Experience

Scilex Holding Company

• United States
• Pharmaceutical Manufacturing
• 1 - 100 Employee

• Associate Director, Sales Operations

  • Sep 2020 - 3 years 4 months

  Palo Alto, California, United States Strategically built Sales Operations and Commercial Analytics function from the ground up. - Designing annual sales awards, quarterly incentive compensation plans, and bonus accelerators to drive the right behaviors and help maximize sales performance. - Establishing best-in-class Commercial IT infrastructure, Enterprise Data Warehouse, CRM and Customer Master process for all health care systems, organizations and providers in the Patient Journey, laying the foundation for best-in class… Show more Strategically built Sales Operations and Commercial Analytics function from the ground up. - Designing annual sales awards, quarterly incentive compensation plans, and bonus accelerators to drive the right behaviors and help maximize sales performance. - Establishing best-in-class Commercial IT infrastructure, Enterprise Data Warehouse, CRM and Customer Master process for all health care systems, organizations and providers in the Patient Journey, laying the foundation for best-in class insights to inform the Commercial Strategy. - Leading Data Strategy, maximizing the value of secondary data assets such as claims data, market access and payer data, wholesale and retail data. - Maximizing advanced ROI analytics for the ongoing improvement of Commercial Effectiveness. - Implemented Business Intelligence platforms for Sales and Payer Analytics driving regular enhancements on a sprint basis. Ensured audit readiness for IPO and successfully closed first internal audit. - Drafted Standard Operating Procedures for all functional workflows. - Setup all technical and financial processes for SOX compliance. - Data Management workflow automations. - IC Accrual and Payout processes. - Quota Methodology with traceable formulae. Modeling and training the Agile Thinking mindset to optimize timelines and milestones with portfolio expansion, consistently communicating dependencies and implications within the roadmap. Informing Total-Addressable-Market for Pipeline: - ZTlido (PHN); Gloperba (Colchicine); Elyxyb (Migraine); SP102 (Lumbar Radicular/Sciatica Pain) - Designed back-end and front-end Specialty Approval processes, streamlining HCP Exception handling compliant with Regulatory Affairs. Successfully rolled out all-new Sales Operations for Elyxyb launch at National Sales Meeting: - Targeting Strategy and Call Planning processes. - Multi-product portfolio IC Plan. - CRM enhancements and metrics therein. - Re-design of BI platform with all-new market definitions. Show less



Intersect ENT, Inc., Now Part of Medtronic

• United States
• Medical Equipment Manufacturing
• 100 - 200 Employee

• Manager, Sales Operations

  • Feb 2019 - Apr 2020

  Menlo Park, California Incentive Compensation; Data Management; Sales Reporting; Territory Alignments; Commercial Analytics.



Guardant Health

• United States
• Biotechnology Research
• 700 & Above Employee

• Manager of Sales Analytics/Effectiveness - Sales Operations

  • Sep 2018 - Jan 2019

  Redwood City, California -Delivered first Commercial Dashboard to the organization, aligned with Senior Management, Marketing, Sales and Finance. -Developed key metrics and defined benchmarks to drive sales and manage the business. -Semi-automated dashboard with Excel and Tableau, then fully-automated leveraging Alteryx. -Strategically designed Incentive Compensation for rollout at National Sales Meeting.



Pharmacyclics, an AbbVie Company

• United States
• Pharmaceutical Manufacturing
• 300 - 400 Employee

• Manager, Sales Operations

  • Jul 2017 - Sep 2018

  Sunnyvale, California -Led key data initiatives, partnering with IT to ensure complete, accurate and compliant commercial data for actionable insights across the commercial organization. -Strategic oversight of data flow, from upstream partners to live front-end performance reporting. -Wholesale, Specialty Pharmacy, and Hub data validated weekly prior to publishing analytics in IQ2020. -Strengthened third-party data vendor relationships and managed patient-level data for advanced analytics. -Developed… Show more -Led key data initiatives, partnering with IT to ensure complete, accurate and compliant commercial data for actionable insights across the commercial organization. -Strategic oversight of data flow, from upstream partners to live front-end performance reporting. -Wholesale, Specialty Pharmacy, and Hub data validated weekly prior to publishing analytics in IQ2020. -Strengthened third-party data vendor relationships and managed patient-level data for advanced analytics. -Developed quarterly target lists and delivered call plans to Sales leadership. Show less



CareDx, Inc.

• United States
• Biotechnology Research
• 400 - 500 Employee

• Manager of Sales Operations

  • Feb 2017 - Jul 2017

  Brisbane, California -Presented Total Addressable Market to CCO, CEO and members of the Board. -Gained support from R&D, Lab Operations, Sales, Marketing and Medical Affairs. -Partnered cross-functionally in launching new product. -Developed Sales Forecast process and assembled Commercial Forecast Committee. -Strategically aligned CCO,CFO and FP&A Manager around the first Sales Forecast within the organization. -Influenced CCO, CEO, CMO, and CFO toward adopting a newly proposed… Show more -Presented Total Addressable Market to CCO, CEO and members of the Board. -Gained support from R&D, Lab Operations, Sales, Marketing and Medical Affairs. -Partnered cross-functionally in launching new product. -Developed Sales Forecast process and assembled Commercial Forecast Committee. -Strategically aligned CCO,CFO and FP&A Manager around the first Sales Forecast within the organization. -Influenced CCO, CEO, CMO, and CFO toward adopting a newly proposed process. -Ensured support system designed for multi-product portfolio with launch of second product. -Identified future risk with existing data model and persuaded CCO, CEO and CFO to invest in architecture updates for continued development of valuable insights. -Formed a 'tiger team,' joining Clinical Informatics, Sales, Medical Affairs and Customer Experience leadership to improve commercial analytics. -Designed and implemented new Incentive Compensation plan for both new and existing products. -Strategically aligned CCO, CEO, CMO, CFO and Head of HR in the IC design process. -Expanded IC Committee to include Directors of Sales, Head of Medical Affairs, and Director of Reimbursement. Show less



