Sr. Manager, Commercial Analytics & Insights

Job Description:

The Senior Manager, Commercial Analytics & Insights is a hybrid role requiring 50% on-site presence. As a member of the US Commercial Excellence team reporting into the Director of Commercial Analytics & Insights, this individual will lead and perform analytical projects to support key marketing and sales strategic objectives. They will act as a strategic partner to Sales, Marketing, Forecasting, and other cross-functional teams, playing an instrumental role in answering key business questions through analytics and insights. Key Responsibilities include (but not limited to):

• Lead projects in the arears of Business Performance Analytics, Sales Force Optimization, ROI/Impact Analysis on Marketing tactics, Forecasting, Digital Marketing Analytics, and Market Research.
• Develop and adopt advanced analytical approaches/methodologies to solve critical business challenges and enable data-driven decision-making.
• Hands-on analytics utilizing statistical data modeling and advanced analytics techniques using tools like SAS, R etc.
• Partner with Sales Operations and Data Strategy teams to evolve CRM and data warehouse, roll out new initiatives, and support targeting and sales contests for the Field Sales team.
• Collaborate with all the key Business Stakeholders to Identify KPIs for various initiatives and deliver actionable insights through BI reporting tools.

A strong business acumen in the US Vaccines Market, Advanced Analytics & modeling skills, Knowledge of Pharmaceutical Data Sources, and excellent communication, leadership, & project management skills are critical for this position.

Principal Accountabilities:

Advanced Analytics Skills

• Lead analytical projects and generate insights to drive the US Commercial business. Present detailed analysis and insights in a manner that is easily interpreted and aids strategic and tactical decision making
• Develop and deliver an innovative long-term advanced analytics strategy to inform, advise, and refine US commercial strategy and tactics.
• Develop new methodologies utilizing advanced analytics techniques such as, regression, clustering, decision trees, time-series analysis, and neural networks, to help solve complex business problems.
• Act as a Data Scientist with hands-on expertise in tools such as SAS, R, Python, Power BI, and Alteryx.
• Support the design and evolution of the strategic forecasting strategy and process for Seqirus North America, delivering short-term forecasts throughout the year.
• Identify appropriate data to support analytics solutions and translate information into actionable insights for strategic decision-making.
• Continuously evaluate and deploy the right vendors, tools, methodologies, and analytical techniques to ensure best-in-class, timely, and cost-effective outputs.
• Deliver high-quality, timely, and actionable insights that identify opportunities and risks, translating them into clear recommendations with associated business implications.
• Assess marketing tactics to measure success through analyzing ROI (return on investment) and help optimize marketing promotional investments.

Sales Force Effectiveness

• Lead initiatives related to Sales Force Sizing and Optimization, ensuring alignment between brand strategies and overall business goals.
• Lead the annual Segmentation and Targeting process to align business objectives and implement targeting strategies for Field, Inside Sales, and Non-Personnel promotion channels.
• Collaborate with Sales, Marketing, and Sales Operations to develop, monitor, and report on key performance indicators through custom analysis and reporting/dashboards.
• Partner with Sales Enablement & Data Strategy to provide inputs to evolve and enhance the CRM system, reporting, and other enablement tools to ensure alignment with strategic portfolio goals.
• Lead and conduct Sales Force Effectiveness (SFE) studies using a combination of market research techniques and secondary analytics.
• Monitor and evaluate sales performance metrics, providing insights and recommendations to drive business and improve overall sales effectiveness.

Leadership and Management

• Act as a strategic partner to franchise marketing teams and contribute as a member of the team.
• Identify initiatives and projects independently, providing analytics solutions for key strategic needs/questions to support the full book of business in the US.
• Utilize excellent communication skills to influence and provide recommendations to Sales and Marketing leadership, driving strategic decision-making through the synthesis of analytical results into actionable insights.
• Identify, lead, and perform analytical projects ranging from simple strategic business analytics to complex advanced analytics using statistical methodologies.
• Partner with cross-functional teams such as Data Strategy, IT, Sales, and Marketing to align on goals and successfully launch and scale new capabilities.
• Continuously research emerging technologies and propose innovative, state-of-the-art solutions to enhance the insights generation process through analytics.

