Sr. Manager, Field Operations & Analytics – Ophthalmology

Apellis is looking for a Sr. Manager, Field Operations & Analytics, who will play a key role in supporting US commercial operations for SYFOVRE (pegcetacoplan injection) for the treatment of Geographic Atrophy (GA). The individual will be accountable for designing, managing, and administering the field sales incentive compensation (IC) program in close collaboration with US commercial leadership and cross-functional partners, supporting field operations, and driving insights into sales execution. The ideal candidate should be experienced in biopharma field operations, IC plan design/implementation/administration, and performance analytics at a biopharma organization or a life sciences consultancy. The Sr. Manager will report to the Sr. Director of Business Intelligence and Commercial Operations, Ophthalmology.

Responsibilities:

• Represent the Business Intelligence & Commercial Operations function within the Ophthalmology sales team and own the field Ophthalmology CRM requirements gathering, testing, implementation, field force call planning, call reporting, customer segmentation, and targeting tools
• Lead the design, implementation, and administration of the Ophthalmology incentive compensation (IC) and sales performance incentive fund formula (SPIFF) programs for field sales
• Support Presidents Club administration for the Ophthalmology sales team
• Develop and maintain changes to field sales territory alignments, realignments, and targeting; ensure that Apellis and competitor performance data is accurately reflected in incentive compensation calculations and rankings
• Ownership of internal dashboards, including management of vendor, project/sprint management, ensuring data integrity/accuracy/quality of field and HQ reports and dashboards
• Closely partner with Ophthalmology sales analytics lead and field sales to maintain updates to customer master attributes utilized for IC and sales reporting, such as customer alignment address and specialty
• Identify and implement improvements to customer master data quality; identify variances and issues with data integrity to ensure proper and compliant communication of data

Required Capabilities:

• High Analytical Horsepower – ability to source, manipulate and analyze data using standard tools (Excel, Power BI) to effectively present and defend analyses
• Strong Project / Deliverable Management – ability to deliver moderately complex analytical investigations and cross-functional projects with limited guidance
• Basic Information Variety – familiarity with incorporating qualitative and quantitative inputs into projects
• Vendor Management – experience leading and/or managing data analytics vendors
• Core Strategic Thinking – ability to absorb and logically structure information into analytical deliverable outputs with established / known frameworks and tools
• High Customer-Orientation – internal customers as a service partner to Brand, Field, Market Access, and other functions
• Strong Communication Skills – both efficient and succinct in verbal and written communications/ deliverables; able to distill complex analyses into meaningful insights and conclusions for an executive audience
• Cross-Functional Collaboration and Project Management – able to collaborate effectively with various functional partners to probe/ask questions, gather required information for analysis and participate as a value-added cross-functional project or brand initiative team member/partner representing Commercial Operations
• Independent – able to manage workload with limited guidance and support in prioritization; effective managing to expectations and ability to scope/prioritize work with relatively high independence
• Organizational Skills – thoroughly registers/documents each assumption/input/output of IC and other field-related analyses
• Foresight / Anticipatory Thinking – ability to proactively foresee evolving business and team needs and formulate solutions
• Executive Presence – high comfort in delivering and defending analyses/recommendations, including highly-sensitive topics to executive management; proven ability to deliver succinct, effective messages both in verbal and written formats

Qualifications:

• BA/BS degree; MBA or MS in biological sciences, statistics, data science, or analytics preferred
• Minimum 4-6 years of relevant experience within a biopharma organization or consulting firm supporting the healthcare industry with a significant focus on IC design and administration
• Retina and/or buy-and-bill experience preferred
• Solid understanding of commercial business and industry standard datasets (buy-and-bill commercial model, specialty distributor shipment data, claims)
• Strong analytical