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Director, Sales Strategy and Operations

 

Position Summary:

The Director, Sales Strategy and Operations (DSO) will report to the VP of Sales and support the commercialization and growth of Achaogen’s pipeline of new antimicrobial therapies to treat resistant gram-negative infections. This role will provide input into long-range vision and strategy as well as ensure best in class commercial capabilities and operational essentials to enable sales force effectiveness. The DSO will partner with external and internal matrix stakeholders to continually improve processes, identify new and compliant sales force effectiveness approaches, execute brand strategy / tactics and drive sales performance.


Essential Functions:

  • Ensure execution and effectiveness of sales strategy by leveraging business analytics, and other operational excellence functions/practices.
  • Identify and continuously improve operational capabilities to achieve business goals / strategy.
  • Facilitate the development and implementation of key performance indicators for the commercial field sales team.
  • Monitor and drive KPI performance by leading the creation and evolution of a sales analytics process and CRM platform. Direct the acquisition, integration, and analysis of syndicated data.
  • Develop effective customer targeting and reporting tools to support on-going sales promotion and assist in evaluating sales productivity/performance.
  • Lead the design and ongoing administration of incentive compensation plans that motivate field personnel and align to commercial strategy, financial goals and sales force behavioral objectives.
  • Implement sales force sizing and deployment strategies to ensure promotion objectives are achieved.
  • Maintain appropriate vehicle selectors for field personnel and ensure cost effective operation of fleet. This includes identify and partner with third-party service providers for appropriate functions.
  • Lead the development and implementation of field communication strategies that are designed to provide information and direction with transparency and efficiency which result in employee engagement.
  • Manage department budget and partner with VP of Sales to perform annual business planning.
  • Lead special projects that bring value and considerably impact the business, its operations, management, staff and overall results.
  • Work with various partners/stakeholders to enhance business planning processes; must have the ability to work autonomously and be willing to take on new responsibilities as needed.  
  • Motivate and inspire the team (peers, stakeholders, direct reports).
  • Ensure the commercial organization operates within complete compliance of all laws and regulations.

Preferred Skills and Experience:

  • Minimum of 10 - 15 years of pharmaceutical leadership, specifically at the first and second line level, sales operations, or commercial capabilities. 
  • Experience in hospital sales and/or antibiotic marketplace preferred.   
  • Proven ability to operate in a fast-paced, entrepreneurial and decisive environment.
  • Strong knowledge of pharmaceutical sales data and systems.
  • Extensive experience managing third-party providers.
  • Exceptional critical, strategic and creative thinking skills.
  • Demonstrated skills in inter-dependent team leadership.
  • Highly developed decision-making and leadership.
  • Proven ability to direct multiple projects effectively.
  • Exceptional communication skills and ability to interface with both internal and external partners and stakeholders.
  • Strong emotional intelligence and situational awareness.
  • Committed to Achaogen’s values of integrity, accountability, transparency, scientific rigor and drive.
  • Current US work authorization required.
  • Ability to travel domestically and internationally.

 

 

 

 

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