The posting
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
About CSL Seqirus
CSL Seqirus is part of 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. With state-of-the-art production facilities in the U.S., the U.K. and Australia, CSL Seqirus utilizes egg, cell and adjuvant technologies to offer a broad portfolio of differentiated influenza vaccines in more than 20 countries around the world.
To learn more about CSL, CSL Behring, CSL Seqirus and CSL Vifor visit https://www.csl.com/ and CSL Plasma at https://www.cslplasma.com/.
Our Benefits
For more information on CSL benefits visit How CSL Supports Your Well-being | CSL.
You Belong at CSL
At CSL, Inclusion and Belonging is at the core of our mission and who we are. It fuels our innovation day in and day out. By celebrating our differences and creating a culture of curiosity and empathy, we are able to better understand and connect with our patients and donors, foster strong relationships with our stakeholders, and sustain a diverse workforce that will move our company and industry into the future.
To learn more about inclusion and belonging visit https://www.csl.com/careers/inclusion-and-belonging
Equal Opportunity Employer
CSL is an Equal Opportunity Employer. If you are an individual with a disability and need a reasonable accommodation for any part of the application process, please visit https://www.csl.com/accessibility-statement.
Watch our ‘On the Front Line’ video to learn more about CSL Seqirus
