BGP Pharma ULC (EPD Canada)
Every day, we rise to the challenge to make a difference and here's how the Senior Manager, Sales Operations role will make an impact:
We are seeking a strategic and detail-oriented Senior Sales Operations Manager to support our pharmaceutical sales team by optimizing processes, managing data, and driving operational excellence. This role is critical in enabling the sales force to perform efficiently and effectively, ensuring alignment with business goals and compliance standards.
Key responsibilities for this role include:
- Sales Operations / Sales Force Effectiveness
- Partner with Sales Leadership to support the development and execution of local sales strategies.
- Manage the design, governance, and performance evaluation of incentive compensation (I&C) plans ensuring alignment with Viatris policies, strategic objectives and desired field force behaviors.
- Monitor and assess sales force performance and productivity across field force team, identifying gaps, risks, and improvement opportunities.
- Manage field force deployment and workload analysis, ensuring optimal territory design and customer coverage in line with business priorities and strategy.
- Lead customer targeting, segmentation and profiling leveraging available tools and ensuring alignment with commercial strategy.
- Partner with Marketing and Digital teams to continuously evaluate omnichannel strategy and execution, and ensure available insights are translated into practical guidance for the field force.
- Act as the local SFE subject matter expert, ensuring adherence to regional and global methodologies while adapting to local market needs.
- CRM
- Own and manage the CRM platform to ensure effective usage and adoption across the field force, leveraging existing functionalities and supporting the implementation of new features
- Support key CRM operational activities, including cycle plan configuration, user and territory structure updates, onboarding and training of new users.
- Act as first-level support for field force CRM issues, resolving locally when possible and escalating to IT when required.
- Collaborate closely with IT to manage incident tickets, enhancements, and change requests, including contribution to Business Requirement Documents (BRDs).
- Work with Marketing to ensure promotional materials (e.g. RTEs, approved content) are correctly deployed and visible within the CRM.
- Monitor data quality and consistency, proactively addressing data gaps or issues.
- Manage and maintain CRM reports based on business needs.
- Participate in Global and Regional CRM forums, acting as the local point of contact and voice for country-specific needs and enhancements.
- Data Management & Analytics
- Analyze customer engagement and sales performance data to generate actionable insights and recommendations to improve commercial effectiveness.
- Act as a expert user of Power BI, leveraging pre-built dashboards to interpret results, identify trends and patterns, and support data-driven decision making
- Consolidate and translate business requirements into inputs / BRD for Regional Commercial Excellence team and/or IT.
- Support user adoption of analytics tools by monitoring usage, delivering training, and promoting best practices.
- Collaborate with Regional and Global teams to troubleshoot issues and continuously enhance existing analytical assets.
- Ensure alignment between local needs, regional & global strategies and data infrastructure.
- Process Optimization
- Streamline sales processes and workflows to improve productivity.
- Support continuous improvement initiatives across CRM, reporting, and commercial processes.
- Forecasting & Budgeting
- Assist in sales forecasting in collaboration with finance and supply chain teams.
- Monitor budget adherence and provide insights for resource allocation.
- Cross-functional Collaboration
- Work closely with Sales, Trade team, Digital marketing and supply chain teams to ensure alignment and support for sales initiatives.
- Collaborate with Regional teams to ensure consistency in metrics, methodologies, and strategy.
The minimum qualifications for this role are:
- Bachelor's degree in Business, Life Sciences, or related field.
- 5+ years of experience in sales operations / SFE in the pharmaceutical or healthcare industry including customer targeting & segmentation, field force territory design and incentive management.
- At least 3 years of experience in CRM Management (e.g. Veeva, Salesforce).
- Strong analytical skills with proficiency in PowerBI, Excel, pharmaceutical sales data sources (IQVIA, Symphony Health), and SFE, marketing & omnichannel metrics.
- Excellent communication and project management skills.
- Ability to thrive in a fast-paced, matrixed environment.
At Viatris, we offer competitive salaries, benefits and an inclusive environment where you can use your experiences, perspectives and skills to help make an impact on the lives of others.
