Director, Field Operations and Insights - US

The Role

Moderna is building a modern commercial organization that is as innovative and transformative as its science. We are seeking a highly analytical and detail-oriented sales analytics specialist to join our dynamic Sales Operations team. The ideal candidate will be responsible for proactively analyzing sales data, identifying trends, and providing actionable insights that contribute to the company's strategic goals and sales effectiveness. We are a thought partner to the Customer Experience team - enabling them with the insights, capabilities, and tools to serve all our customers with excellence and deliver a transformational experience.

Here’s What You Will Do:

• Analytics and Reporting

  • Proactively analyze pharmaceutical sales data to uncover trends, patterns, and insights that drive business decisions and identify opportunities. 

  • Use statistical tools to enable effective selling processes, measure sales force impact and ensure effective implementation of strategies and tactics.

  • Ability to leverage large and complex sub-national datasets and succinctly distill insights into analytical presentations and sales performance discussions.

  • Create reporting platform for sales force and leadership to monitor sales performance and sales force productivity in collaboration with digital and sales leadership.

• Targeting and Alignments

  • Codevelop and execute the vision of the optimal commercial model in collaboration with sales leadership by providing analytical thought leadership.

  • Manage and lead overall targeting process by leveraging statistical techniques to segment and prioritize customers that aligns with overall brand strategy and organizational objectives.

  • Lead the analytical execution and delivery of the optimal field-force size, structure and alignment.  Partner with sales leadership on on-going alignment adjustments while maintaining a balanced optimal sales force design. 

  • Partner with sales team leads to provide key inputs into sales reporting and CRM tools which includes providing CRM required input datasets such as call plans.

• Incentive Compensation

  • Simulate the design and execution of innovative incentive compensation strategies and process in collaboration with sales leadership, finance, forecasting, digital and human resources.

  • Set territory level goals for sales teams by different customer types while maintaining alignment with national sales forecasts.  Report on attainment to goals on a regular basis to the field teams.

  • Provide field support in answering field crediting inquiries.

  • Accountability to manage and maintain crediting process documents to ensure transparency and compliance.

Here’s What You’ll Need (Minimum Qualifications):

• Bachelor’s degree in a quantitative field (e.g. engineering, statistics, mathematics, data science, life sciences, computer science, etc).

• 10+ years of biopharma industry experience in analytics and insights roles driving brand performance and sales force impact.

• 8+ years of experience in leading or serving on teams involved with the sales operations function (sales force size and structure, alignment operations, incentive compensation, field insights).

• 4+ years of experience with key pharmaceutical datasets, including sales data (e.g., DDDMD, claims data, etc.) and affiliation data (e.g., IQVIA OneKey, Veeva Open Data, Definitive, etc.)

• 4+ years of hands-on experience in coding and manipulating large datasets using Dataiku, R, Python, or SQL.

• Ability to interpret strategic questions and act upon the required analytics to answer immediate and follow-on questions while succinctly presenting results to leadership.

• Comfortable with ambiguity; able to effectively structure problems and solution approaches.

• Ability to work in a fast-paced dynamic environment with exceptional project management skills.

Here’s What You’ll Bring to the Table:

• MBA or advanced degree in a quantitative field preferred.

• 2+ years of experience in the vaccines market.

• 2+ years of experience with developing supervised and unsupervised learning models.

• Track record of developing and implementing innovative commercial models.

Moderna is pleased to provide you and your family with a comprehensive and innovative suite of benefits, including:

• Highly competitive and inclusive med