Director, Commercial Operations

Summary

Join Scholar Rock, a biopharmaceutical company, as their Director, Commercial Operations. You will be responsible for managing resources to support the field sales team and provide commercial strategy insights. This role requires expertise in commercial data sources, sales performance reporting, and the development of field sales analytics. You will also support commercial operations activities like sales force sizing and incentive compensation. The position demands strong analytical and communication skills, along with experience in pharmaceutical commercial operations and data management systems. This is a key role in shaping the company's commercial success.

Requirements

• Bachelor’s degree in business, science or related field
• 8-10 years of experience working in commercial operations at a pharmaceutical or biotech industry with five plus years working with industry data assets
• Advanced Excel skills are required
• Extensive experience supporting technical design of commercial systems. Implementation experience a must
• Experience with CRM and MDM in the pharmaceutical industry
• Experience with Symphony, IQVIA, specialty pharmacy and related pharmaceutical sales data
• Proven experience of using data visualization and analytical tools such as Tableau and Power BI to deploy field sales and executive dashboards, as well as ad hoc analysis
• Strong analytical skills with the ability to translate data into insights that demonstrate product performance and inform commercial strategy
• Strong interpersonal skills with ability to engage with both commercial and technical business partners
• Exceptional written and verbal communication skills. Willingness to present the facts and put forth hypothesis in the face of differing opinions. Ability to clearly articulate complex concepts
• Excellent presentation skills with the ability to establish logical flow and story and skilled in choosing best graphic representation for points to be made
• Ability to adjust to changing needs within the organization and flexibility to change priorities as needed
• Ability to self-direct projects and work with little supervision
• Demonstrated values-based skills and strong work ethic

Responsibilities

• Work with cross functional business partners to understand and effectively leverage Scholar Rock’s commercial data assets. Assess new data sources to ensure that any new data sets meet the business need. Partner with IT and external vendors to integrate new data assets
• Serve as the business lead for commercial requirements in the commercial data warehouse to ensure timely, accurate, and effective use of data assets
• Serve as the business lead for the design, implementation, and ongoing management of field sales reporting and analytics solutions. Partner with technical resources to deploy standardized, performance dashboards for field sales and commercial leadership. Collaborate with field sales and commercial leadership to continuously refine and improve data visualizations to support commercial effectiveness and decision-making
• Partner with field sales leadership to understand the evolving business needs and enhancements in CRM. Articulate business needs to IT and/or external vendors and ensure technical solutions are scalable and meet the business requirements
• Create training materials for CRM and field reporting applications, as well as commercial data assets used for reporting. Create an onboarding process to train end users on commercial systems and data. Communicate system enhancements to the field team, providing training when appropriate
• Monitor the organization’s compliance with required standards for maintaining CRM data and provide additional training support where necessary
• Perform quality assurance measures and audits to ensure data and report accuracy
• Provide analytical and operational support to the field sales incentive compensation program, including but not limited to, establishing incentive compensation business rules, plan design, goal generation, field communication, data warehouse set up, attainment calculation, and field/executive/payroll reporting
• Provide analytical and operational support for targeting, sales force sizing, and alignments. Implement a process to manage alignment and master data (ie address) updates
• Serve on cross-functional data governance team to establish business rules and processes that ensures data quality and consistency. Create stewardship rules for master data exclusive to field sales
• Partner with Marketing in developing metrics surrounding promotional activities and develop metrics and reports that provide insight into their effectiveness and/or 360 view of customer

Preferred Qualifications

• A master’s degree (MBA) strongly preferred
• Pharmaceutical launch experience with an emphasis of building infrastructure and processes that do not currently exist preferred