Sales Operations Analyst

JOB TITLE: Senior Sales Operations Analyst

LOCATION: Seaport, Boston, MA (hybrid 3 days in office)

DEPARTMENT: Business Analytics

DATE PREPARED: 04/22/2025

JOB SUMMARY:

The Senior Sales Operations Analyst will aid the continued success of field applications and enable the broader AVEO team by uncovering actionable insights to optimize processes and inform strategies/decision making. This role will support sales operations activities such as Incentive Compensation (IC) administration and reporting, administration of Veeva CRM and associated platforms, call plans, and target feedback. This role will conduct analyses on field performance, customer targeting, and segmentation to improve customer engagement and commercial performance. This individual will support various commercial and medical field-based teams and support AVEO in its goal of becoming a Top 20 oncology company.

REQUIRED QUALIFICATIONS/EXPERIENCE (BASIC QUALIFICATIONS):

Education:

* Bachelor's Degree in Business, Economics, Computer Science, Sciences or similar area

Experience:

* 3-5 years in analytical roles in a high-growth environment (sales operations analyst, business analyst, business intelligence analyst, IC analyst or similar). Previous experience or interest in life sciences, medical devices, healthcare or diagnostics is preferred.

Responsibilities:

* Sales Support & Planning:

o Support targeting and account segmentation by analyzing AVEO customer data and market dynamics. Activate segments throughout the AVEO ecosystem and vendor partners. Ensure data flows are operational and data is in sync.

o Administer and configure call plans and target feedback for field sales team. Collect, steward, process feedback, and deploy plans accordingly.

o Ensure the consistency and accuracy of the delivery of data, insights or activities throughout various commercial applications.

o Analyze sales data, landscape & field performance data to uncover trends.

o Manage the AVEO field rosters via Veeva Align platform.

o Administer monthly fleet program reimbursements and offer routine analysis.

o Support creating training materials and providing CRM platform user training.

* Incentive Compensation Administration & Performance Analytics:

o Administer quarterly IC plans in AVEO's custom IC management platform. Configure plan elements into requirements for live, automated IC calculations.

o Continuously enhance existing and design new in-platform performance analytics for executive leadership, field sales leadership, and Oncology Account Managers with budget, sales trends, IC trends, sales contests, & IC plan health analyses. Provide timely resolutions to field IC inquiries.

o Maintain and adapt sales goal models for quarterly approval and distribution.

o Monitor IC performance & conduct health analyses to ensure plan aligns to AVEO's IC Philosophy.

o Prepare IC presentations, payouts, and business rule documents for various internal stakeholders and IC plan participants.

o Develop training content & provide training for platform users.

* CRM & Omnichannel Analytics & Reporting:

o Design, configure, maintain, and train on dashboards across AVEO analytics platforms including CRM, Tableau for Omnichannel, Datorama, and ThoughtSpot. Design clear, thoughtful visuals for internal stakeholders of various functions/roles and analytical proficiencies. Collect stakeholders' business needs and translate into visualizations and reporting requirements.

o Experience with industry data sources such as claims and dispenses is desirable.

o Collaborate cross-functionally with teams such as business analytics, field sales, marketing, medical affairs, market access, and thought leader engagement.

o Support broader business analytics and commercial teams as required.

o Support in the creation of process documentation as necessary.

Technical Skills:

* A successful candidate will have a combination of strong hands-on technical experience in managing commercial applications, developing analytics, and the ability to connect their findings back to the business.

* Advanced data visualization, data manipulation, report development, and data analysis skills. Ability to work with datasets and extract valuable insights from data. Advanced proficiency in MS Excel is essential. SQL proficiency is helpful.

* Strong technical acumen with ability to create clear visualizations to inform strategy or and build a story for nontechnical stakeholders.

* Salesforce or Veeva CRM experience as an admin or business user, Tableau or similar BI platform development experience is required.

Desired Attributes:

* A self-starter mindset with a high sense of urgency and focus on efficiency and accuracy.

* Drive to continuously improve as an analyst and improve the effectiveness of applications and analytics. Inherent curiosity to challenge the status quo and ask why?

* A team player with the ability to collaborate with internal teams and external partners.

* Adaptability to thrive in a fast-paced and dynamic environment, with a capacity to navigate changing priorities and multiple projects simultaneously.

* Excellent communication and presentation skills, with the ability to engage and share insights with stakeholders across all levels of the organization.

About AVEO:

AVEO is a commercial-stage, oncology-focused biopharmaceutical company committed to delivering medicines that provide a better life for patients with cancer. AVEO currently markets FOTIVDA (tivozanib) in the U.S. for the treatment of adult patients with relapsed or refractory renal cell carcinoma (RCC) following two or more prior systemic therapies. AVEO continues to develop FOTIVDA in immuno-oncology combinations in RCC and other indications, and has several other investigational programs in clinical development. AVEO is committed to creating an environment of diversity, equity and inclusion to diversify representation within the Company.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.