Position Summary
This position will have responsibility for supporting the commercial organization in the development and maintenance of programs, processes, tools, and practices that are needed by the commercial organization to execute its strategy and help it achieve the overall sales performance and operational objectives. The role will help assess business performance and leverage internal and external data assets to make better data-driven decisions. Areas of responsibility include sales force reporting, sales strategy, sample management, data management, secondary data acquisition, and customer analytics.
This role will have responsibility for maintaining and improving the commercial systems key to the success of Arcutis. It will be responsible for execution of sales planning and operations, reporting, analytics, and other operational administrative programs. This position will work in partnership with field sales, IT, and key internal stakeholders to support, promote, and monitor the efficient operation of the field sales force and act as an internal resource for information and planning regarding the business aspects of the sales, marketing, and other commercial functions.
This individual exhibits a broad understanding of pharmaceutical and commercial sales practices, sales, finance, data and analytics, sales force targeting and deployments, sales force automation, sales administration, and pharmaceutical industry compliance. Responsible for providing actionable, efficient, and timely data and information to allow for strategic decision making.
Responsibilities
Sales Tools and Technology
- Manage and optimize the use of CRM (Veeva) systems and sales-related software.
- Train and support the sales team in using sales tools effectively.
- Identify opportunities for new technology to improve sales operations.
- Manage all related activities supporting CRM solutions.
- Analyze sales performance data to identify trends, opportunities, and areas for improvement.
- Create and maintain detailed sales performance reports and dashboards.
- Provide actionable insights to the leadership team based on data analysis.
- Work closely with IT to ensure that the Business Analytics tools are meeting Commercial reporting needs.
- Identify opportunities for the Commercial organization to further leverage data and improve its operational positioning.
- Work with vendor and Sales Force to create allocations, shipments, manage inventory, and perform inventory audits for samples.
- Ensure sampling policies and practices comply with FDA/PDMA regulations.
- Collaborate with management to identify training needs and develop relevant programs (CRM, Sales Dashboards, Sampling).
- Implement onboarding and ongoing training to enhance the skills and knowledge of the sales team.
- Foster a culture of continuous learning and development.
- Monitor and report on sales incentive programs to ensure alignment with company objectives.
- Assess and refine the sales process to increase efficiency and effectiveness.
- Collaborate with Sales and Marketing team to ensure alignment and consistency.
- Develop and document sales processes, workflows, and playbooks.
- Collaborate with Sales, Marketing, Informatics, Customer Success, and Product teams to ensure cohesive strategies.
- Foster strong communication and teamwork between departments.
- Undergraduate degree in science, engineering, or business.
- Six plus years experience in sales operations within healthcare or similar industry. Experience in biopharmaceuticals and/or management consulting is preferred.
- Relevant therapeutic area expertise is a plus.
- Strong analytical and strategic experience required. Includes experience developing/using Excel based models and conducting quantitative analyses.
- Ability to manage a team of consultants, analysts, project teams, and other cross-functional teams is required.
- Experience with business systems, namely Veeva CRM (Salesforce), Tableau (or similar BI tool), Excel, and PowerPoint.
- Project management and presentation skills.
- Excellent verbal and written communication skills.