Manager, Commercial Operations & Incentive Compensation - Azurity Pharmaceuticals - US
Woburn, MA
About the Job
Azurity Pharmaceuticals is a privately held, specialty pharmaceutical company that focuses on innovative products that meet the needs of underserved patients. As an industry leader in providing unique, accessible, and high-quality medications, Azurity leverages its integrated capabilities and vast partner network to continually expand its broad commercial product portfolio and robust late-stage pipeline. The company's patient-centric products span the cardiovascular, neurology, endocrinology, gastro-intestinal, institutional, and orphan markets, and have benefited millions of patients. For more information, visit www.azurity.com.
Azurity Pharmaceuticals is proud to be an inclusive workplace and an Equal Opportunity Employer. Azurity's success is attributable to our incredibly talented, dedicated team that focuses on benefiting the lives of patients by bringing the best science and commitment to quality into everything that we do. We seek highly motivated individuals with the dedication, integrity, and creative spirit needed to thrive in our organization.
The Manager of Commercial Operations will own execution for sales operations and commercial operations business processes such as Alignment, Targeting, and Reporting, with a focus on Incentive Compensation for multiple field sales teams. The Manager will be responsible for projects, analysis, and operations in support of sales and marketing through on-time execution and clear communication. They will also be responsible for providing valuable insights through data analysis, reporting, and dashboard creation to empower leadership to make informed decisions. They will focus on supporting the sales teams in both tactical and strategic ways, with the goal of enabling our commercial teams through actionable, insightful, and timely analytics.
Title: Manager, Commercial Operations
Role Reports to: Sr. Director, Commercial Operations
Responsibilities: Role and Responsibilities
- Evaluate, optimize, and design field team alignments using workload and opportunity indexes
- Develop strategic physician and institutional target list for sales teams utilizing brand strategy, demographic, and behavior data to increase market penetration and drive product uptake; provide all target files to downstream systems in a timely manner
- Oversee the incentive compensation planning cycle for multiple field sales teams including goal setting, analysis and calculations, monthly / weekly scorecards, and end of cycle payouts
- Partner in the sales planning and execution process, including coordinating and evaluating territory design and incentive compensation design and analytics
- Respond to and resolve complex incentive compensation calculation issues
- Lead the design and development of Power BI Reports, taking ownership of the entire process from gathering requirements to deployment and maintenance
- Create and manage comprehensive data visualizations (Power BI, Excel, etc.) that drive meaningful and actionable reports for leadership and field teams
- Expertise in manipulating healthcare datasets (such as IQVIA/Symphony/867/Specialty Pharmacy)
- Assist in revenue reporting and analytics through trend analysis, field input, standard reporting, and ad-hoc reporting
- Sit on the ACE(Azurity Commercial Excellence) team as a subject matter expert and provide input to the ACE team on behalf of COA
- Analyze geographic, key account, and product-level sales performance to proactively identify insights
- Communicate business insights and key trends to marketing/sales leadership
- Serve as a commercial expert on sales team alignments to aid in master data management
- Manage Power BI Dashboards and provide end-user training to ensure efficient and effective use of the tool
- Investigate and resolve data questions/inquiries from the field and internal partners, creating solutions in a timely manner
- Identify, implement, and drive improvements to make systems and processes more efficient and scalable
- Lead ad-hoc analysis as needed to support evolving business requirements and provide timely business insights
- Facilitate strong cross-functional communication to promote brand-level knowledge sharing and integration of key learnings.
- Mentor sales analysts in ad-hoc analysis, business process analytics, and sales and marketing analysis for respective field teams.
Qualifications and Education Requirements
- Bachelor's degree or above, required
- 5+ years of experience commercial or sales operations supporting sales and marketing systems and processes
- 3+ years of experience in pharmaceuticals, biotech, medical device, or life science industry
- Demonstrated business communications, influencing, and situational awareness skills
- Excellent written and verbal communication skills
- Proactive self starter with an ability to lead through influence
- Power BI and/or Tableau
- Ability to translate complex business problems into solutions
- Working knowledge of sales & marketing terminology and best practices
- Business process design and documentation skills
- Proficiency with the Microsoft Office suite
Preferred Skills
- Consulting experience especially related to pharma/biotech business, commercial/sales operations, and systems Digital transformation initiatives
- Project management experience and/or certifications
#LI-Hybrid
Physical & Mental Requirements:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Must be able to sit for long periods of time
- While performing the duties of this job, the employee is frequently required to stand; walk; sit; talk and/or hear
- May occasionally climb stairs and/or ride elevators
- The employee must occasionally lift and/or move up to 25 pounds
- Employee must be able to manipulate keyboard, operate a telephone and hand-held devices
- Other miscellaneous job duties as required
Benefits We Offer:
- Unlock Your Earning Potential: Join our team and be rewarded with a competitive compensation package, including an annual bonus based on company performance, that recognizes your exceptional talent.
- Sales - In lieu of annual bonuses, we offer an Incentive compensation program that allows you to earn more - even over plan.
- Fuel Your Success: *Sales Only* - We understand the value of your hard work and provide a car reimbursement program and gas card for both business and personal use as part of our commitment to supporting you.
- Comprehensive Health Coverage: We value your well-being and offer excellent medical, dental, vision, and prescription coverage to ensure you and your family are always taken care of.
- Flexibility for Your Lifestyle: Achieve work-life balance with our hybrid work model, allowing you to work two days from home and three days in the office. *Excludes Sales, Manufacturing, and some Operations positions*
- Start Your Week on a High Note: Indulge in our "Bagel Tuesday" perk, where you can enjoy a fresh bagel on us every Tuesday morning. **Only for On-site/Hybrid colleagues**
- Invest in Your Future: Our Retirement Savings Plan (401K) is designed to help you secure a comfortable retirement by matching dollar for dollar up to 5%.
- Time Off That Counts: Take advantage of our generous PTO policy, which offers 20 days annually + rollover (up to 40 hours).
- Meaningful Time with Your Loved Ones: We close between Christmas and New Year's to give you an extra week off to spend quality time with your family and recharge.
- Enjoy the Holidays: Over the course of the year, Azurity recognizes 13 holidays.
- Summer Vibes: Embrace the summer season with our Summer-Hours perk, available between Memorial Day and Labor Day. **Excludes Sales Colleagues**
- Invest in Your Education: We support your professional growth with tuition reimbursement for undergraduate and graduate level courses or certifications.
- Recognize and Be Recognized: Our Azurity High Five peer recognition platform allows you to celebrate your colleagues' accomplishments and receive recognition for your own outstanding work.
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