Sales Force Effectiveness Senior Analyst, Commercial Operations Malvern, PA
About Endo International plc
Endo International plc (NASDAQ: ENDP) is a highly focused generics and specialty branded pharmaceutical company delivering quality medicines to patients in need through excellence in development, manufacturing and commercialization. Endo has global headquarters in Dublin, Ireland, and U.S. headquarters in Malvern, PA, employing approximately 3,000 people worldwide. For 2018 Endo, reported revenue of $2.947B and adjusted diluted EPS of $2.89. Learn more at www.endo.com.
This role supports Endo's enablement of sales forces effectiveness, which includes the oversight of field sales rosters, sales force alignments, HCP eligibility, and targeting. In addition, this role has responsibility for the daily work for Endo's Fleet approach and associated vendors. This role also serves as a key point between sales, marketing and operations related to the areas identified above. This role must foster close working relationships with these internal as well as external stakeholders to ensure the sales organization's remains productive.
Utilizing strong understanding of industry trends this role will provide invaluable insights and recommendations for driving business performance associated with Endo's field sales organization. Specifically, this includes accountability for accurate and timely execution of HCP eligibility. In addition, this role will be required to partner with external partner resources to implement and maintain sales force effectiveness processes.
Will also have responsibility for executing a Fleet strategy and working with the fleet vendors to fulfill all fleet activities for the organization. Additionally, this individual will need to provide oversight on all procedural documents associated with Fleet, which includes safety, driver qualifications, leasing and technology. It is critical that the candidate follows best practices and mitigates risk throughout Endo's fleet operations. The position must work closely with Endo's fleet service providers including leasing company, auto manufacturers, insurance broker, insurance company and accident management vendor.
They will oversee all departmental processes and systems supporting sales force effectiveness. As the business owner, this role will partner with stakeholders to identify, plan and deliver future enhancements through well documented business requirements, clear prioritization of activities and effective resource planning, strong project management and comprehensive communications to ensure alignment. It is also critical that this individual establish appropriate monitoring of operational and system metrics to ensure effective execution and as a method to assess continuous improvement opportunities.
Collaborate and participate where decisions will be made in a team environment, involving key stakeholders from internal departments and external partners. Position requires extensive contact with identified stakeholders to assess required business processes, identify improvement opportunities, as well as implement appropriate solutions.
Internal Business Partner Contacts
Business Unit Leadership (Marketing and Sales)
Compliance and Legal
Meeting and Events
Commercial Insights and Analytics
Finance and Treasury
Service Providers / Consultants
Technology Solution Implementation Vendors
ROLE AND RESPONSIBILITIES:
Facilitate the end-to-end Sales Effectiveness processes.
Ensure consistent, reliable, quality delivery of all operations across the function.
Serve as key point of contact for Sales and Business Unit leaders for all sales force effectiveness and fleet activities.
Ensure Sales Force Effectiveness, definition, enhancement and operational support planning processes by working with IT, external vendors /service providers and key Endo internal stakeholders.
Ensure effective communications and change management processes are in place.
Develop, and maintain appropriate policies, procedures and SOPs.
Sales Force Effectiveness
Ensure flawless implementation of periodic field alignments, creation of HCP eligibility lists, and deployment of call plans.
Drive the quarterly targeting and alignment cross-functional project plan.
Liaison with the Commercial Insights and Analytics team to assist with call planning strategy and communicate back to Business Operations teams and vendors.
Work with the Sales and Marketing management team on the POA for the commercial organization.
Understand and effectively communicate the POA strategy to the alignment team as well as their vendors.
Utilize industry expertise to provide input to the POA strategy with the Sales Teams.
Make decisions with the Sales Teams to ensure all questions and open issues are resolved in order to deliver the POA successfully.
Support business units with off-cycle targeting updates as needed based on shifting business priorities.
Actively monitor the day-to-day operations of Endo's fleet service providers.
Ensure appropriate metrics are in place to measure the effectiveness of the fleet processes and as a method to assess continuous improvement opportunities.
Assist with all procedural documents associated with Fleet which includes safety, driver qualifications, leasing and technology.
Maintains relationships with required vendors to implement efficient and effective business processes and capabilities.
Partner with vendors on delivering high quality service and assure compliance with service level expectations and timelines to ensure effective delivery of services.
Supports vendor strategy to ensure business and compliance needs are met.
Holds vendor(s) accountable for results and that they represent Endo appropriately.
Ensures quality assurance and controls are in place.
Ensure collaboration between Business Operations, Information Technology, Legal, Compliance, Sales and Marketing and others across Endo to produce consistent, quality, compliant operations which assist in growing our business while ensuring compliance and risks are managed for the organization.
Identify problems and challenges early between teams in order to provide resolution to meet alignment deadlines.
Act as a liaison between disparate teams to ensure the proper files and information are being sent in a timely, quality controlled manner.
Work with multiple vendors across stakeholder teams to provide understanding of business acumen and deadlines.
Works with all business partners and required vendors to support the data collection and reporting requirements associated with US Federal Sunshine Act and Endo's Corporate Integrity Agreement.
Ensure the proper level of detail is being captured to assist with Compliance reporting.
Bachelor's Degree is required; advanced degree preferred.
5+ years of experience in Life Sciences Sales, Marketing and/or Commercial Operations is required.
3 years of experience with Sales Force Effectiveness systems.
Prior experience developing efficient and effective operational processes and technology solutions is required.
Experience managing third-party providers is required.
Experience with Pharmaceutical Sales Data such as IMS
Experience successfully evaluating and implementing technology to improve efficiency and productivity.
Understanding of Pharmaceutical industry current trends.
Strong understanding of current trends in SFE as well as linkages between the topics.
Knowledge of pain and urology/endocrinology therapeutic areas.
Understanding of data sources and uses.
Strong knowledge of sales force business processes and systems
Deep understanding of available technology solutions used to optimize sales results.
Advanced knowledge and proficiency with all MS Office applications, MS Project and/or Visio.
The candidate must have strong consultative / listening skills, ability to analyze data, and translate business requirements into actionable capabilities. They must demonstrate personal accountability for driving company growth initiatives in a structured and compliant manner.
Demonstrated ability to handle confidential information with discretion and effectively collaborate with multiple functional units
Ability to assess and mitigate risks for Endo's commercial success where mistakes that could have marked negative impact on Endo's business and reputation
Demonstrated project management / execution skills and the ability to work on multiple projects simultaneously with little or no supervision under tight deadlines
Demonstrated initiative and strong problem-solving skills, including the ability to quickly assess critical situations, identify root cause of issues, anticipate needs and develop practical, meaningful solutions
Strong facilitation, communication, and presentation skill and ability to present to senior level colleagues clearly and effectively
Proactively stays current on industry trends and regulatory guidelines
Builds a Collaborative Culture
Builds and models a culture of questioning and constructive challenge to foster openness and candid dialogue
Listens to and carefully considers others' perspectives, especially to manage and resolve conflict
Acts with an understanding and sensitivity to others
Encourages accountability and responsibility that enables others to act with integrity
Decides and acts, even when faced with uncertainty
Clearly communicates the need for change and is actively responsive to the resistance it can evoke
Anticipates and proactively addresses the conflict and ambiguity inherent in change
Quickly focuses on the critical issues while prioritizing current work
Draws on unexpected or seemingly unrelated ways of thinking
Operates from a framework of possibility
This is a headquarters-based position that will require moderate travel (less than 10% of time)
Endo recognizes the advantages of a diverse workforce achieved through a commitment to equal employment opportunities.
Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled