Senior Director, US Field Excellence & Operations

Cytokinetics is a late-stage, specialty cardiovascular biopharmaceutical company focused on discovering, developing and commercializing first-in-class muscle activators and next-in-class muscle inhibitors as potential treatments for debilitating diseases in which cardiac muscle performance is compromised. As a leader in muscle biology and the mechanics of muscle performance, the company is developing small molecule drug candidates specifically engineered to impact myocardial muscle function and contractility.

Job purpose

The Senior Director, US field Excellence and Operations is accountable for, providing analytical and operational expertise to the Cytokinetics customer-facing organization, in preparation for launch and commercialization of aficamten and future pipeline products.  This role offers the opportunity to be a key driver of the successful launch of aficamten across Sales and Marketing and is part of a highly engaged, collaborative customer facing team.  This Individual will report directly into the ED, Operations Strategy and Business Insights

Responsibilities

The Senior Director is a key business partner to Commercial (e.g. Sales, Market Access, IT, Marketing) leaders and will lead a team responsible for the design and execution of targeting, sizing and deployment, sales goals, and compensation plans that incentivize the desired behaviors and enable the sales team to reach its goals compliantly

Augmented Sales Analytics (Data)

• Maintain and evolve human and technology infrastructure for sales analytics, sales reporting, artificial intelligence, and secondary analytics.
• Be expert at translating data and information into meaningful insights and recommendations to create personalized call plans for key customers in the community and institution settings including “disruption” and “white space” analysis.
• End-to-end ownership of Incentive Compensation including plan design, operationalization, compliance, and monitoring.
• Improve the precision, customization of call planning based on advanced quantitative data analyses leveraging multiple datasets for Hospital and Cardiology Teams
• Collaborate with the Sr. Director, Forecasting & Commercial Analytics to enhance targeting, effectiveness and ROI assessments of Brand Strategies and Tactics
• Proactively identify “real-world” opportunities and gaps in strategy/tactical execution through strong engagement with field-based colleagues.
• Monitor the external environment to stay up to date on leading analytic capabilities, both within and outside of pharma, which can be applied within the organization.
• Understand database structure and processes and contribute to the development and execution of effective data mining including dataset preparation, data cleansing/audits, data exploration, modeling, model deployment, and model assessment.
• Lead and conduct quarterly functional reviews to share insights and analysis on business, brand, and market issues.

Commercial Operations (Build and IT)
Establish sales operations requirements for customer facing organization sizing, targeting, and deployment, sample management, fleet management, tools to support implementation of digital strategy, incentive compensation, and field force reporting. Inform sales force size and structure for full pipeline throughout the life cycles.

• Collaborate with IT to design, build, and maintain all commercial technology solutions (including Veeva CRM, speaker management solutions, KOL database tools, commercial data warehouse, analytics/reporting platform, and others as required). Track and report key metrics for building and maintain platforms related to these programs.
• Lead implementation for devices and software in collaboration with IT to enable video details.
• Maintain and evolve (in conjunction with IT) a field support function, providing one-stop service hub for field users to support hardware, applications, materials, etc.
• Manage product sample distribution system and automobile/fleet program for customer facing organization.
• Lead annual projects at the request of Commercial leadership, which may include field force structure sizing and deployment, resource allocation, performance reporting, and field technology innovation projects
• Conduct sub-national growth drivers analyses and working closely with market access and data science teams to build local resource allocation models and pull through strategies.
• Support Senior Leadership deliverables such as Board of Director reviews, Ql Business Reviews, Company Meetings, and more.

Digital Implementation

• Responsible for identifying, developing, and implementing a customer facing digita