Director, Operations and Field Effectiveness

Categories: Commercial
Crinetics is a pharmaceutical company based in San Diego, California, developing much-needed therapies for people with rare endocrine diseases. We were founded by a dedicated team of scientists with the simple belief that better therapies developed from rigorous innovation can lead to better lives. Our work continues to make a real difference in the lives of patients. We have a prolific discovery engine and a robust preclinical and clinical development pipeline. We are driven by science with a patient-centric and team-oriented culture. This is an exciting time to join Crinetics as we shape our organization into the world’s premier fully-integrated endocrine company from discovery to patients. Join our team as we transform the lives of others.
 
Position Summary:
The Director, Operations and Field Effectiveness will lead the planning and execution of the Field Team Deployment Strategy to support the launch of the Crinetics portfolio. The incumbent will partner cross functionally to lead the development and rollout of the business KPIs, analytical and reporting solutions across the organization. He/ she will also manage the ongoing operations to facilitate the execution of the strategies for the Field teams.
 
Essential Job Functions and Responsibilities:
These may include but are not limited to:
  • Lead analytics to inform sales force sizing and structure, territory alignment, targeting and call planning, incentive compensation of the field sales force and account management, and field reporting
  • Focus on immediate and short-term (<2 Year) strategic planning horizon
  • Develop an analytics process and reporting framework for performance and field activity data and provide reporting on key performance indicators, including via dashboards. Support sales teams, account managers and leadership with insightful dashboards and ad hoc reports tracking KPIs and metrics linked to corporate goal
  • Lead the development, customization, implementation, and ongoing refinement of the technology solutions (CRM, Data Warehouse Solutions, Business Intelligence tool etc.) to ensure systems are aligned with the needs and deliverables of Commercial planning and operations
  • Facilitate interactions with the various internal stakeholders as well as external partners (HUB, SP, 3PL, Institutions, etc.) to implement data process workflows, metrics, KPIs and analytics to measure the success of commercialization efforts
  • Optimize and recommend data sources to be used across the Sales Planning activities across all field role types including data from Crinetics partners as well as data vendors
  • Prepare and provide content for periodic internal meetings (Executive Team, Commercial Team, Field Team meetings etc.)
  • Work with Data Management, IT, and other internal stakeholder to ensure proper loading of customer data, targeting refreshes, alignment management, and supplier data delivery receipt
  • Recommend IC Design Strategy for Field Teams based on brand and field leadership business objectives for annual IC Plans, as well as opportunities for Contests & Awards to ensure all incentive plans are motivational, compliant, and equitable
  • Plan and deliver IC Calendar to ensure all stakeholders are aligned and accountable in the quarterly processes in delivery of IC Goals, Data Delivery/Processing, Scorecards, Field leadership reviews, and Payout file deliverables
  • Manage the Fleet/ Car reimbursement program for all the Field Based Employees within the organization
  • Lead annual territory and quarterly capacity planning. Work with cross-functional strategy teams and sales leadership to optimize customer segmentation, account targeting, and routes to market
  • Provide leadership, career management and personal development to direct reports
  • Other duties as may be assigned to meet business needs
 
Education and Experience:
Required:
  • Bachelor’s degree in Business, Science, or related field 
  • 12+ years of experience working in Commercial Operations within the pharmaceutical or biotech industry, plus a minimum of 8 years in a supervisory role
  • Experience managing promotions and market research vendors
  • Experience in pharmaceutical situation analysis and brand planning
  • Ability to consolidate and present key findings to relevant parties
  • Ability to lead and partner well with internal operational delivery stakeholders including IT, Data Management, Data Suppliers, Compliance, Legal, and Vendor support companies to align and agree to deliverables, quality levels, and ongoing inquiry/operational support service levels
  • Proficient in pharmaceutical sales planning and incentive compensation design and delivery
  • High expertise in pharmaceutical sales data sources and data suppliers across retail, institution, and specialty pharmacy prescription and customer data sets
  • Business acumen and strategic vision to foresee strategic or executional opportunities and challenges around targeting and IC during a launch period
  • Competency in navigating large volumes of information to synthesize what is most important and actionable
  • Expertise in brand/sales leadership collaboration and consultation for plan design and engagement, field communications and support, and operational delivery of sales planning and incentive compensation components
  • Excellent communication, presentation, and external stakeholder engagement abilities
  • Ability to skillfully negotiate in tough/complex situations with both internal and external groups
Preferred:
  • A Master’s degree (MBA) is strongly preferred.
 
Physical Demands and Work Environment:
Physical Activities: On a continuous basis, sit at desk for a long period of time; intermittently answer telephone and write or use a keyboard to communicate through written means. Some walking and lifting up to 25 lbs. may be required. The noise level in the work environment is typically low to moderate. The physical demands described above are representative of those that must be met by an employee to successfully perform the essential functions and responsibilities of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions and responsibilities.
 
Laboratory Activities (if applicable): Biology and chemical laboratory environment experience needed. Environmental health and safety requirements also apply.
 
Travel:
You may be required to travel for up to 5% of your time.
 
The Anticipated Base Salary Range:  $185,000 – $222,000
In addition to your base pay, our total rewards program consists of a discretionary annual target bonus, stock options, ESPP, and 401k match. We also provide top-notch health insurance plans for employees (and their families) to include medical, dental, vision and basic life insurance, 20 days of PTO, 10 paid holidays, and a winter company shutdown.
The final salary offered to a successful candidate will be dependent on several factors that may include but are not limited to the type and length of experience and education. Crinetics Pharmaceuticals is a multi-state employer, and this salary range may not reflect positions that work in other states. Your recruiter can share more about the specific salary range during the hiring process.
 
Equal Opportunity Employer:
Crinetics is proud to be an Equal Opportunity Employer. We provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of sex, sexual orientation, gender (including gender identity and/or expression), pregnancy, race, color, creed, national or ethnic origin, citizenship status, religion or similar philosophical beliefs, disability, marital and civil union status, age, genetic information, veteran status or any personal attribute or characteristic that is protected by applicable local, state or federal law.
 
Vaccination requirement:
Following extensive monitoring, research, consideration of business implications, and advice from internal and external experts, Crinetics requires that all employees and contractors be fully vaccinated and have received the COVID-19 vaccines as a condition of employment. “Full vaccination” is defined as two weeks after both doses of a two-dose vaccine or two weeks since a single-dose vaccine has been administered. Anyone unable to be vaccinated, either because of a sincerely held religious belief or a medical condition or disability that prevents them from being vaccinated, can request a reasonable accommodation.