Dan Cushman is the senior director of sales analytics and operations at MMIT. He joined the company in October 2019 to build the sales operations team, which works to drive efficiency among the sales teams and their support staff. Cushman and his team also aggregate data on various products and sales, analyzing that data and making recommendations for actionable insights to drive revenue.
What do you do, in your own words?
My team and I are responsible for ensuring that the internal operations within the commercial team are running smoothly. This allows the sellers and all the supporting teams to be more efficient and help drive revenue. We look at sales, analysis and planning, financial operations, information systems, onboarding, enablement and various cross functional support programs. It’s essentially handling a lot of the administrative day-to-day functions within the commercial team.
Can you tell me more about sales operations?
You have the sales team, you have the business development team — the people who help source the deals for sales — and then you have a solution consulting team that provides technical support during the sale, and they all provide a lot of expertise. Then you have sales operations, who handles more of the numbers, process and technologies.
You’ll have sellers who spend too much time with administrative items, like entering data. What my team does is we provide some simplicity to it, we streamline things so that instead of them spending two hours a day on stuff that is not selling, we’ll get that to 30 minutes a day.
Where does the analysis part of your team come in?
If we’re thinking about insights in terms of a general forecasting perspective, we can provide insights on where our pipeline is coming from, where our pipeline is dropping off, where we are losing business and where are our competitors are beating us.
If I see something pop up, and I’m like, “wow, this is a really good insight,” I will float that upstream to my chief commercial officer and say, “this is what I’m seeing. If we change this, it could change the course of revenue, or help expand the business.”
How did you join the company? What in your background brought you to pharma?
I have a history in the health care space over the last 16-plus years; there’s a lot of overlapping connections to the MMIT world. I’ve always had an awareness of market access,
and the prowess that MMIT exemplifies. I was brought on to build out a sales operations function. For me, it was too good to pass up. There was no dedicated team to perform this function, so it was a team of one when I joined last year.
What your day to day like?
Each day is unique in terms of our scope. And to me, that’s what makes it exciting. Depending on the time of the month, quarter or year, along with other factors, it usually involves being deeply engaged in analytical exercises, tackling operational items or simply planning for the next year.
What larger projects have you been working on?
One of the biggest things we’ve focused on is improving the organizational tools we use to track sales. We’re making progress in terms of the data that we’re storing, and the various pieces of information that we’re tracking. This in turn makes it a bit easier to say, “okay, here’s an area that we should be targeting.” It allows our sales team to have an all-encompassing look at their accounts, and what their deals look like. You can’t drive revenue if you’re not capturing the right information.
What’s been the most exciting part of your role?
Being part of an expansion function is really rewarding. You’re able to come in, devise a strategy and work from a clean slate. It’s all been a culmination of my entire career, to kind of say, “what’s the expertise that I’ve gained and how can I apply that to a blank slate to make the company more effective?”
What do you like about MMIT?
For me, it’s the people. There are a lot of really sharp people at MMIT. Everyone’s willing to roll up their sleeves and get their hands dirty. There’s a real entrepreneurial feel to MMIT, especially for the people that have been here for a while that have seen the company evolve. And for me, that’s in line with my personality, and how I approach business in general.
What does MMIT do, in your own words?
MMIT smooths access to therapies and leverages data to provide transparency across the commercial landscape. I just don’t see any competitors doing things the same way. We’re really in a unique position because of the level of service that we provide and the granularity of data that we provide — it’s of much higher quality than any of our competitors.
Where do you see MMIT in five years?
As MMIT grows as a company, I would anticipate further acquisitions, so there will be a lot of growth, which opens more opportunities for bringing on new technologies, new types of analytics, and new ways of thinking that will make the sellers’ jobs easier.
What do you like to do in your free time?
My wife and I got into kayaking this year, so that’s been exciting to explore a new hobby. We’ve also gotten involved with building Legos, which has allowed us to kind of spend some quality time together without the interference of our various technologies. Outside of that, you can kind of generally find us binge watching shows on Netflix or just hanging out with our four dogs.
by MMIT Team