The Vice President of Commercial Operations is responsible for all areas within commercial and sales operations at Shionogi Inc. including, data analytics and insights, forecasting, market research, sales and marketing operations, field reporting and incentive compensation, sales training, meeting planning and commercial data management and engagement for all therapeutic areas. This role is a key member of the Commercial Leadership Team (CLT) reporting directly into the Chief Commercial Officer (CCO) with the role to ensure that operational strategies, processes, tactical plans, and decisions ensure successful commercial and sales execution.

This individual will work closely with cross functional team members in Marketing, Sales, Market Access, Compliance and other functions to drive commercial and sales operation success.

RESPONSIBILITES

• Lead the Commercial Operations function with responsibility for establishing and maintaining the analytical and operational infrastructure to support and maximize sales performance the U. S. Commercial and Sales organizations
• Set a strategic vision for Commercial Operations as a critical business partner for in-line business, launch products, and business development opportunities; ensure team structure and talent are designed for both the existing and future business opportunities
• Oversee multiple commercial operational functions, including but not limited to: data analytics and insights, forecasting, market research, sales and marketing operations, field reporting and incentive compensation, sales training, meeting planning and commercial data management
• Develop, deploy, and evolve strategies that provides data-driven, real-time insights into the operational effectiveness of the sales and marketing organizations across therapeutic areas
• Drive performance through teams by defining and cascading of strategic sales targets and performance program(s), and by establishing performance metrics, control mechanisms, and supporting systems
• Monitor for, identify, and act on opportunities to optimize performance against operational KPIs and efficiency
• Drive sales team effectiveness through territory planning, sales performance tracking, development and delivery of customer engagement
• Drive key Sales Operations analytical functions, including salesforce sizing, alignment, targeting, customer mapping, territory metrics, customer analytics, and incentive compensation
• Oversee and evolve all field sales operations plans, processes and budget
• Drive the data strategy that enables advanced business analytics for monitoring performance and predicting next best action
• Lead the Sales Training and Development team to design, deliver and implement effective training content related to product knowledge, selling models and tools, onboarding and coaching teams, and leadership development.
• Strategically link business needs and opportunities to develop strategies to close gaps, improve processes, and sustain results
• Lead the initiation and execution of strategies to increase sales deployment routing and overall efficiency
• Support launch and brand planning activities in concert with Marketing, Sales and cross-functional teams inclusive of strategies, tactics and financial budget details
• Collaborate and partner with cross-functional teams including Marketing, Market Access, Business Analytics, Supply Chain & Trade, IT and HR to ensure consistent communication and alignment.
• Partner with Market Access to ensure coordination between sales KAMs and payer NAMs/RAMs
• Partner with Brand Leads to coordinate and plan all field sales meetings including Launch Meetings, National & Regional Sales Meetings, Train the Trainers and all POAs
• Drive operational excellence initiatives across the Commercial function; act as project lead for function-wide initiatives

SUPERVISORY | DECISION-MAKING AUTHORITY

• This position has significant managerial and decision-making authority

MINIMUM JOB REQUIREMENTS

• Bachelor’s degree in business administration or comparable discipline required.
• Advanced degree (MBA, masters, etc.) or extensive high-level management training preferred.
• 15+ years of experience leading a commercial operations function within a pharmaceutical, diagnostic or biotech company with demonstrated mastery of analytical responsibilities.
• Strong leadership, team building and organizational skills. Proven ability to coach and develop staff as well as technical ability to coordinate functional business activities
• Change management and continuous improvement capabilities including experience in a matrix team environment
• Deep expertise in supporting customer-facing organization sales strategy and optimization efforts within multi-channel customers
• Strong strategic and analytical skills with the ability to translate business goals into specific objectives
• Strong communication skills and ability to influence and align at all levels of the organization
• Strong understanding of pharmaceutical regulatory/legal environment with knowledge of compliance requirements for appropriate interactions and relationships with healthcare professionals (i.e., PhRMA Code)
• Extensive proficiency with Microsoft Office (Word, Excel, PowerPoint, Teams, and Outlook).
• Demonstrated expertise in managing collaborations and teams, including disperse field work force, to effectively sustain and grow Company sales
• Ability to effectively prioritize work load and tasks to effectively meet established deadlines
• Ability and willingness to travel approximately 35% of the year
• Must live a commutable distance to our US Corporate Headquarters in Florham Park, NJ. Office presence required at least 3 days per week

ESSENTIAL PHYSICAL & MENTAL REQUIREMENTS

• Ability to articulate clearly and conduct verbal presentations with large and small audiences.
• Ability to travel via automobile and/or airplane.
• Ability to view video display terminal images < 18” away from face for extended period of time – up to four (4) hours at a time.
• Ability to operate a computer keyboard and telephone.
• Ability to sit for extended periods of time – up to four (4) hours at a time.
• Ability to lift, tug, pull up to fifteen (15) pounds.

To be considered for this position, you must apply and meet the requirements of this opportunity.

We look forward to reviewing your resume & qualifications.

DISCLAIMER

The job description is not designed to cover or contain a comprehensive listing of requirements, duties or responsibilities that are required of the employee. Other requirements, duties and responsibilities may change or be assigned at any time with or without notice.

EEO

Shionogi Inc. is an equal opportunity/affirmative action employer.

All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity, marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law.

It is the policy of Shionogi Inc. to undertake affirmative action in compliance with all federal, state, and local requirements to recruit a diverse pool of applicants and to ensure that our employment practices are, in fact, non-discriminatory.