Ironwood Pharmaceuticals is a leading global gastrointestinal (GI) healthcare company on a mission to advance the treatment of GI diseases and redefine the standard of care for GI patients. We are pioneers in the development of LINZESS (linaclotide), the U.S. branded prescription market leader for adults with irritable bowel syndrome with constipation or chronic idiopathic constipation. Ironwood is also advancing apraglutide, a next-generation, long-acting synthetic GLP-2 analog being developed for rare gastrointestinal diseases, including short bowel syndrome with intestinal failure, as well as several earlier stage assets. Building upon our history of GI innovation, we keep patients at the heart of our R&D and commercialization efforts to reduce the burden of GI diseases and address significant unmet needs.
Position Description:
The Sales Operations, Associate Director position is a critical strategic role within the Sales Operations group reporting to the Senior Director of Sales Operations. This role’s responsibilities are first and foremost about improving sales productivity and effectiveness. To do this, they are responsible for management, administration and implementation of various systems/processes that support the IRWD sales forces specifically focusing on incentive plan design, sales contests, field data reporting, strategic customer call planning, CRM changes, alignments/sizing, and the annual sales force performance review process. This individual’s duty includes managing all stakeholders (internal and external) involved with these processes. They are also responsible for identifying operational process improvements. This role will be very influential in field leadership’s decision-making processes related to sales productivity and effectiveness to drive commercial business results.
Responsibilities:
- Design, implement, manage, report and analyze rare disease IC plans, Field Reporting, Sales Force Sizing/Alignments, and Data and Crediting.
- Develop rare disease CRM and field data/reporting processes, including planning, roll-out, change management, compliance, support, maintenance, and reporting.
- Manage, report, and analyze incentive compensation (IC) plan, contests, quarterly call planning cycle and special projects for LINZESS.
- Act as internal contact, overall project coordinator and liaison between the Field Sales Force, Marketing, IT, finance, TT&C (Talent Team & Culture), other inter-departmental and selected third party vendors to ensure the proper allocation and deployment of business resources to optimize sales force impact in assigned areas.
- Act as business owner and project manager for all aspects of incentive compensation and field reporting related to incentive compensation. Ensure all aspects of assigned areas are conducted in a compliant fashion and are aligned with the needs of the sales organization and overall corporate direction/strategy/goals.
- Coordinate and ensure adequate reporting is available to all levels of the organization and the sales team to aid in the sales promotion process, including calibration and succession planning.
- Partner with Sales Leadership to align Sales Operations with overall business objectives.
- Responsible for the Sales Performance Management process including, but not limited to year-end reviews, ratings, and promotions.
- Cross-collaborate with functions including, but not limited to: IT, TT&C (Talent Team & Culture), Marketing and Analytics to align sales operations strategies with business objectives.
- Serve as a main point of contact for Area Directors and Regional Sales Managers (RSMs) regarding Sales Operations.
- Manage vendor relationships and oversee operational aspects of field reporting, strategic field effectiveness analysis and IC operations. Maintain high levels of quality, accuracy, and process consistency.
Requirements:
- Bachelor’s degree in related field. Advanced degree (MBA) preferred.
- 8-10 years of related professional experience with 3+ years of pharmaceutical sales, marketing or operations experience preferred.
- Experience in rare disease, sales operation, planning or reporting, or incentive compensation design and forecasting a plus.
- Demonstrated ability to scope and manage projects.
- Excellent analytic skills, and demonstrated experience in analyzing and synthesizing data to inform decision making, using Excel and other tools.
- Ability to handle multiple responsibilities, prioritize appropriately and find the way to deliver results efficiently.
- Works well with others in a team-oriented environment.
- Detail oriented, strong problem-solving skills and high sense of urgency.
- Excellent oral & written communication skills.
Ironwood Pharmaceuticals is an equal opportunity employer welcoming diversity in our workforce.
Ironwood currently anticipates that the initial base salary for this position could range from between $162,000 to $193,830. The actual base salary will depend, in part, on the successful candidate’s qualifications for the role, including education and experience. Ironwood offers a comprehensive compensation and benefits program to eligible employees, including Restricted Stock Unit awards; eligibility to participate in either a bonus or sales incentive program; company-sponsored 401(k) with matching contributions; eligibility for medical, dental, vision and prescription drug benefits; wellness stipends; and a generous vacation/holiday schedule.
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