Associate Director, Sales Operations Analytics

Summary

Join Arvinas, a clinical-stage biotechnology company, as an Associate Director of Sales Operations Analytics. You will lead sales analytics for the launch of vepdegestrant, working closely with commercial and sales leadership. Key responsibilities include designing incentive compensation programs, developing call planning tools, and creating reporting frameworks. This role requires extensive experience in biotech/pharma sales analytics and drug launches, proficiency in data analysis, and strong communication skills. The position offers a competitive compensation package and comprehensive benefits. The role can be based at the New Haven, CT headquarters or remotely within the U.S.

Requirements

• 8+ years of experience in biotech/pharma industry with relevant experience in sales analytics and sales operations, including knowledge of industry standards and best practices required
• Experience in drug launch required
• Proficiency in manipulating and extracting insights from large longitudinal data sources, such as Claims, EMR, Specialty Pharmacy and other patient level data sets required
• Proven technical and strategic expertise in targeting, alignment, incentive compensation, and field reporting with experience in developing and executing plans that achieve performance metrics required
• Strong knowledge of secondary data sources including syndicated sales (like IQVIA/SHA DDD and XPO), internal sales (like Ex-Factory, 867, 852, 844), promotional & marketing data, longitudinal patient level data; experience with payer data required
• Experience working with large complex data and corresponding query/ programming languages such as SAS, R, Python, or SQL plus experience with other big data technology such as Hadoop required
• Able to demonstrate strong interpersonal skills and a consultative mindset, with the ability to develop strong partnerships and influence without authority required
• Able to demonstrate excellent oral and written communication skills; including describing complex data topics in simple terms. Considerable experience with presentation of statistical analysis results/ complex concepts around targeting, IC, and analytics to a non-technical audience required
• Able to demonstrate strong project management skills--the ability to plan, organize, and execute multiple projects efficiently, on time, and within budget required
• Able to demonstrate business acumen and strategic vision to foresee strategic or executional opportunities and challenges around targeting and IC during a launch period
• Demonstrated competency in navigating large volumes of information to synthesize what is most important and actionable required
• Able to demonstrate a high degree of creativity and innovation in developing new approaches, processes, and methodologies required
• Bachelor’s degree in science, business, or other quantitative discipline; MBA preferred
• Arvinas will not be providing VISA sponsorship for this position now or in the future. You must have the ability to work without a need for a current or future VISA sponsorship

Responsibilities

• Lead analytics to inform sales force sizing and structure, territory alignment, targeting and call planning, incentive compensation of the field sales force and account management, and field reporting
• Design, implement and manage an incentive compensation program, ensuring communication of policy to the field and management oversight of the program. Perform periodic field incentive plan health check to ensure plans meet business targets and brand objectives
• Collaborate with field leadership and account management to develop a call planning tool that can be deployed to sales representatives and managers
• Develop an analytics process and reporting framework for performance and field activity data and provide reporting on key performance indicators, including via dashboards. Support sales teams, account managers and leadership with insightful dashboards and ad hoc reports tracking KPIs and metrics linked to corporate goals
• Interact regularly with Sales Leadership to develop sales analysis and reporting on sales performance, ongoing regional and territory analyses. Provide actionable insights based on trends in performance and activity to Commercial leadership to support field decisions
• Implement proper guardrails to meet compliance requirements for field reporting and quality checks to maintain data integrity
• Ensure data quality, consistency, and accuracy by establishing and maintaining data governance processes for field data
• Be a key stakeholder and thought partner on the development, customization, and refinement of the set-up and implementation of the CRM tool and other field-related tools to ensure systems are aligned with the needs and deliverables of sales planning and operations

Preferred Qualifications

Experience in Oncology preferred

Benefits

• Competitive package of base and incentive compensation
• Comprehensive benefits program designed to support the health, wellness and financial security of our employees and their families
• Group medical, vision and dental coverage
• Group and supplemental life insurance
• Remote work