Director, Sales Planning and Operations

2 months ago

London, United Kingdom Autolus Limited Full time
The Director, Sales Operations position will report into the VP, Cell Therapy and is responsible for supporting Autolus Field Sales Leadership and team. This position oversees the strategic development and execution of the incentive compensation plans, targeting, call plan development/upkeep, field alignments, POA meetings, sales reporting, metric identification, and field team effectiveness. In addition, this position will develop appropriate educational content in collaboration with Commercial Leadership and Training to address any ongoing analytical education and tactical execution opportunities
  • Lead, manage, and develop direct reports in the execution of the core sales operations functions with a focus on collaboration across the US Commercial Organization.
  • Execution of team expansion, future state capabilities in advance of new therapeutic areas, and/or business development opportunities.
  • Work closely with ED Cell Therapy leaders to determine opportunities for increased field efficiencies, analytical education gaps, and coordinate with product strategy for implementation of new field tactics
  • Collaborate across Marketing and BAI to develop key performance metrics and dashboards that help the sales organization focus on performance drivers
  • Identify and build out appropriate educational materials to support ongoing CTAE and ED, Cell Therapy development in the areas of business planning, sales analysis, and execution.
  • Continually evaluate team structure and ATC alignment to optimize resources and provide increased/consistent customer support.
  • Lead any field force sizing and structure projects for ongoing efficiency or new opportunity.
  • Develop call plan and promotion response models if and when applicable for the field Cell Therapy Account Executives.
  • Manage and direct sales data inquiry request/resolution for sales incentive compensation data, sales reporting, and CRM reporting.
  • Manage alignment process of territories/regions to maximize effectiveness of the sales force, compliance measures for promotional activity, and IC plan equity.
  • Lead the creation and management of all IC operation activities including goal allocation, goal adjustments, validation of IC process and payout process, monthly reporting and analysis on impact and issues affecting field incentive plan.
  • Responsible for the consulting, development, and management of the rewards and recognition programs, including field contests, special incentives and awards trips
  • Analyze sub-national performance trends & sales force effectiveness to identify opportunities and inefficiencies.
  • Manage quality assurance in the tracking & implementation of field force targets and affiliations within the CRM system.
  • Partner with sales management to define and produce or enhance reporting to measure sales force productivity and ensure effective implementation of established strategies and tactics.
  • Work directly with cross-functional teams and vendors to coordinate & manage the deployment of all sales force reporting: data availability and Q/A process of sales reporting.
  • Responsible for all field training in regards to field sales tools, i.e. dashboards,  ad hoc reports.
  • Co-responsible for development and alignment of field CRM platforms with BIA/ IT and master data managements capabilities (MDM) directly used by all field personnel.  Will need to have comprehensive knowledge of current CRM, reporting, and master data management (MDM) capabilities.
  • Develop communication materials to support field sales management on business reviews and sales force tools.
  • Collaborate with the Marketing, IT and Training to define business requirements and solutions for all tools and deliverables that support the field sales force.
 

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