deep and productive pipeline, and we continue to bring forward symptomatic therapies to help people live better lives, while simultaneously pursuing disease-modifying treatments.
The Director of Strategy, Operations and Sales Force Effectiveness will report to the VP of Neurology Sales and serve as a strategic partner and subject matter expert to both the VP, Neurology Sales and the Business Unit Head Neurology. Primary responsibilities include contributing to the salesforce strategy development, strategic decision-making support, program ownership and sales pull through, as it relates to all cross-functional stakeholders. This role is the key point of contact and represents salesforce leadership in influencing and collaborating with key stakeholders to ensure effectiveness in sales execution, sales force targeting and account management plans. Key driver in developing salesforce incentives, utilizing business analytics and reporting, and maximizing value during LOE activities. Provides expert insight into capability development, sales training, culture building and change management, and compliance in partnership with cross-functional teams and projects. This position is key to providing analysis and pull through of strategic launch initiatives including distribution and contracting strategy. Additional responsibilities include development of channel strategies (e.g. hospital) and launch readiness and execution for future products.
Sales Force Strategy / Launch Assessment
- Serves as a subject matter expert in sales force strategy and launch assessments by ongoing evaluation of both internal and external data sources. Sales force KPI creation and maintenance oversight, as well as implementation of best practice learnings across the sales force. Provides perspective and feedback on current state of sales force strategy to VP of Sales, BU Head of Neurology and other key stakeholders as appropriate. Key contributor to the market analysis “story” .
Commercial Operations and Sales Force Effectiveness (SFE)
Incentive Compensation- Facilitates and develops optimal Incentive Compensation plans in collaboration with Sales Operations, carefully assessing data sources to determine performance including appropriate data feeds. Develops business rules for exception processes needed for performance evaluation. Ongoing assessment of current and future “SPIFFs” providing analysis and recommendations of sales contests to drive optimal performance and motivation.
Sales reporting and dashboard management - Ensures appropriate data collection and reporting functionality within the CRM tool, provides guidance and direction in the creation of marketing materials and training in coordination with Brand, market access and training teams. Interprets key reporting and disseminating data analysis, and ensures incentive compensation reporting is aligned with the data analysis. Leads data integration efforts from new data sources and leads innovation of new data sources.
Best Practice Sharing- Leads and reports on results from cross-functional meetings and may lead sub teams. Proactively collects key insights from the salesforce through liaising with Sales/Marketing/Market Access operations team members for other analytics. Responsible for assessing execution and successfully communicating adjustments to plans and expectations.
Launch preparation- Works collaboratively with sales operations, brand and market research leadership to identify the future opportunities within new and existing channels. Develops sales strategy consistent with organizational needs, identifies and organizes potential targets through effective vendor management and data analysis; may negotiate and manage specific contracts for identified hospital systems and other channels.
Contract Sales Organization (CSO)- Proactively evaluates, plans and implementsCSO if necessary and monitors the execution of its strategy by providing feedback and performance metrics to senior leadership on its effectiveness. Partners with CSO to ensure CSO and Lundbeck contractual obligations are being met.
LOE optimization- Key contributor to the planning and ongoing assessment of LOE activities and optimization efforts.
Culture Building and Team Integration- Deliver ideas and execute plans that will bring the sales team together and foster a high performing and accountable culture, including as a part of mergers and acquisitions activities
Partnership with Sales Training- Drives neurology sales training and meeting priorities in collaboration with training department for POA meeting planning and execution as well as new hire training. In addition, monitors and assesses pull through on POA objectives and brand initiatives by executing field rides, reviewing field coaching reports and obtaining feedback from training and sales leadership. Collaborates with multiple stakeholders in the design of various sales meetings and events.
Brand/Business Planning - Guides the brand/business planning process for Area Sales Managers and Regional Business Directors across all Neurology brands by communicating expectations, developing templates, coordinating logistics across brands/people, and reporting findings to maximize potential.
Proactively advocates to ensure full and complete compliance of all selling activities within Neurology to Lundbeck standards and to all state and federal regulations and helps to ensure compliance related initiatives, training, field rides are executed well.
Complies with the letter and spirit of all State and Federal laws, regulations, and guidance as well as PhRMA Code on Interactions with Healthcare Professionals and Lundbeck standards and policies relating to all promotional activities. Ensures all related SOPs are maintained and adhered to.
REQUIRED EDUCATION, EXPERIENCE and SKILLS:
Accredited Bachelor’s degree
10+ years of experience in pharmaceutical, biotech or life science industries within commercial roles of increasingly responsibility
5+ years of Infusion / Biologic related experience; required understanding of complexities of infusion distribution and reimbursement landscape
Sales effectiveness experience; such as, sales operations, KPI development, sales execution, sales analysis
Experience participating in the design and evaluation of sales incentive compensation plans
Experience designing and maintaining sales performance dashboards and reporting for use by front line to executives
Outstanding communication skills
Excellent analytical skills
Direct experience in account targeting exercises and data clean up
Ability to successfully work in a matrix organization
Must be computer literate with proficiency in Microsoft Office software
PREFERRED EDUCATION, EXPERIENCE and SKILLS:
New product launch experience
Market Access experience
Experience working with specialty pharmacies and biologic distributors with an infused product
CSO management experience
Marketing management, sales training management, or additional home office experiences
Experience working with sales teams selling direct to hospitals
Direct experience working with HUB services and patient access programs and understands the complexities of data dissemination and integration through those processes
Knowledge of channel partners’ dynamics for infusion and how this relates to overall pricing strategy
Contract experience with Hospitals, SPs, Alternate sites of care, GPOs and HCPs
Direct team management experience
Willingness to travel up to 50% domestically. International travel may be required.
Lundbeck is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status, and any other characteristic protected by law, rule, or regulation. Lundbeck participates in E-Verify.
Lundbeck is a global pharmaceutical company specialized in brain diseases. For more than 70 years, we have been at the forefront of neuroscience research. We are tirelessly dedicated to restoring brain health, so every person can be their best.
Millions of people worldwide live with brain diseases, and far too many suffer due to inadequate treatment, discrimination, a reduced number of working days, early retirement, and other unnecessary consequences. Every day, we strive for improved treatment and a better life for people living with brain diseases – we call this Progress in Mind.
Read more at www.lundbeck.com/global/about-us/progress-in-mind
Our approximately 5,800 employees in more than 50 countries are engaged in the entire value chain throughout research, development, production, marketing, and sales. Our pipeline consists of several R&D programs, and our products are available in more than 100 countries. We have research centers in Denmark and the US, and our production facilities are located in Denmark, France, and Italy. Lundbeck generated revenue of DKK 17 billion in 2019 (EUR 2.3 billion; USD 2.6 billion).
For additional information, we encourage you to visit our corporate site www.lundbeck.com, and connect with us on Twitter at @Lundbeck and via LinkedIn.
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