The Opportunity:
The Senior Manager, Reporting works with sales and marketing team leaders in ensuring sales force productivity, assessment, and insights within the Commercial Excellence, North America organization. You will conduct critical sales and business analytics, integrating multiple varied data sources and providing an objective viewpoint and recommendations to stakeholders.
The primary responsibilities include: (i) leading incentive compensation and reporting for the US Commercial Excellence team, (ii) supporting sales strategy and marketing initiatives, (iii) contributing to commercial data strategy.
In addition, you will also have responsibility for preparing and analyzing data required for Targeting and Segmentation, as well as conducting modelling and analytic methods to support Brand and Customer Marketing strategies. This is a role that would require collaborating with, supplying, and analyzing data on demand, and communicating insights and information to multiple levels within the organization.
The Senior Manager reports to the Associate Director of Sales Operations & Reporting and resides in the US Commercial Excellence team.
The Role:
Lead and Manage incentive compensation, reporting, and performance assessment for Commercial Excellence.
Lead and manage the design, development, implementation, maintenance, and administration of sales incentive plans, goals, awards, and contests in partnership with Sales, Finance, Human Resource, Legal, and Compliance.
Generate actionable insights and make recommendations to optimize sales force performance
Lead the periodic review of performance and report on effectiveness of incentive plans to IC Committee to ensure alignment between corporate objectives and sales force activities
Work with internal customers to determine data needs and develop appropriate standard and dashboard reporting
Manage, analyse, integrate, and interpret large, complex, and disparate data sets to produce reports and analyses that capture insights into business performance for executives and managers
Escalate key issues, such as deviations in performance, to the relevant leadership team and conduct detailed analytics to make recommendations as appropriate
Prepare data and analysis of pharmaceutical industry data sources (e.g. IQVIA DDD, Claims, LRx/Dx) for the development of targeting and segmentation in line with US commercial strategy
Demonstrate awareness of 3rd party industry data sources and formalize and document the most effective way to utilize
Respond to ad hoc data requests and prepare data for analysis for cross-functional teams (Marketing, Sales, Pricing, Contract, Finance) and work with internal customers to assure that analytical results are understood and used effectively
Interpret results and provide actionable insights to build/enhance product commercial strategy based on analysis of key value drivers, business imperatives and ad hoc analyses
Manage external vendor resources, as needed, in the development, production and maintenance of designated sales reporting
Ensure that corporate standards of excellence and compliance are upheld and performs business in accordance with all regulations (e.g. EEO, FDA, OSHA, PDMA, EPA, PhRMA, SCIP etc.) and Seqirus policies and procedures
Manage and support implementation and ongoing maintenance of sales and marketing initiatives.
Cultivates a sharing culture cross-functionally with internal teams such as contracting, pricing, customer service, customer analysts, demand planning, etc. to share lessons learned throughout business cycles.
Represents Commercial Excellence as a key member and leader in cross-functional teams looking to understand the Commercial Systems and processes.
Develop sales performance scorecards, identify key performance metrics, explore sources for tracking data, identify sales and marketing insights, and present analytical findings and recommendations to leadership
Collaborate with Sales and Marketing teams to identify business critical questions and propose data-based solutions to provide meaningful and actional insights
Build decision making tools that support the tracking, management and improvement of sales force target, reach and frequency
Liaise with sales to ensure adequate field support with the sales operations system and relevant databases used
Assist in coordination and support the field force in tactical execution and projects including: brand communications and tactical roll out, sales training requirements and coordination of national sales meetings and business review meetings
Explore, recommend and develop additional analytical approaches to improve quality of insight
Expand analytical and reporting capabilities within established infrastructure (VEEVA, PowerBI, SAS, Tableau)
Explore cross-functional integration to broaden insights
Support commercial data management function:
Contribute to commercial data strategy and development of data management capabilities
Collaborate with cross-functional teams to translate business needs into data requirements
Partner with internal and external IT teams to identify and drive operational efficiencies to build the systems and other necessary applications needed to support Sales and Marketing
Explore and apply new data, tools, analytical methodologies and data science methodologies to current or upcoming business challenges
Skills & Experience:
Bachelor’s degree (business, marketing, mathematics, statistics, computer science, or related/relevant discipline) required
MBA or Master’s degree in a quantitative discipline preferred
7+ years relevant commercial operations experience with demonstrated success in sales operations
Experience diagnosing and resolving complex issues
Understands the basic principles of data management and data governance
Proficiency with Microsoft Office, Excel is required
Experience in the following areas is strongly preferred: VEEVA / CRM, PowerBI, Power Query, SAS, Tableau
Working knowledge of pharmaceutical data sources such as IQVIA, NSP, DDD, Dx/LRx, OneKey
Proven ability to manage multiple projects and meet challenging deadlines
Our Benefits
CSL Seqirus employees that work at least 30 hours per week are eligible for benefits effective day 1. We are committed to the wellbeing of our employees and their loved ones. CSL Seqirus offers resources and benefits, from health care to financial protection, so you can focus on doing work that matters. Our benefits are designed to support the needs of our employees at every stage of their life. Whether you are considering starting a family, need help paying for emergency back up care or summer camp, looking for mental health resources, planning for your financial future, or supporting your favorite charity with a matching contribution, CSL Seqirus has many benefits to help achieve your goals.
Please take the time to review our benefits site to see what’s available to you as a CSL Seqirus employee.
About CSL Seqirus
CSL Seqirus is part of CSL Limited (ASX: CSL). As one of the largest influenza vaccine providers in the world, CSL Seqirus is a major contributor to the prevention of influenza globally and a transcontinental partner in pandemic preparedness. Learn more about CSL Seqirus.
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