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Position:
Director, Commercial Operations & Business Analytics
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Job Id:
111189
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# of Openings:
1
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MannKind
MannKind Corporation focuses on the development and commercialization of innovative inhaled therapeutic products and devices to address serious unmet medical needs for those living with endocrine and orphan lung diseases. We are committed to using our formulation capabilities and device engineering prowess to lessen the burden of diseases such as diabetes, nontuberculous mycobacterial (NTM) lung disease, pulmonary fibrosis, and pulmonary hypertension. Our signature technologies - dry-powder formulations and inhalation devices - offer rapid and convenient delivery of medicines to the deep lung where they can exert an effect locally or enter the systemic circulation, depending on the target indication.
Position Summary:
This role is responsible for building, leading and executing the overall Commercial Operations & Business Analytics support, cross functionally for Operations, Finance and Commercial analytics, to successfully execute against the Commercial strategy and maximize all field force effectiveness (medical and traditional commercial). This individual will actively influence commercial strategy and planning by providing objective, comprehensive in-depth insights to the organization about current and future market trends, product performance, customers and competitors. Will have overall responsibility for business analytics by analyzing data (company wide), trends, and providing actionable insights to the executive leadership team, initially by supporting the commercial leadership team. Additionally, he or she identifies critical business issues and opportunities for growth, collaborates with cross functional teams, and works to embed an external market point-of view into the strategic direction of the company.
This individual will work closely with internal cross-functional departments to design processes and initiatives that drive operational excellence and support both the strategic and brand planning processes as well as budgeting, forecasting and Board support analytics. These departments includes Medical, Sales, Marketing, Value/Market Access, Training, IT, Human Resources, Operations, Finance as well as executive leadership. This will also include meeting and working with external vendors to ensure efficiency with both new and existing contracts. This role will partner closely with Sales Training on the roadmap of the training curriculum for new and current sales employees. They will also be responsible for leading the strategy and development of the Sales Force Automation system, Sales Incentive Compensation design, Targeting, Territory Mapping, Data analytics and management of the Fleet program.
Principal responsibilities will include:
- Create the strategic vision and lead the implementation of a best-in-class Commercial Operations department that maximizes sales force effectiveness, execution, analytics, insights, and productivity
- Point of contact between Executives, Sales and Marketing Leadership, and cross-functional teams to develop and deliver overall analytics strategy, as well as secondary analytics which would include national, regional, and territory insights, to facilitate clear understanding of risks and opportunities, trade off decisions, accelerate business performance, and optimize efficiency.
Sales Force Effectiveness:
- Lead development and deployment of sales excellence and effectiveness capabilities aligned with the sales organization objectives
- Partner with Sales, Marketing, and Training leadership to enhance the MannKind selling model and continue to build the associated training curriculum
- Define, communicate and maintain standards for sales methodologies, and key account management models
- Define, communicate and maintain standards for resource deployment, coverage models, and other related field operations capabilities.
- Develop playbook for commercial analytics, reporting, and CRM tools to support the sales strategy. Look to define new KPIs aligned to current engagement frameworks and channels use.
- Develop and maintain sales incentive compensation model
Commercial Operations:
- Proactively identify operational process improvement opportunities across the Commercial team to create alignment and improve efficiencies
- Work closely with stakeholders and partners across the organization including Sales, Marketing, Market Access, Human Resources, Compliance, and Finance to identify specific needs and solutions for operational excellence
- Identify and develop asset and resource allocation strategies that maximize ROI and investment opportunities
- Partner with IT to create, design, and implement the Sales Force Automation and technology needs of the organization
- Create tools and resources that allow our Commercial team to assess sales performance, competitive data, and execution against expectations
- Lead the fleet program including vendor relationship management, field communication, and program execution
- Serve as the organizational Operations lead for any potential future partnership agreements
- Demonstrated ability to lead projects across the organization to gain stakeholder input for final decision making
- Create and design the overall sales reward and recognition program to properly motivate our sales team
Education and Experience Qualifications:
- Bachelor's degree required
- Minimum of 5 years of experience in the Biopharmaceutical industry, or related experience
- Minimum 4 years of analytics and/or reporting experience in
- Previous ownership of developing and delivering sales methodologies, resourcing and coverage models, and incentive compensation strategy
- Proactive stakeholder engagement and management to prioritize analytics needs to enable data driven commercial decision-making process.
- Strong analytics and project management skills to turn unstructured business issues into action plans that result in meaningful strategic or tactical recommendations
- Strong expertise and experience working with secondary data, analytics, research, and dashboarding & reporting approach.
- Strong Oral, Written presentation skills, with ability to simplify complex concepts verbally or visually via ppt for stakeholders and general audience.
- Demonstrated experience in field analysis, reporting, and technology implementations
- Demonstrated excellence in program management, project management, change management and effectively managing multiple projects/priorities
- Demonstrated success in sales effectiveness and operations.
- Experience in creating and developing a successful selling model for field implementation
- Ability to foster strong relationships and credibility across the organization to drive initiatives and projects to completion
- Demonstrated success in Field sales and management experience preferred, and product launch experience desirable
- Behaves with high level of autonomy - identifies and challenges needs, acting accordingly initiating projects with impact on business outcomes.
- Resourceful strategic thinker with strong emotional intelligence and operational rigor
- Comfort and experience tackling ambiguous and complex problems. Must be able to lead and influence without authority.
- Excellent interpersonal skills with ability to lead, facilitate, interact with, focus, negotiate, resolve conflict and drive consensus among individuals from a variety of disciplines
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Pay Range: $176,000 - $264,000 per year
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Apply for this Position
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Mannkind Corporation
Feb 15, 2025 