Area Operations Director

SUMMARY/JOB PURPOSE:

The AOD is responsible for pulling through Area wide sales deliverables with a dynamic scope. This includes managing cross-regional coordination of selling strategies, maximizing use of marketing resources, supporting training needs, helping to enhance analytical effectiveness, and acting as liaison with sales leadership & commercial operations. Priorities also involve fostering communication and cross-functional alignment to drive positive execution metrics and revenue growth for Cabometyx.

The AOD will report to the ASD and will assist with maximizing the efficiencies of RSDs and OAMs in coaching & selling. The AOD will also be asked to cover for RSDs as needed. This is a developmental role where the AOD will cultivate his or her own managerial style, demonstrate leadership competencies, and refine his or her skill set with goal of becoming RSD-ready in the future.

Essential Duties And Responsibilities:

· Managing internal Exelixis processes that interface with the sales force
· Monitoring regional barriers to growth and NPS trends within SP and SD channels
· Optimizing OAM and RSD utilization of available data and providing ad hoc business analytics
· Assisting with Field Coaching Report evolution & next generation CRM digital transformation
· Contributing to Huddle content
· Providing input on training workshop development & implementation
· Maximizing success of Marketing resources and promotional speaker programs
· Coordinating convention and exhibit efforts (contracts, attendees, sponsorships)
· Keeping sales management abreast of Market Access efforts including contract considerations, patient initiatives, coverage status, etc.
· Managing Area voucher accounting and drug sample process
· Assisting with Area talent management efforts and ensuring merit & equity allocations are aligned
· Conducting periodic OAM field rides & stakeholder interviews for sales openings
· Periodically mentoring and performance coaching OAMs
· Chronically seeking out new ways to maximize communications and enhance Area wide efficiencies
· Preparing to be RSD-ready should we expand or have additional FDA approved therapeutics

Supervisory Responsibilities:

· Although no routine supervisory responsibilities, AOD will be asked to assist in OAM development and cover open regions as needed

EDUCATION/EXPERIENCE/KNOWLEDGE & SKILLS:

Education/Experience:

· Bachelor’s degree in related discipline and 12 years of related experience; or
· Master’s degree in related discipline and 10 years of related experience; or
· PhD degree in related discipline and 8 years of related experience; or
· Equivalent combination of education and experience

Experience/The Ideal for Successful Entry into Job:

· 8 years of experience in the pharmaceutical and biotech industries
· History of highly visible successful contributions to Exelixis’ growth and foundation, inclusive of Circle of Excellence recognition(s) or other similar awards

Knowledge/Skills:

· Thorough knowledge of Excel, PowerPoint, Zoom and standard data querying
· Thorough knowledge of data analytics tools (SCOOP, Sisense) and proficiency with CRM systems
· General knowledge of budget process, including planning and forecasting
· General knowledge of HR programs, including Diversity, Equity & Inclusion
· Desired skill sets: analytical, internal and external communication, computer skills, creative thinking, customer service, decision making, managerial courage, crucial conversations, diversity, logical thinking, multi-tasking, negotiation, problem solving, project management, supervision, teamwork, etc.

JOB COMPLEXITY:

Working Conditions:

· Environment: Field and office, based on need, to generate and analyze performance, coach and motivate OAMs while contributing to the overall success of their respective Regions and Area
· Travel required – 60% of domestic travel required
· Potential willingness to relocate in the future preferred

#LI-CW1

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The base pay range for this position is $183,950 - $261,550 annually. The base pay range may take into account the candidate’s geographic region, which will adjust the pay depending on the specific work location. The base pay offered will take into account the candidate’s geographic region, job-related knowledge, skills, experience and internal equity, among other factors.

In addition to the base salary, as part of our Total Rewards program, Exelixis offers comprehensive employee benefits package, including a 401k plan with generous company contributions, group medical, dental and vision coverage, life and disability insurance, and flexible spending accounts. Employees are also eligible for a discretionary annual bonus program, or if field sales staff, a sales-based incentive plan. Exelixis also offers employees the opportunity to purchase company stock, and receive long-term incentives, 15 accrued vacation days in their first year, 17 paid holidays including a company-wide winter shutdown in December, and up to 10 sick days throughout the calendar year.

DISCLAIMER 
The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to the job.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.