Mitsubishi Tanabe Pharma

  • Associate Director, Sales Operations

    Job Locations US-NJ-Jersey City
    Job ID
    2018-1189
    # of Openings
    1
    Category
    Sales
  • Overview

    Entrepreneurial Spirit, Rooted in Tradition. At Mitsubishi Tanabe Pharma America, Inc. (MTPA), we can tout a storied reputation more than 300 years in the making. Our parent company, Mitsubishi Tanabe Pharma Corporation, is a research-driven pharmaceutical company with global reach – and one of Japan’s oldest and most respected companies.

     

    With the recent FDA approval and availability in the U.S. of RADICAVA® (edaravone) MTPA is rapidly expanding our operation across all functional areas to launch this new product in the U.S. market. Concurrently, the company is expanding its research efforts and exploring collaborations with partners to discover and bring treatments to market for unmet medical needs including orphan diseases. We currently seek motivated professionals who share our vision of scientific excellence, innovation, and unwavering dedication to improving the lives of patients. 

     

    The Associate Director, Sales & Market Access Operations directs critical sales and market access operations functions and develops/manages associated business processes, SOPs and capabilities to support the field organization and ensure field sales and market access productivity. In this strategic role, the incumbent will adapt insights from within MTPA and draw upon a deep understanding of industry trends and currently available solutions to anticipate marketplace changes, define a future direction for MTPA, and then champion change management as needed.

     

    The Associate Director, Sales & Market Access Operations collaborates and partners with senior leaders across the organization within the business units to understand their strategic drivers, key objectives, business needs and priorities to identify performance or process improvement opportunities. The incumbent cultivates, develops, and directs the sales & market access operations department to build and foster strategic partnerships; to provide insights; and recommend solutions to drive business performance within MTPA’s sales and market access organization and exceed internal and customer expectations.  The Associate Director, Sales & Market Access Operations will also ensure sales & market access operations staff and cross-functional team members are kept well-informed of critical topics and/or potential issues.  

    Responsibilities

    1) Sales Force Effectiveness

    • Ensure flawless implementation of periodic field alignments, creation of HCP eligibility lists, development of call plans and distribution of compensation goals.
    • Lead approval process of Incentive Compensation plans working with sales, market access, marketing, HR, finance and legal to ensure that MTPA is rewarding the right people for the right behaviors.
    • Support business units with off-cycle targeting updates as needed based on shifting business priorities.
    • Oversee Call Planning Process.
    • Contribute to maintaining a clean master HCP universe along with the analytics team.
    • Maintain all zip/territory files for the organization.
    • Work in collaboration with the brands to identify customer segments that are essential to pulling through brand strategy.
    • Oversee field adjustment process and alignment changes/requests.
    • Oversee MTPA Fleet.

    2) Customer Relationship Management

    • Implement and manage customer relationship management capabilities to improve sales force productivity (Veeva)
    • Deliver periodic releases of new CRM capabilities and services by working with field sales to ensure support and alignment with strategic goals.
    • Develop and maintain a release management and rollout plan to ensure timely delivery of high quality capabilities.
    • Continuously monitor process and system efficiency, through reporting and direct observation; provide feedback to make required improvements.

    3) Sales Reporting & Analysis and Budget & Financial Management

    • Direct the development and management of sales & market access reporting platforms, i.e. Veeva, Axtria, and ensure alignment with business priorities.
    • Ensure that sales information priorities are aligned with commercial business priorities, along with timely delivery of reports, scorecards and operational metrics.
    • Develop and manage department budget for sales, sales operations and market access.

    4) Assist Marketing with Multi-Channel Marketing / Non-Personal Promotion

    • Working with marketing, collaborate with business units to coordinate the planning and execution of non-personal promotion tactics.
    • Coordinate with service providers to ensure capabilities are in place to support business plans and tactics. 

    5) Helpdesk and Field Technologies

    • Direct a process to provide multi-tier helpdesk and operational support to the field across sales operations services through strategic partners.
    • In collaboration with IT, develop plans to refresh and deploy new laptops/iPads or other hardware to the field organization to ensure access to tools needed for sales productivity.

    Qualifications

    • Bachelor's degree required; advanced degree preferred.

    • 7+ years of experience in the pharmaceutical industry. 4+ years in operations with demonstrated strong operational and business leadership.
    • Experience leading teams focused on developing efficient, effective operational processes and technology solutions.
    • Extensive experience managing third-party providers.
    • Experience with pharmaceutical sales data such as IMS.
    • Experience successfully evaluating and implementing technology to improve efficiency and productivity.
    • Preferred experience: orphan and/or infusion products and working with Patient HUBS.

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