Overview
The Senior Manager of Field Operations will be engaged in numerous operational areas, including incentive compensation, HCP targeting, sales force design, reporting, performance analysis, CRM, user workflows and process design & improvement. Reporting to the Director of Field Operations, the Senior Manager, Commercial Operations will be among responding to US field needs while helping plan & implement efficient, effective, and scalable best practices that enable us to deliver effectively today while planning for tomorrow.
Key Responsibilities
- Lead and deliver performance updates of territories, regions, and key accounts
- Assess business needs/opportunities accurately & efficiently deliver best short & long term solutions
- Serve as key liaison between Field teams and Home Office on all Field Operations-related issues. Maintain constant contact with field team partners to support their needs.
- Create, deliver, and support recurring operational reports & dashboards, as well as ad hoc analyses
- Partner cross functionally to deliver solutions aligned with business needs; including but not limited to IT, Patient Services, Health Systems Directors, Market Access, Marketing, Channel Operations, Finance, Human Resources, etc.
- Create, debate, communicate, and implement motivating and accurate incentive compensation models & comprehensive, cross functional Go To Market plans for present & future business units
- Work with Sales, Marketing, and Analytics teams to define, develop, and evaluate key performance metrics for field activities, including but not limited to call plan effectiveness, targeting, best practices, resource utilization, and program effectiveness
- Drive key performance insights to leadership and help support data driven decision making
- Build end-to-end analysis leveraging technologies similar to, but not limited to SQL, R, Python, PowerBi, Tableau
- Support communication with sales organization and maintain relationships with 100+ field based partners
- Organize quarterly review of incoming commercial data and translate to actionable reports and visualizations
Qualifications
- Bachelor’s degree is required, MBA or graduate degree preferred
- A minimum of 5+ years experience in field sales, sales operations or related role, preferably within the pharma/biotech industry
- Results oriented, self-organized, self-starter with a proven track record of learning agility & delivering solutions with excellent attention to detail, accuracy, and derived value
- High sense of urgency, balanced with focus on quality & process
- Proven ability to work effectively in a matrixed environment across many different stakeholders, with an eye on both the means and the end
- Ability to communicate with impact, verbally and in writing, with all levels of Management
- Experience with pharmaceutical data sources, Specialty Pharmacy/Specialty Distributor data, Claims and EHRs, Patient Services data, IMS, etc
- Direct or equivalent experience with incentive compensation, alignments, targeting, reporting, size and structure, analysis, call planning methods and tools
- Direct or equivalent experience with key performance indicators like ranks, quartiles, goaling strategies and quota algorithms, MBOs, etc.
- Excellent project management skills with demonstrated ability to lead multiple projects & priorities and effectively engage with stakeholders across the organization in doing so
- Ability to travel for key external & internal meetings as needed (Role has ~10% overnight travel)
About Alnylam: Alnylam Pharmaceuticals (Nasdaq: ALNY) has led the translation of RNA interference (RNAi) into a whole new class of innovative medicines with the potential to transform the lives of people afflicted with rare and more prevalent diseases. Based on Nobel Prize-winning science, RNAi therapeutics represent a powerful, clinically validated approach to treating diseases at their genetic source by “interfering” with mRNA that cause or contribute to disease. Since our founding in 2002, Alnylam has led the RNAi Revolution and continues to turn scientific possibility into reality.
Our culture: Our people-first culture is guided by our core values: fiercely innovative, open culture, purposeful urgency, passion for excellence, and commitment to people, and these values influence how we work and the business decisions we make. Thanks to feedback from our employees over the years, we’ve been fortunate to be named a top employer around the world. Alnylam is extremely proud to have been recognized as one of Science Magazine’s Top Biopharma Employers, one of America's Most Responsible Companies for 2024 by Newsweek, a Fast Company Best Workplace for Innovators, and a Great Place to Work in Canada, France, Italy, Spain, Switzerland, and UK – among others.
At Alnylam, we commit to an inclusive recruitment process and equal employment opportunity. We are dedicated to building an environment where employees can feel that they belong, can bring their authentic selves to work, and achieve to their full potential. By empowering employees to embrace their unique differences at work, our business grows stronger with advanced and original thinking, allowing us to bring groundbreaking medicines to patients.
