Director, Sales Operations

See job description.
May 13 2021
Other, Science Policy
Position Type
Full Time
Organization Type

Director, Sales Operations
China - Shanghai

Gilead Sciences, Inc. is a research-based bio-pharmaceutical company that discovers, develops and commercializes innovative medicines in areas of unmet medical need. With each new discovery and investigational drug candidate, we seek to improve the care of patients living with life-threatening diseases around the world. Gileads therapeutic areas of focus include HIV/AIDS, liver diseases, cancer and inflammation, and serious respiratory and cardiovascular conditions.

Making an impact on a global scale
Inclusion is one of the companys five core values. Thats because we know that we are stronger and more innovative at Gilead when we are informed by a diverse set of backgrounds, experiences and points of view. Gilead Sciences is a biopharmaceutical company that discovers, develops and commercializes innovative therapeutics in areas of unmet medical need. The company's mission is to advance the care of patients suffering from life-threatening diseases worldwide.

When you join Gilead, you join our mission to change the world by enabling people to live healthier and more fulfilling lives. Come join a mission-driven bio-pharmaceutical organization that values inclusion and diversity, has a strong portfolio of products, and is constantly #CreatingPossible

This position is based in Shanghai, reporting to Head of CP&O (Commercial Planning & Operations) in China, and serves as the lead of Sales Operations (Sales Force Effectiveness) for China, with 3 direct reports

Job Responsibilities:
  • Lead development, implementation and innovation of sales force effectiveness processes and tools:
    • Hospital / HCP coverage, segmentation and targeting
    • Sales force sizing, resource deployment and structure, territory alignment
    • Sales behavior (call / event) target setting & tracking
    • Sales target setting, allocation and forecasting
    • Coordinate with supply chain to ensure supply is met at country level
    • Sales incentive plan design, communication, calculation, payout analysis
  • Provide in-depth analytics-based and insight-driven reporting / recommendations to BU management team including sales performance, call / event execution, resource deployment, productivity / effectiveness, etc
  • Streamline / optimize sales operations process & tracking based on BU business needs
  • Enhance and upgrade automation / digitalization in sales operations systems / tools (MDM, DDI, CRM, sales planning tools, BI platform, etc)
  • Define appropriate methods / techniques / evaluation criteria, lead / train / coach direct reports, and manage costs / methods / resource allocation in sales operations team
  • Lead or serve as key project team member on cross-functional projects with sales, marketing, trade operations teams to report findings / projections on forecasting, inventory management, salesforce effectiveness or other performance indicators and ensure high quality sales operations support
  • Provides support to regional business leads on defining assumptions, generating regional inputs and outputs, monitoring key sales performance indicators and recommending changes to achieve goals
  • Stay abreast of and leverage Gilead best practices, and industry best practices
  • Responsible for ad hoc projects for BU or support CP&O initiatives

Knowledge, Experience and Skills:
  • 10+ years' experience in salesforce effectiveness in biotech / pharma industry covering all SFE aspects (CRM, target setting, territory planning, incentive, reporting, etc)
  • Strong data processing and data analytical skills
  • Strong cross-functional communication and project management skills
  • Be able to work independently and have the ability to manage multiple projects
  • Demonstrated leadership and people management skills
  • Shows integrity, tenacity, resilience and adaptability in complex situations and often changing environment
  • Excellent verbal, written and interpersonal skills to lead, interact with, resolve conflict and drive consensus among individuals from a variety of cultures and disciplines
  • High proficiency in English, both spoken and written
  • Familiar with typical healthcare industry SFE systems / tools (DDI, Veeva, Tableau)
  • Bachelor's degree required in relevant field, advanced degree is preferred (MS, MBA or Doctorate)


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  • SFE/(DDI, Veeva, Tableau)
  • (MBA)

For Current Gilead Employees and Contractors:

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