Associate Director, Sales and Revenue Planning

Genomic Health, Inc.
Job Location: 
Redwood City, CA
Job Description: 

The Associate Director, Sales & Revenue Planning is responsible for meeting the organization's information and analytical needs for all data falling within the business domain of Commercial Organization.

These data include but are not limited to: SARM/CRM, third party data purchased by the department, sales force incentive compensation data, claims data and payment data. Additionally, the Associate Director, Sales & Revenue Planning is responsible for overseeing the all sales force deployment activities such as alignments, targeting, sales force sizing & incentive compensation.. Finally, the successful candidate for this position will be responsible for the short-term revenue and sales forecast for the organization.

- Strong understanding of the oncology marketplace and the sales process of an oncology sales force.
- Partner closely withsales, marketing, sales management & senior management to determine their information and analytical needs.
- Work with finance, sales management & managed care management to develop, administer & assess
- incentive compensation plans and programs for the field sales organizations.
- Work with Customer Service to assist with their reporting and analytical needs for their operations.
- Collaborate with Quadax and GHI IT departments to ensure that all operational information and analytic efforts are closely coordinated.
- Partner with the GHI IT department to ensure that field sales IT needs are being appropriately addressed: this includes hardware, software and IT support needs.
- Periodically assess the FTE needs of the field sales organization and make recommendation to senior management on optimal sales force size and structure.
- Periodically review sales territory alignments and work with field sales management to ensure that territories are optimally aligned.
- Work with the Incentive Compensation Committee to meet all sales force compensation analytical needs and make recommendations to the committee on how we can best motivate the sales force.
- Administer the incentive compensation plan according in an accurate and fair manner.
- Participate in the company's planning process by developing an accurate 12 - 21 month sales and revenue forecast for each product/market.

- 5 or more years of management experience: staffing, directing, coaching & managing performance.
- 8 or more years of commercial experience in the diagnostics or pharmaceutical industry with a track record of increasing responsibility.
- 3 or more years of sales and revenue forecasting experience using time series methods.
- Working knowledge of SAS JMP.
- An understanding of incentive compensation design and administration.
- Strong understanding of the oncology marketplace and the sales process of an oncology sales force.
- Strong analytical & statistical skills with the ability to manage large quantities of data.
- Understanding of relational databases design and a working knowledge of SQL.
- Working understanding of online analytical processing (OLAP) methods and tools.
- Ability to use statistical methods to test hypotheses and measure promotional effectiveness.
- Technical mastery of SQL, MS Excel, MS Access & MS PowerPoint.
- Familiarity with revenue accounting terminology.
- Ease of working with internal and external groups with a demonstrated ability to assess needs and work with ambiguously defines business requirements.
- Outstanding written and verbal communication and public relations skills.
- Ability to track and manage multiple simultaneous tasks and projects.
- Strong organizational, prioritization skills.
- Recognized by others, internally and externally, for strong interpersonal and influencingskills.
- An excellent team player - highly effective in working with others.
- Highly effective at overcoming obstacles - tenacious and resilient

- Travel Requirements: 10% Travel
- Standing or sitting for long periods of time may be necessary
- Some lifting (greater than 25 pounds) may be necessary; Facilities, Materials and Engineering employees occasionally must
- lift at least 50-75 pounds.

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