Nov 06, 2019

Lead Market Access Sales Operations

  • Professional Diversity Network
  • Deerfield, IL, USA
Full-Time Manufacturing

Job Description



Job Summary
Responsible for leading designated sales operations function that will enable leadership, market access sales, along with internal and external areas in support of the Pharma and Global Market Access division to deliver against sales strategies to win new business, retain current business, and grow/pull-through current client business. Under limited supervision, responsible for being the point of contact for MMS&AM Business Segments, Walgreens Business Units, and various other internal/external stakeholders as needed to support sales performance needs such as: leading, compiling and communicating between various Business Units (BUs), support functions and segments in support of further client and/or prospect in the sales cycle (such as: strategic client reviews or needs, continuous improvement processes). This role will lead by obtaining feedback, gaining buy-in from leadership plus participating in continuous improvement projects as well as continuous improvement for current processes to deliver most effectively value added insights on processes and tools while collecting and sharing transparent information with the MMS&AM team. Responsible for understanding business segments and business units needs and building relationships within the organization that will allow for integrated analysis and enable them to provide suggested improvements to processes and policies to better meet customer needs (internal and external) that will maximize field effectiveness and pull through of opportunities. Responsible for directly managing medium to large divisional level projects that will drive efficiencies and more effective value, training, rollouts and coaching new and existing employees. Assists and drives intermediate to complex trainings and rollouts in partnership with the Communications & Training lead, Payer Insights & Analytics and other departments as deemed necessary. Assists in resolution of internal customer issues and concerns while maintaining clear communication regarding expectations. Will be support SME for various tools across the division in order to drive alignment and efficiencies. Proactively share knowledge with MMS&AM and the Business Unit teams to achieve objectives, and increased customer satisfaction. Guides management on sales operations related matters and decisions that impact company financials. Manages daily process and program design inquiries for multiple business segments/units. The position will engage in driving change as needed to improve financials for the organization and/or to assist in the response to complex requests.

Job Responsibilities
  • Performs as the lead sales operations designated point of contact for MMS&AM segments, Business Units, and all other areas that fall under Pharma and Global Market Access. Will lead the sales operations ownership of various business unit/segment information necessities including but not limited to: business renewal, sales planning and pull through, specialized sales cycle projects, collaboration with Bio Pharma/SPx sales teams, key contributor to trainings and rollouts, Company Profiles and Snapshots, Market Overviews, Strategic Overview, Strategic Leadership BU/Market Meetings, and Product Specific Playbooks.
  • Partners with leadership to maintain a strong understanding of the key business drivers of the sales areas, specific business processes and priorities, and future strategic direction of sales. Collaborates with management and support teams to ensure execution, and delivery of customer value and positive business results. Develops and fosters a cross-functional team approach, providing insight and support to all levels of the business team.
  • Collaborates and manages with business unit stakeholders to define and continuously improve key processes and documentation applicable to sales cycle, standards and process management. Establishes and monitors project requirements, priorities, and deadlines.
  • Owns the business requirement gathering and documentation process for sales process initiatives with key business unit leaders or other stake holders to ensure process alignment with group strategic goals. Organizes leadership feedback to construct recommendations for processes and coordinates with Payer Insights & Analytics, sales operations, strategic finance and others to execute on implementation.
  • Conducts internal and external quarterly research interviews and provide assistance related to strategic project planning for longer term programs as well as broader sales team needs. Continually reviews and analyzes processes to enhance efficiencies.
  • Responsible for establishing, building and developing liaison relationships with key individuals throughout the Walgreens enterprise to assist sales in navigation and collection of information, reports and insights.
  • Supports and/or leads as needed regular training, rollouts, and communication needs to leadership and the field; proactively suggest improvements to the policies and procedures to better meet customer needs as well as drive motivating and measurable programs. Addresses issues with appropriate teams to develop plan of action. Identifies and drives opportunities to improve processes and practices. Works with business and functional teams to develop consistent management reporting and processes.
  • Participates as key contributor for sales segment, business unit, or enterprise strategic projects that align with strategic goals and objectives to drive process improvement and/or revenue growth and retention for sales ensuring the best possible solution is provided from a user perspective.
  • Leverages healthcare, market/industry data and analysis to use in building as needed business cases for sales colleagues.
  • Collaborates with Marketing and other departments to ensure that collateral and presentation content optimally supports sales needs. Leads process to ensure streamlined and timely approach while suggesting enhancements as appropriate for all lines of service while acting as SME for SAVO tool to ensure full usage and understanding of the tool's capabilities.
  • Responsible for ensuring the creation of all ad-hoc Salesforce reports Salesforce reporting for segments and business units. Includes reports designed for, but not limited to: pipeline, wins, loss, product detail, activity, collaboration. Identifies key needs for additional tracking and work with Payer Insights and Analytics for dashboard development and / or additional enhancements needed as related to tracking and reporting (includes new fields necessary in Salesforce, identified needs for higher level report through Good Data, etc.) This requires a high level understanding of the segments compensation plan.
  • Prepares, communicates and collaborates with various levels of senior management on identified issues to develop solutions and/or recommendations through continuous improvement projects.
  • Support SME for various tools across the division, as needed, in order to drive alignment and efficiencies including but not limited to:, SAVO, GoodData, Brainshark, Hoovers, HealthLeaders, Onvia, Pardot, and Xactly.
  • Supports the identification, process, and review of various metrics to measure the performance and effectiveness of the sales incentive plans.



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