Cambridge, MA, USA
icrunchdata Network
Spero Therapeutics is looking for a collaborative, enthusiastic partner responsible for directing and overseeing the strategic imperatives and tactical execution of sales operations, advanced analytics, market research and data management and reporting. Collaborating closely with other senior leaders to advance commercial objectives, the incumbent proactively identifies areas of portfolio/brand strength and weakness to ensure that the commercial organization is equipped to make data informed decisions. Additional responsibilities include the identification of additional opportunities for growth, forecasting and assessing the impact of current investments. She/he also serves as the senior contact for key external business partners for commercial operations and analytics related initiatives. What You’ll Do Lead and oversee US focused teams in the areas of commercial insights and analytics, sales operations, and commercial training & development Work with functional leaders across commercial to orchestrate the identification, prioritization, and advancement of goals and initiatives; monitor progress and communicate updates to internal teams and external stakeholders As a member of the Commercial Leadership Team, will be responsible for supporting or generating recommendations that directly impact the commercial success of the organization, as well as internally, the positive culture and engagement of team members within and beyond Commercial. Lead, maintain and continuously improve the analytic and operational infrastructure and processes that support the US Commercial organization. Utilize a data driven approach to provide strategic insights to the Commercial Leadership Team in support of current and future business opportunities Provide leadership and management for key Spero corporate processes (such as: long range plans, budgeting, resource planning) on behalf of the US Commercial organization. Develop the demand and launch forecast models in partnership with Sales, Marketing, Market Access and Finance. Drive consistent and effective communications in alignment with organizational priorities both internally and externally Lead the development of critical end-to-end business processes and drive operational improvements consulting with functional stakeholders as appropriate. Ensure scalable and sustainable process excellence is embedded into how processes are development and improved across US Commercial Build and maintain a high performing US Commercial Operations Team – at all levels – focused on continuous learning and improvement through mentoring, coaching, and continuous feedback. Develop a pipeline of future talent by establishing challenging business objectives, effectively assessing performance and potential, and proactively facilitating skill development Ensure the effective management of US commercial expense budgets and resourcing; drive strong financial acumen and fiscal responsibility across the US Commercial organization Collaborates closely with the commercial team to develop local, regional, national insights to support business decisions in cultivating new business and strategic partnerships Leads by example and organizes a strong team of operations and analytics professionals to deliver excellence in data management, sales force reporting and sales Incentive Compensation (IC)/analytics Analyzes key market data to understand how to best optimize the deployment and alignment of the sales force and market access teams with respect to targeting and messaging Leads customer segmentation analysis and coordinates call plan development and roll-out Implements and manages IC program in accordance with corporate policy; Establishes a management control policy and ensures accurate and timely communication to the field and various internal departments Works closely with the marketing team to develop a comprehensive market research plan and establish and track key performance indicators that optimize tactics and promotional initiatives and inform investment decisions In partnership with Information Technology, identifies and deploys additional field resources and requirements including, but not limited to sales analysis tools, reporting, field technology and Customer Relationship Management (CRM) reporting tools, etc. as needed Develops data acquisition and management strategy with Information Technology (IT) to ensure a high-quality assurance necessary for incentive compensation and government reporting requirements; Supports recommendations for current and future data sourcing from business partners Institutes processes for data and reporting governance of ad-hoc field-based inquiries from the executive team and other commercial functions What You’ll Need Bachelor’s degree required; MBA or equivalent strongly preferred 10 – 15 years relevant experience in biotechnology commercial functions; experience in Marketing, Sales, Managed Markets and/or Market Insights strongly preferred Strong preference for an individual that has held revenue responsibility. Experience building teams, including identification of competencies, technical skills and job ladders at varying levels across analytic and operational roles. Successful candidate will have excellent communication and conflict resolution skills; will be able to demonstrate leadership and cultivate followership across organization boundaries Demonstrated ability to identify both external and internal insights, and translate them into critical success factors and actionable tactics for the Commercial Leadership Team. Demonstrated success designing programs that have a measurable positive impact Highly driven leader who is comfortable navigating ambiguity, operates with initiative and urgency Proven ability to oversee and manage multiple large-scale projects of varying complexity and tight timelines simultaneously Effective functional leader with exceptional interpersonal skills including the ability to build trust, influence, and collaborative relationships across a large and diverse group of peers, partners and stakeholders Adept, executive level communication skills up, down and across the organization including the ability to listen effectively, concisely summarize complex issues and rapidly define a feasible path forward