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Senior Manager Sales Market Access Operations

Robsco Search
Jersey City, New Jersey, United States
December 04, 2018


The Senior Manager, Sales & Market Access Operations is responsible for managing execution of various processes that support the commercial infrastructure on sales, reimbursement and other teams. This role will be directly responsible for sales and market access operations activities for Radicava® (edaravone), but in the future may also cover other brands including, but not limited to, the anticipated Parkinson’s Disease treatment through acquisition of NeuroDerm.

This position offers an extraordinary opportunity for individuals interested in helping to grow a US company with immediate opportunities in the Orphan Drug and Specialty Markets, therapeutic areas with high unmet needs, while working with a cross-functional team rich in exceptional talent.


Incentive Compensation:

Develops and monitors incentive compensation on monthly/quarterly basis.

Develops and delivers scorecards for monitoring of IC and overall field performance.

Performs quality control for all work done by internal and external parties.

Works with vendor for monthly reporting for field reports

Manages additional reward programs and ad hoc contests

Call Planning, Field Adjustments, & Territory Alignments:

Oversees call planning process.

Oversees master HCP universe along with sales analytics.

Maintains all zip/territory files for the organization.

Works in collaboration with the brands to identify customer segments that are essential to pulling through brand strategy.

Oversees field adjustment process and alignment changes/requests.

Sales Force Automation (SFA):

Oversees implementation and development of Sales Force CRM.

Oversees helpdesk and monitors external partners supporting organization.

Monitors SFA to ensure data feeds are accurately displaying information needed by the field.

Manages Veeva support team to ensure timely updates that are requested by the field

Fleet Management:

Works with Associate Director of Sales & Market Access Operations to develop and control the annual fleet expense budget.

Provides a safe, legal, cost effective fleet of vehicles with minimal downtime while meeting the needs of the organization’s clients.

Works with and monitors fleet vendor to ensure that the fleet is maintained in accordance with the established standards of condition and that all established policies and practices are properly followed.

Develops, refines, and manages fleet standards for personnel performance, vehicles, vehicle repairs, data collection, data reports, computer systems, and vehicle specifications.

Coordinates and manages vendors to ensure proper vehicle maintenance is maintained at all locations.

Sales and Market Access Project Management:

Budget management.

Grant request management for various field needs.

Management of all TPAs for data.

Compliance Review:

Works with Compliance/MTP Operations for approval and monitoring of call plans based on all industry regulations.

Ensures each refresh of HCP master list is approved for distribution to the field before sending out to internal/external parties.


Reporting: Reports to Associate Director, Sales & Market Access Operations

Managerial: Individual contributor; no supervisory duties

Other: Leads cross-functional teams; communicates remotely with field staff.


Education: Bachelor’s degree required; advanced degree is a plus.

Professional Experience: Minimum of 6-8 years business experience in the pharma industry which included at least 3 years in

field sales (or field sales support) and which included some project management duties.

Experience in Incentive Compensation is required

Experience with Veeva is required

Preferred experience: field leadership; orphan and/or infusion product(s); and Patient HUBS.

Knowledge and Skills: Working knowledge and understanding of the Pharma industry, broad therapeutic areas/disease states, drugs/treatments, and related regulatory, commercialization and compliance requirements.

Excellent written/verbal communication and formal presentation skills.

Outstanding interpersonal skills; proven ability to engage others in collaborative initiatives.

Ability to manage cross-functional teams at all levels of the organization.

General understanding of building and maintaining processes/data systems.

Excellent analytical, investigational and creative problem solving skills.

Good project management skills.

Demonstrates responsiveness, attention to detail, and follow-through coupled with ability to prioritize/multi-

task effectively.

Leads by example, displaying integrity, collaboration, accessibility, adaptability, sound judgment/decision

making, and an entrepreneurial, solutions-oriented attitude.

Adherence to and respect for policies/confidential information.

Strong computer and technical skills coupled with strong data management skills; proven ability to

manipulate data from large databases in Microsoft Access and Excel.

Willingness to travel 20% domestically and internationally.