Genomic Health

• United States
• Biotechnology Research
• 100 - 200 Employee

• Senior Analyst, Commercial Operations

  • Mar 2015 - Feb 2017

  Redwood City, California -Partnered with IT and BI leadership to build the right data strategy, aligning commercial business needs with roadmap and validating dependencies before gathering business requirements from Marketing and Sales. -Designed targeting strategy for Marketing leadership with insights from third party data and customer segmentation, across product portfolio and by business line. -Successfully rolled out dashboards and reports to Sales leadership, via Tableau, SFDC Wave Analytics, Visual Basic… Show more -Partnered with IT and BI leadership to build the right data strategy, aligning commercial business needs with roadmap and validating dependencies before gathering business requirements from Marketing and Sales. -Designed targeting strategy for Marketing leadership with insights from third party data and customer segmentation, across product portfolio and by business line. -Successfully rolled out dashboards and reports to Sales leadership, via Tableau, SFDC Wave Analytics, Visual Basic (VBA), Access, and Excel. -Leveraged Tactician mapping software with third party data to deliver market potential insights to Marketing and Sales, to develop optimal sizing, alignment, and compensation. -Led incentive compensation process improvement, partnering with Finance and IT, through implementation of Xactly incentive compensation software and integration with SFDC. -Presented annual and quarterly compensation plans to Sales leadership and Executive IC Committee. Show less



Digimarc

• United States
• Software Development
• 100 - 200 Employee

• Operations Manager

  • Jul 2014 - Dec 2014

  San Mateo -Led international data analysis team of 100. -Translated operations and support requirements into oDesk.com to feed data through to weekly and monthly reporting, driving the data to deliver metrics and reduce costs. -Delivered timely information to President and CEO using Tableau to present data analyses with summarized reports. -Managed process change to drive down costs.



CCGroup Inc.

• United States
• Software Development
• 1 - 100 Employee

• Operations Manager

  • Jul 2013 - Jul 2014

  San Francisco Bay Area • Led and mentored operations team of healthcare software product specialists and data analysts. • Executed semi-annual release of company clinical guide and managed teams cross-departmentally to consistently drive project to completion. • Delivered timely information to senior management, presenting data analyses with summarized reports. • Managed process for software deployment and implementation, providing support and training to end users. • Facilitated business requirements… Show more • Led and mentored operations team of healthcare software product specialists and data analysts. • Executed semi-annual release of company clinical guide and managed teams cross-departmentally to consistently drive project to completion. • Delivered timely information to senior management, presenting data analyses with summarized reports. • Managed process for software deployment and implementation, providing support and training to end users. • Facilitated business requirements between business users and IT. Show less



Propel Fuels

• United States
• Renewables & Environment
• 1 - 100 Employee

• Operations Analyst

  • Jul 2010 - Jul 2013

  Redwood City, CA 1. Designed company’s first purchase to pay summary (P2P) to effectively illustrate repairs and maintenance expenses, compliance and regulatory fees, and customer retention costs. • Created and owned monthly close process and accruals for operating expenses. • Built business logic to capture all purchases and trace costs as they flowed through to the profit and loss statement on a monthly basis. • Developed an estimation model with reliable cost assumptions based on service date and… Show more 1. Designed company’s first purchase to pay summary (P2P) to effectively illustrate repairs and maintenance expenses, compliance and regulatory fees, and customer retention costs. • Created and owned monthly close process and accruals for operating expenses. • Built business logic to capture all purchases and trace costs as they flowed through to the profit and loss statement on a monthly basis. • Developed an estimation model with reliable cost assumptions based on service date and priority to lower repairs and maintenance expenses. • Scheduled amortization of compliance and regulatory fees based on agency invoice date and cash payment date to better align the schedule of fees and deliver a reliable forecast. 2. Analyzed cash card programs with Microsoft Excel Pivot Tables and presented revenue analysis with clear illustration of customer behavior, station operator behavior, and overall program net benefit. • Influenced Director of Marketing to focus new campaigns on specific market segments with cash-heavy customer base and effectively increased customer count by over 15% in 1 quarter. • Inspired District and Regional Managers to influence more station operators to adopt the cash card program. Show less



U.S. Department of Justice

• United States
• Law Enforcement
• 700 & Above Employee

• Program Analyst / Auditor

  • Jun 2009 - Feb 2010

  San Bruno, CA Performed internal program audits, interviewing government officials to gain insight and better understanding of current program processes and procedures. Traveled 40% of the time to conduct preliminary and follow-up interviews in the field. Analyzed processes, workflows, support systems, and documentation to determine program compliance and funding allocation. Presented written analysis along with program recommendations to both the Regional Audit Manager and the… Show more Performed internal program audits, interviewing government officials to gain insight and better understanding of current program processes and procedures. Traveled 40% of the time to conduct preliminary and follow-up interviews in the field. Analyzed processes, workflows, support systems, and documentation to determine program compliance and funding allocation. Presented written analysis along with program recommendations to both the Regional Audit Manager and the overseeing Program Manager for further evaluation. Provided written recommendations to interviewed government officials in the follow up interview process. Presented program progress updates to the audit team, the Regional Audit Managers, and the overseeing Program Manager as needed. Show less