Director | Sales Operations - Scilex Holding Company

Salary Range: $200,000 - $237,000 

Must have Bio-tech Pharma Experience

The pay range for this position is expected to be between $200,000 - $237,000/annually; however, the base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills and experience.  The total compensation package for this position also includes medical benefits, 401(k) eligibility, vacation, sick time, and parental leave.  Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment.    

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other payment or compensation program) at any time, including reasons related to individual performance, Company or individual department/team performance, and market factors.   

Scilex Holding Company’s pay range data is provided in accordance with local state pay transparency regulations.  Scilex Holding Company may post different minimum wage ranges for permanent residency petitions pursuant to US Department of Labor requirements.    

Scilex Holding Company is committed to equal employment opportunities, and a workplace that embraces diversity and inclusion for qualified individuals of all backgrounds.   

About Scilex

SCILEX HOLDING COMPANY (Nasdaq: SCLX, “Scilex”), is an innovative revenue-generating company focused on acquiring, developing and commercializing non-opioid pain management products for the treatment of acute and chronic pain.  We are uncompromising in our focus to become the global pain management leader committed to social, environmental, economic, and ethical principles to responsibly develop pharmaceutical products to maximize quality of life.

The company’s lead product ZTlido^® (lidocaine topical system) 1.8%, is a marketed prescription lidocaine topical product approved by the U.S. Food and Drug Administration for the relief of pain associated with Post-Herpetic Neuralgia (PHN), which is a form of post-shingles nerve pain. ZTlido^® possesses novel delivery and adhesion technology designed to address many of the limitations of current prescription lidocaine patches by providing significantly improved adhesion and continuous pain relief throughout the 12-hour administration period.  Click here for ZTLido’s Important Safety Information and US Prescribing Information.

We have acquired two FDA approved non-opioid pain products, GLOPERBA and ELYXYB^TM, for the treatment of gout in adults and oral solution for the acute treatment of migraine, with or without aura, in adults. We launched ELYXYB^TM in the U.S. in April 2023 and are planning to commercialize GLOPERBA in 2024.

Our three product candidates are (i) SP-102 (10 mg, dexamethasone sodium phosphate viscous gel) (“SEMDEXA^TM”), a Phase 3, novel, viscous gel formulation of a widely used corticosteroid for epidural injections to treat lumbosacral radicular pain, or sciatica and has received Fast Track Status from the FDA. Currently there is no FDA approved non-opioid epidural injection to treat lumbosacral radicular pain, or sciatica; (ii) SP-103 (lidocaine topical system) 5.4%, (“SP-103”), a Phase 2, next-generation, triple-strength formulation of ZTlido, for the treatment of low back pain (“LBP”) and has received Fast Track Status from the FDA; and (iii) SP-104 (4.5 mg, low-dose naltrexone hydrochloride delayed-release capsules) (“SP-104”), a novel low-dose delayed-release naltrexone hydrochloride being developed for the treatment of fibromyalgia.  If these product candidates are approved by the FDA, we believe each of them could become the treatment option for their respective indications in the United States.

SCILEX is committed to harnessing the power of revolutionary delivery technologies designed to safely and effectively provide therapies to those who need them the most. Scilex Pharmaceuticals and Semnur Pharmaceuticals are wholly-owned subsidiaries of Scilex Holding Company.

If you’re a high-energy, compassionate, and collaborative individual with a strong desire to make a difference in patient’s lives, we encourage you to consider joining the Scilex Holding team!   

Role and Responsibilities

Director Sales Operations will be responsible for all operations activities, including strategy, sales reporting & analytics, incentive compensation, sales sizing/targeting/deployment, business systems and data management. This position is based in Palo Alto, Ca. This role reports to the Chief Commercial Officer and is a member of the senior commercial leadership team. 

 Sales Operations  

• Develop overall Sales Operations strategy, planning, direction and development of integrated processes.
• Work cross functionally with internal stakeholders (Marketing, Sales, Marketing Analytics and Managed Health Care, Market Access, Medical Affairs, Executive Leadership) to achieve department and company objectives
• Support Sales leadership in development of field communications, special programs such as SPOT incentives, and organization of Field Sales POA meetings

Sales Reporting & Analytics  

• Develop and implement analyses that identify drivers behind sales performance KPIs, including sales trends, market share and customer target plans including segment and priorities
• Build and provide timely, accurate analysis/reports of sales data to assist in market understanding, sales targeting, sales growth and aid business decision making
• Monitor and track field force impact on IC and adherence to Call plan through regular reporting

Incentive Compensation  

• Create field Sales incentive compensation plan, implement and monitor plan performance metrics, and make recommendations to Sales on any plan deviations
• In partnership with Sales, develop objective field sales goals / MBOs on a regular basis aligned with brand/company strategies

Sizing, Targeting & Deployment

• Working with Marketing, Market Analytics, identify key target universe and potential segmentation by prescribing potential
• Develop sales force structure and optimal territory alignments to increase operational efficiency and sales potential
• Continue to monitor performance and recommend territory and target fine tuning
• Implement processes to ensure all accounts are aligned correctly on a regular basis

Business Systems & Data Management

• Oversee SFA CRM system implementation, ongoing enhancements, maintenance, quality control, reporting, and training
• Oversee creation, management and maintenance of centralized data warehouse, as well as identification and integration of data feeds across company platforms
• Lead implementation for field sales devices and software
• This role will manage oversight and governance of all vendors and manage assigned budget to accomplish all required tasks. This role will also liaison with Legal / Regulatory / Compliance to ensure all operations processes and systems meet compliance requirements.

Qualifications

• Bachelor’s degree (business discipline preferred) Master’s degree preferred
• 7 or more years of pharmaceutical / biotech experience across a range of business / sales operations roles
• Experienced individual with track record of leadership in pharma/biotech sales operations
• Demonstrated success in implementation and/or management of CRM/SFA platforms, developing and managing Sales Incentive Compensation programs, Sales Reports & Analytics, and business systems

Required Skills

• Proven cross-functional collaboration and teamwork
• Strong strategic, analytical, time management and multi-tasking abilities
• Excellent written and oral communication skills
• Demonstrated leadership and team-building skills
• Drive for results, sense of urgency and solution-oriented
• Enthusiasm and passion for work, kindness and empathy