Shire US Immunology Sales Operations Lead in Lexington, Massachusetts

This role will lead and coordinate a team that is responsible for the delivery of Sales Operations functions in support of the Immunology Franchise.

  • Player coach who can grow and develop a high performing team

  • Responsible for all field based ops and execution tools such as Veeva, sales dashboards, and other apps intended to make the sales person more efficient and make better decisions

  • Consult with franchise leadership to develop overall sales strategy

  • Facilitate the development of motivating IC plans, effective alignments, and optimized sizing

  • Consult with marketing on the roll-out of key initiatives to ensure quick up-take and effective implementation by field sales

  • Lead the measurement of sales execution through the development, monitoring and reporting of KPIs

  • Proactively form critical questions about sales execution, initiate relevant analytics and propose then operationalize solutions

  • Lead the process of developing high impact POAs that meet franchise objectives

  • Inform/Guide sales training by providing critical insights into sales performance and existing knowledge and skill gaps

  • Lead sales communications initiatives and help the sales and business leads develop an effective field communication strategy

  • Drive innovation and lead the Immunology Sales Force Operations function to best in class in the Rare Disease space

  • Partner with Sales Operations Leads in other Franchises to identify best practices


  • This role will coordinate delivery of Sales Operations functions (Sales Insights, Sales Force Deployment, and Communications) within the US Immunology Franchise. Including, the assessment of current systems, development KPIs, monitoring performance, and design recommendations.

  • Coordinate with US Immunology BIO Team

Education and Experience Requirements

  • A Bachelor’s degree or equivalent.

  • 10 years Sales Analytics, Sales Operations, Sales Leadership, or Sales experience or related experience

  • Ability to effectively lead a high performing team

  • Strong analytical skills with the capability to appropriately define issues, questions and to think creatively about different ways to analyze data and information.

  • Functional working knowledge and clear understanding of the pharmaceutical sales process.

  • Ability to work well with others and properly manage work with counterpart(s) at a global level.

  • Strong interpersonal skills with demonstrated ability to influence/motivate stakeholders and drive toward consensus.

  • Excellent presentation skills with the ability to establish logical flow and story and skilled in choosing best graphic representation for points to be made. Experienced presenting to senior management.

  • Strong proficiency in Microsoft Excel and Power Point.

  • Experience in the pharmaceutical or biotech industry required.

  • Experience of working with multiple stakeholders across a range of product categories and markets.

  • In depth understanding of senior sales and marketing managerial expectations and requirements in pharmaceutical industry.

  • Strong experience of working with multiple stakeholders and vendors to develop best in class solutions.

  • Demonstrable capability in managing large scale, cross-functional projects.

Key Skills, Abilities, and Competencies

  • The role will require the business acumen and industry experience to develop recommendations for senior executives, perform effective project management and develop meaningful partnerships with the Business Units sales and marketing teams.

  • Experience dealing with various interrelated, interdependent systems. Experience leveraging systems for process enablement and to provide compliance solutions. Demonstrated ability to provide high level influence without formal authority.

Builds a Collaborative Culture

  • Builds and models a culture of questioning and constructive challenge to foster openness and candid dialogue

  • Listens to and carefully considers others’ perspectives, especially to manage and resolve conflict

  • Acts with an understanding and sensitivity to others locally and globally, internally and externally

  • Encourages accountability and responsibility that enables others to act with integrity

  • Leads with Strategic Agility

  • Sets and clearly articulates a compelling vision for the future that fosters enthusiasm

  • Develops bold strategic plans and crafts pragmatic solutions to implement them

  • Recognizes opportunities and challenges and modifies strategy accordingly

  • Moves easily between addressing current needs and planning for the future with informed insight

  • Considers marketplace and economic forces and trends in making sound business decisions

  • Navigates Change

  • Decides and acts, even when faced with uncertainty

  • Clearly communicates the need for change and is actively responsive to the resistance it can evoke

  • Anticipates and proactively addresses the conflict and ambiguity inherent in change

  • Quickly focuses on the critical issues while prioritizing current work

  • Develops Organizational Capability

  • Inspires passion for growth and change in Shire’s people

  • Builds and fosters effective teams in a global matrix organization

  • Considers and addresses business and development needs both locally and globally

  • Drives Innovation

  • Generates breakthrough solutions, and enables others to do the same

  • Draws on unexpected or seemingly unrelated ways of thinking

  • Operates from a framework of possibility

Complexity and Problem Solving

  • Very complex decisions involving multiple constituencies. Decisions are multi-faceted and involve multiple interdependencies. Will provide recommendations based on solid analysis of data and insight generation.

Internal and External Contacts

  • Highly collaborative and influential role interacting with senior management and stakeholders including BU Lead, Head of Sales, Commercial COE, PSTLs.

Other Job Requirements

  • 20% Travel as required supporting Shire’s current & emerging footprint. Duties will sometimes call for early or late meetings and/or attendance to meetings on holidays and weekends.

Equal Employment Opportunity

Shire is an Equal Opportunity Employer committed to a diverse workforce. Shire will not discriminate against any worker or job applicant on the basis of race, color, religion, gender, national origin, ancestry, age, sexual orientation, marital or civil partnership status, pregnancy, gender reassignment, non-job related mental or physical disability, genetic information, veteran status, military service, application for military service, or membership in any other category protected under law.

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Reasonable Accommodations

Shire is committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or in order to perform the essential functions of a position, please call 484-595-8400 and let us know the nature of your request and your contact information.

Shire is the leading global biotechnology company focused on serving people with rare diseases and other highly specialized conditions. We strive to develop best-in-class products, many of which are available in more than 100 countries, across core therapeutic areas including Hematology, Immunology, Neuroscience, Ophthalmics, Lysosomal Storage Disorders, Gastrointestinal/Internal Medicine/Endocrine and Hereditary Angioedema; and a growing franchise in Oncology.

Our employees come to work every day with a shared mission: to develop and deliver breakthrough therapies for the hundreds of millions of people in the world affected by rare diseases and other high-need conditions, and who lack effective therapies to live their lives to the fullest.