Associate Director, Brand Sales and Managed Markets Analytics

Organisation Description
EMD Serono, Inc. is a leader in US biotechnology, focusing on reproductive health, metabolic endocrinology, and neurology. More than 500 people work in the world-class facilities in Rockland, MA, and approximately 250 work in the field.
Description

PURPOSE OF THE ROLE:Support the Director, U.S. Sales Analytics and Reporting in creating and maintaining a sales analysis and reporting "Center of Excellence" capable of supporting U.S. Commercial Operations in achieving double digit brand growth by maximizing the return on investment for the U.S. Commercial Sales Organization To direct the U.S. Sales Analytics functions in support of the U.S. Commercial Operations To partner with all Executive Vice Presidents, TA and Executive Business Directors in establishing sales force KPIs that capitalize on commercial opportunities that drive double digit brand growth Through detailed analytic efforts, uncover commercial opportunities with the EVPs and EBDs through refocusing sales force efforts at the territory, region and brand levels. Additionally work with the EBDs to quantify this opportunity and model the action plans to realize this potential. Direct the Senior Sales Analysts in bringing consistency to Sales Analytics across the Therapeutic Areas. Provide daily management for five Senior Sales Analysts. Develop a comprehensive sales force dashboard for use by TA EVPs, EBDs and ABDsMAIN INTERFACES:INTERNAL WITHIN SERONO:Director, U.S. Sales Analytics and Reporting, Therapeutic Area EVPs, Executive Business Directors, Vice President of Sales Excellence and Alliance Management, Area Business Directors, Senior Manager, Sales Systems and Sales Reporting, Vice President, Sales Managed Markets, Vice Presidents, Marketing, Director, Brand MarketingEXTERNAL TO SERONO: Outside vendor contactsPfizer Management Science Contacts KEY TASKS & RESPONSIBILITIES Direct a consistent analytic platform to benchmark and track all sales related KPIS across U.S. Commercial Operations Validate all analyses prepared by the U.S. Sales Analytics department Managerial responsibility for five Senior Sales Analysts Direct the data collection, analyses and reporting in support of the Commercial Business Review process for all Sales Regions as determined by the Chief Commercial Offices and TA EVPs Complete and publish monthly and quarterly brand, TA and U.S. level analyses of sales force performance Provide support and consultative services for TA EVPs and EBDs relating to sales force performance metrics. Direct monthly internal customer meetings and reviews in order continuously improve service levels. Manage the sales reporting dashboards according to all reporting deadlines Provide qualitative and quantitative input to annual brand planning process. Direct quarterly sales force productivity reviews in conjunction with TA EVPs, EBDs and Senior Sales Analysts Perform all analytical work necessary to support the Senior Director, U.S. Sales Analytics and Reporting in preparation for TA commercial business reviews. Assist in the development and execution of sales productivity measures for the Field Force in coordination with the Pfizer co-promote plan and Senior Sales Management
EDUCATION & LANGUAGES University/College degree - Finance, Business Administration, Economics or related MBA preferred PROFESSIONAL SKILLS & EXPERIENCE 4-5 years experience in managing a complex analytical environment 7-10 years of sales/marketing experience in a biotechnology or pharmaceutical or consumer health products company 5+ years of supervisory experience Proficient understanding of Managed Markets. Proven experience in managing external vendors in support of company initiatives Proven track record in Sales/Marketing planning, organization and administration as well as process improvement Advanced computer skills - excellent knowledge and experience with Excel, Word, PowerPoint and Siebel PERSONAL SKILLS & COMPETENCIES Highly effective cross functional liaison Ability to covey complex information and analyses in easily understood formats. Outstanding analytical skills Very strong business acumen Goal orientated Posses an outstanding "can do" attitude Strong interpersonal skills: ability to work constructively within a team environment Strong communication skills (written, oral and presenting) with all levels of management Ability to work under pressure Ability to manage and perform various tasks simultaneously ADA REQUIREMENTS Normal and routine office duties Position requires travel up to 15% of time CORE PILLARS COMPETENCIES Written and Spoken Communication: Applies effective communication techniques, engages in focused dialogue and demonstrates good listening skills Self Development: Adjusts personal style to fit with variety of contacts within the company Building Relationships and Networking: Pro-actively contributes value-added information with all relevant groups and networks effectively across the company