Sales Planning Analyst

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 ROLEPrepare incentive plan performance analysis assessing the correlation between incentive plan payouts and brand sales performance, and provide recommendations regarding incentive plan design. Coordinate the construction and review of draft incentive plan documents for both TAs and Managed Markets Manage the quarterly territory alignment revision process in conjunction with the Manager of Sales Planning, Sales Leadership and third party consultants including the communication of submission and review deadlines and the receipt and distribution of updated alignment files. Analyze and assess the impact of alignment changes on relative territory balance and provide recommendations on alignment options Analyze the performance of sales contests and provide recommendations and guidance on sales contest concepts. Prepare sales contest documentation and shepherd contest proposals through the approval process Develop and manage the communication of sales contest results to the Field and internal contacts Communicate data requirements and collect all relevant information for sales quota development. Develop sales quota models and assess quota model performance on a regular basis. Provide recommendations on model enhancements, if necessary Manage the coordination and review of both the President's Award and Global Sales Excellence Award Criteria and Shepard these documents through the approval process Assist Field Operations by learning the online Grant Request System, and provide support to Field Operations during times of peak workload Assist POA Planning during times of peak workload by performing various tasks such as conducting post meeting expense and cost analyses Develop and maintain an effective vendor relationship with all third party vendors and consulting companiesMAIN INTERFACESINTERNALLY: EVP of Neurology, EVP of Endocrinology, VP of Managed Markets, Executive Business Directors (EBDs), Directors of Strategic Account Management (DSAs), Field Sales (i.e., Key Account Managers, Strategic Account Managers and Area Business Directors), Marketing, and other key business unit personnel, Medical Affairs Operations, and key Corporate personnel in Compliance, Legal and Human Resources EXTERNALLY: Outside vendor contacts, Pfizer Alignment and Deployment Personnel



KEY TASKS AND RESPONSIBILITIES

Oversee the development, review, and approval of all sales incentive plan documents

o Provide analysis to assess the correlation between incentive plan payout and brand sales performance and make recommendations for changes in incentive plan design, if necessary

o Provide analytic support for compensation committee meeting presentations

o Work with the Manager of Sales Planning to develop analytical models to assess the potential performance of various incentive plan design options

oInitiate the approval of the incentive plan template with HR and Legal

oIncorporate the performance elements into the incentive plan document appendix to create draft incentive plans

oRoute the draft incentive plans to HR and Legal for approval

Administer the quarterly territory alignment change process

oDevelop and communicate requirements and timelines for the alignment change process

oWork with Sales Leadership to identify alignment change rationale and understand alignment change requests

oReview suggested alignment revisions with the Manager of Sales Planning and third party alignment database vendor

oAnalyze and assess the impact of alignment changes on relative territory balance (workload and market potential) and provide recommendations on alignment options

oReview alignment options and gain approval of alignment changes with Sales Leadership

oDistribute updated alignment files to appropriate internal analysts

Manage the development, review, and approval of all sales contests

oAnalyze the effectiveness of sales contests in achieving contest objectives and provide recommendations and guidance on sales contest concepts and contest design

oWork with Manager of Sales Planning and Sales Leadership to develop sales contests

o Prepare sales contest documentation and shepherd contest proposals through the approval process

o In conjunction with third party vendor, develop sales contest reports and oversee the communication and distribution of reports to the participants

oPrepare sales contest payouts and shepherd contest payout documentation through the approval process

Develop quarterly sales quota models

oCommunicate data requirements and timelines to key stakeholders

oAnalyze brand demand capture rates and provide recommendations on capture rate factors

oProvide recommendations on national demand forecast to TA SVP and secure approval of forecast.

oProvide historical analysis and work with Sales Leadership to determine historical baselines to incorporate into quota model.

oDevelop sales quota models for all brands

oAssess quota model performance on a regular basis, and provide recommendations on model enhancements, if necessary

Oversee the development, review, and approval of the criteria for the President's Award and Global Excellence Award

Maintain accurate, audit ready files of Email communications from the business leaders to the Field participants regarding the roll out and reconciliation of all incentive programs

Assist in the development of ad hoc analysis as needed

Provide quarterly updates to Sales Analytics and regarding bonus eligibility

Provide POA meeting budget development and tracking support

Provide peak workflow support to Field Operations and POA Planning




EDUCATION & LANGUAGES Batchelor's Degree Required Previous Operations Experience Highly Desirable Specialized training/experience in sales analytics, incentive planning and/or alignment management desirablePROFESSIONAL SKILLS & EXPERIENCE 3-5 years of related professional experience with senior-level management support Proficiency with Microsoft Office software Customer contact experiencePERSONAL SKILLS & COMPETENCIES Excellent interpersonal, written and oral communications skills Professional and pleasant demeanor Attention to detail and follow-through a mustADA REQUIREMENTS Normal and routine office duties Position requires both domestic and international travel up to 10% of timeCORE PILLARS COMPETENCIES Written and Spoken Communication: Applies effective communication techniques, engages in focused dialogue and demonstrates good listening skills Cognitive Skills: Knows where to obtain all relevant information Building Relationships and Networking: Proactively contributes value-added information with all relevant groups and networks effectively across the company