Performance Reporting & Dashboards

• Support the design of robust performance reporting and dashboards by identifying key performance indicators to monitor and measure the success of the North America commercial business.
• Think through the lens of the customer to identify KPIs that track the effectiveness of various initiatives, translating data/KPIs into actionable insights and providing strategic recommendations to stakeholders.
• Collaborate with Sales Enablement to identify, evolve, and propose new and appropriate data sources/metrics to enhance the insights generation process.
• Lead, guide discussions, and influence Sales and Marketing leaders on the actionable use of insights to support decision-making.
• Partner strategically with Marketing leadership to develop dashboard solutions that monitor and measure the success of various marketing tactics and digital marketing platforms. Capable of developing production-ready dashboards to enable KPIs visualization using Power BI, Alteryx, and Excel.
• Support initiatives involving the validation of vendor data sources to improve the end product.

Scope/Accountability:

• Identify, lead, and execute analytical projects to drive Commercial Business.
• Lead Sales Force Effectiveness projects including Segmentation & Targeting exercise.
• Lead discussions on the reporting needs, identifying & propose KPIs essential for tracking performance
• Identify vendors & data sources to be used for various analytical projects to provide insights that matters

Impact/Influence/Liaison:

• Impact commercial decisions based on rigorous and insightful analyses of internal and external data
• Influence product growth with accurate targeting and alignment
• Influence the decision making for the Marketing spend on the promotions & tactics.
• Contribute to other peer led strategies such and CS, Data Strategy, IT, Training, and Business Operations
• Contribute to build long-term digital analytics strategy and measurement of KPIs

Key Relationships:

• Sales and Marketing
• Sales Enablement, Training, Forecasting, and Business Operations
• I&T
• Finance
• Legal and Compliance
• External vendor relationships as they relate to data procurement and analysis, consulting resources, and sales operations systems

Decision Making:

• Lead discussions to provide actionable insights & recommendations to drive business and potential future growth
• Align analytics to the Business Strategy and Brand Objectives pillars, to ensure its impact on bottom-line
• Influence key stakeholders to make necessary business decisions to complex business challenges at hand through the power of analytics
• Lead the conversations to help identification of KPIs for Sales and Marketing dashboards, to help focus on desired areas of business

Innovation:

• Develop new state-of-art methodologies and innovative analytics to drive business
• Onboard new data sources and technology platforms that can enable powerful insights generation
• Benchmark with industry best practices as they relate to commercial analytics and insights generation

Knowledge, Skills & Competencies:

• Expert level advanced analytics skills, understanding techniques including regression, clustering, decision trees, time-series analysis, neural networks, etc.
• Familiarity with Analytics tools across industry, with expert level hands-on skills with at least one (e.g. SAS, R, Python, Advanced MS Excel, Power BI etc.)
• Experience partnering with commercial organization to understand sales & marketing challenges & ability to deliver analytical solutions.
• High impact leadership skills, including setting a clear vision and strategy, communicating to stakeholders, driving urgency and results.
• Working knowledge of CRM Platforms such as Veeva Salesforce.com, preferably Veeva.
• Interpersonal skills and the ability to collaborate successfully and build relationships with internal teams, vendors and agencies.
• Project management skills leading projects start to finish. Ability to lead cross-functional projects without influence.

Minimum Education Requirements:

Required: Bachelor's degree or above.

Preferred: Degree in Analytics, Mathematics, Statistics, Computer Science, Engineering, Economics, or another quantitative discipline.

Master's degree or MBA.

Minimum Experience Requirements:

• 7+ years relevant experience in Commercial Analytics, Forecasting, Advanced Analytics, and Market Research
• Pharmaceutical or biotech experience strongly preferred (Vaccines Experience is preferred).
• Proficiency in analytics tools across industry, with expert level hands-on skills with tools like SAS, R, Python, Advanced MS Excel & MS Office, Power BI etc.
• Advanced analytic skills, understanding techniques including regression, clustering, decision trees, time-series analysis, neural networks, etc.
• Experience diagnosing and resolving complex issues through analytics & insights
• Expertise on pharmaceutical data sources from IQVIA such as, DDD, One Key, Claims Data etc. and other data vendors.
• Proven ability to manage multiple projects and meet challenging deadlines
• SQL