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Sr. Director, Sales and Strategic Operations

Position Summary:

The Senior Director, Sales and Strategic Operations (SSO) reports to and plays an advising role to the VP of Sales, supporting the commercialization and growth of Achaogen's pipeline of new antimicrobial therapies to treat resistant gram-negative infections. This role will be responsible for delivering sales operations effectiveness and excellence in support of the Field Sales organization. This role will be closely aligned to Commercial Insights to drive the enablement of metrics and KPI reporting, delivering systems and tools, alignment of sales targeting methodology and development and management of incentive compensation plans. To be effective in this role, candidates must have the ability to independently manage multiple deliverables and shifting priorities with strong skills in project management, collaboration and communication will be key to success. 

The Senior Director, SSO will partner with external and internal matrix stakeholders to continually improve processes, identify new and compliant field force effectiveness approaches, execute brand strategy, tactics and drive sales performance. The Senior Director, SSO will spend 50% of their time at Achaogen corporate headquarters in San Francisco and 50% in the field supporting both the field sales team (RBD/HAM) and the health systems account director (HSAD) team.



Essential Functions:

  • Ensure execution and effectiveness of sales strategy by leveraging business analytics, and other operational excellence functions/practices.
  • Build strong partnerships and relationships, across the organization and externally, that lead to the highest levels of collaboration and effectiveness.
  • Demonstrate the ability to influence multiple stakeholders to ensure a high-level of team involvement in key business decisions while working effectively with business partners.
  • Identify and continuously improve operational capabilities to achieve business goals / strategy.
  • Management of the field Vehicle Reimbursement Policy program.
  • Lead the development and implementation of field communication strategies, providing information and direction, with emphasis on transparency and positive employee engagement
  • Manage department budget and partner with VP of Sales to perform annual business planning.
  • Assist in development of a cross-functional quarterly business review process for Sales teams.
  • Partner with Commercial Compliance to ensure that sales organization understands and operates in accordance with relevant laws and regulations.
  • Partner and act as liaison with Commercial Compliance and PRC to develop Field Direction Memos as needed.
  • Leadership and oversight of cross-functional Adaptability Team to support launch of Achaogen brands and address field issues and opportunities as they arise.
  • Partner with training to identify opportunities to enhance learning to ensure competitive differentiation of Achaogen products.
  • Partner with Training/HR to develop and implement field coaching reports, competency models and annual review process, supporting performance management of HSAD and Sales teams.
  • Be committed to the Achaogen values of integrity, accountability, transparency, scientific rigor and drive.


Required Experience and Skills:

  • Minimum 5 years + of experience in hospital sales leadership,
  • Infectious disease and/or antibiotic disease experience preferred
  • Bachelor’s degree required, advanced degree a plus
  • Ability to travel domestically and internationally; Current US work authorization required


Preferred Skills and Experience:


  • Demonstrated understanding of commercial business drivers, market dynamics with strong analytics and operations acumen
  • Ability to skillfully translate high-level vision and strategy into tangible direction and actions to achieve outstanding business and organizational results
  • Excellent communication, influence, change management, inter-personal and collaboration skills
  • Highly-organized with ability to multi-task and self-directed approach to work, including the ability prioritize competing tasks
  • Proficiency with Excel, PowerPoint, and Word. Experience with Tableau, Alteryx, Veeva, and MDM is a plus
  • Ability to understand and influence organizational behavior and model Achaogen’s corporate culture while enabling the sales teams to meet their objectives
  • Demonstrated ability to operate with the highest level of ethics, integrity, and trust while acting with courage and candor  


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