Assoc. Director, Sales Training & Commercial Operations

The purpose of Idorsia is to discover, develop and bring more, innovative medicines to patients. We have more ideas; we see more opportunities and we want to help more patients.  In order to achieve this, we will develop Idorsia into a leading biopharmaceutical company, with a strong scientific core.

Headquartered near Basel, Switzerland, the US Commercial Operations & Clinical Development teams are based near Philadelphia, Pennsylvania.  Idorsia is committed to meet the changing needs of healthcare professionals, patients, and their families.  The core of what we do is to bring creative solutions to the market based on our science and data.

Idorsia offers a comprehensive benefits package that includes fully paid health care, dental and vision coverage, group life insurance, disability benefits, Employee Assistance Program (EAP) and Fitness Reimbursement.  We offer driver benefits to our field employees that drive on our behalf.  We offer a 401(k) savings plan with immediate vesting, generous employer match and both traditional and Roth options.  In addition, you may select voluntary benefits, including additional life insurance and legal services/ID theft protection, that best meet you/your family’s needs.  Generous education reimbursement program and flexible summer hours are available.

The Associate Director, Sales Training & Commercial Operations assists with ensuring the US sales organization is best positioned to deliver on its business objectives by supporting commercial strategic priorities and driving execution effectiveness for Idorsia brands.

Key responsibilities include supporting and maintaining strategic programs in relation to the organization’s commercial efforts in the areas of sales training, sales performance reporting, sales force sub-national commercial analytics and insights, sales force alignment, incentive compensation, CRM, fleet, field communications, and vendor management. This position supports operations initiatives designed to drive sales engagement and performance and ensures cross-functional collaboration and strategic alignment to commercial and business objectives.

Responsibilities include but are not limited to:

• Manages and supports Commercial Insights, Analytics & Operations (CIAO), reflecting clear alignment with the Commercial organization’s strategic priorities.

• Acts as key point of contact for the US Sales team including Key Account Managers (KAMs).
• Supports sales training for the KAMs, working directly with them and at times with a vendor.
• Executes key activities within Commercial Operations, including but not limited to:
  • Territory Alignment Maintenance - leads efforts, with the direction of area and regional teams, to update territory alignment utilizing a vendor or mapping software.
  • Call Plan Development - supports call planning process and ensures timely roll out to the field.
  • Sales Reporting – works with leadership and IT to support a series of reporting dashboards to effectively monitor the business.
  • Training – supports training efforts specifically related to Sales and Commercial Operations topics (data landscape, targeting, reporting, CRM, tools and resources)
  • Incentive Compensation (IC) – Collaborates with sales directors and vendor partners to manage the IC program and ensure the integrity of the data that feeds it. Partners with vendor on plan design and administration that is motivating for the sales force, aligns with business goals and meets compliance requirements.

• Master Data Management & Data Governance – in conjunction with IT and vendor partners, supports the system and processes in place to ensure a clean customer master. Acts as a primary resource for data inquiries internally and from the field and leads associated data stewardship efforts internally and with data suppliers.
• CRM (Veeva) – in conjunction with IT, ensures that the CRM system is operating in an effective and efficient manner. Supports CRM efforts to deploy new functionality, updates, and tools to help maintain a competitive advantage.
• Fleet – supports and manages the fleet program for all drivers.
• Field Communications – helps to create and maintain an effective field communication program with sales management and specialists to ensure company strategy is executed.
• HQ Support – supports internal executive data and reporting needs, collaborating with marketing and sales leadership to develop tools and reports as needed.
• Performs other duties as assigned.
• 20-30% travel estimated.

Qualifications:

• Bachelor’s degree
• Minimum 8 years’ experience in the pharmaceutical industry in a variety of progressively responsible Sales, Sales Training or Marketing positions including 3 years in Commercial or Sales Operations. 
• Experience with pharmaceutical syndicated sales data including IQVIA Xponent and Xponent Prescribing Dynamics.
• Experience using Excel and Business Intelligence platforms such as Power BI or Tableau for executing analytic tasks against pharmaceutical data and for developing regular performance dashboards related to geographic and customer-level performance.
• Experience using Veeva CRM to manage, track and report on field sales activities.
• Excellent facilitation and communication skills with the ability to successfully partner with cross-functional teams, senior leaders, vendors, and global business partners.
• Adaptability, openness to, and enthusiasm for a fast-paced and changing environment.