Associate Director, Sales Effectiveness and Analytics

General Scope and Summary

Sage Therapeutics is searching for a creative, resourceful, collaborative, and integrative thinker for an important role in driving Sages Sales Effectiveness and Analytics functions. This position will help shape and implement Sages Sales Effectiveness and Analytics priorities and capabilities, ensuring effective execution of programs to achieve commercial, strategic and operational objectives. This position will require a high level of collaboration with the Sales and Marketing, Digital Enterprise Capabilities (DEC), Commercial Leadership, and other cross-functional partners as necessary.

Roles and Responsibilities (Essential Functions)

Sales Effectiveness / Incentive Compensation

• Field Sales Incentive Compensation: Support incentive compensation (IC) design, implementation, and planning.

• Ensure execution of motivating IC plans that align with the companys mission and goals and communicate and administer IC plans and contests aligned with the overall brand strategy.

• Manage and guide IC vendor relationship.

• Support internal IC compensation committee, assist with meeting agenda items, and support critical discussions for key decisions.

• Partner closely with People and Experience (Human Resources) and Finance to ensure eligibility guidelines are met and payout direction is provided.

• Provide support for incorporating operational forecast into sales goals and tracking. Set goals and objectives for sales force based on forecast.

• Salesforce Support: Provide ongoing strategic support to the field sales teams. Act as the key contact point for Sales teams on data-related questions.

• Manage and maintain plan and policy documents to ensure clarity of IC plans, and related terms and conditions for eligible roles.

Sales Effectiveness / Reporting and Analytics

• Leverages tools and resources to enable effective selling processes, measuring sales force productivity and ensuring effective implementation of established strategies and tactics.

• Partner with DEC, Commercial Operations, and Reporting team to ensure tools are set up to appropriately measure and enable the sales model and associated KPIs

• Partner with sales team leads to provide key inputs into sales reporting and CRM tools

• Partner with Commercial Operations, Sales, and Marketing to share Veeva-generated insights as well as other analytical tools that support sales effectiveness efforts.

• Ability to work with complex data sets and provide strategic input for deployment into reporting or recurring analytical presentations and brand performance discussions

Sales Effectiveness / Call Planning and Alignments

• Manage and support the overall call planning and targeting process. Provide critical input to analytical approach for targeting as well as the execution of field force refinements.

• Manage and support the execution and delivery of field force team structure territory alignment updates. Partner with sales leadership on ongoing alignment adjustments as necessary.

Experience, Education and Specialized Knowledge and Skills

Must thrive working in a fast-paced, innovative environment while remaining flexible, proactive, and resourceful. Must work well in a matrix environment and be adept at developing meaningful relationships with key stakeholders. The ability to analyze complex issues to develop relevant and realistic plans, programs, and recommendations is critical.

Basic Qualifications

• Bachelors degree required

• 6+ years of experience in pharmaceutical/biotech/medical technology industry

• 3+ years of experience in sales effectiveness, Incentive Compensation, and analytics

Preferred Qualifications

• Advanced business degree

• Management consulting experience

• Demonstrated success in designing, managing methodologies, and results to gain insights to drive business strategy and performance

• Experience or knowledge of key pharmaceutical data sets (e.g., Rx data, claims data, audited sales data).

• Experience working on or managing analytics projects.

• Experience utilizing Tableau and/or PowerBI to generate and manipulate data

• Experience in the CNS (Central Nervous System) space is a plus.

• Demonstration of capacity for strategic thinking plus strong analysis skills and a creative/innovative approach to problem solving. Proven ability to work cross-functionally.

• Working knowledge of secondary data sources and experience leveraging secondary data to generate insights

• Excellent collaboration skills and ability to influence without authority

• Strategic and Analytical Mindset

• Strong problem solving/framing abilities

• Excellent communication skills; able to create simplicity from complexity, expert narrative development/storytelling

• Managerial courage: ability to challenge and persuade

• Proven ability to engage with business and executive leadership

• Embrace our core values: Put People First, Improve Lives, Cultivate Curiosity, Do Right and Forge New Pathways

• Excitement about the vision and mission of Sage

• The actual salary offered within the range is dependent on a variety of factors including, but not limited to, relevant experience, qualifications, education, skills, and performance.
• This position is eligible to participate in the Companys annual bonus plan; the bonus varies based on performance and is subject to the standard terms and conditions of the incentive program.
• To support your well-being, we offer a comprehensive benefits and wellness package, which includes medical, dental, and vision coverage upon hire. More information can be found in our Benefits Guide.