Senior Sales Analyst, Gonal - F

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:The Senior Sales Analyst serves as An advisor / internal consultant to Field Sales Management and Marketing. A subject matter expert in Brand Analytics. A liaison to Field Sales for reporting and analytical needs. Responsibilities include Tracking and analyzing key sales performance indicators on a daily, weekly, monthly, quarterly and annual basis. Maintaining a timely, actionable and highly accurate analytical framework at the sales territory, region and brand level. Creating and managing impactful sales management dashboards for various levels. Partnering with peer group on level setting sales analytics across the U.S. Commercial Operations landscape. MAIN INTERFACES:INTERNAL WITHIN SERONO:Sales & Marketing - Brand Sales including Executive Business Directors, Vice President of Endocrinology, Area Business Directors, Director of Strategic Accounts, Key Account Managers, Strategic Account Managers; Marketing including Director of Marketing, Product Manager and Senior Product Manager.Commercial Planning and Operations - Associate Business Director, Director, Executive Business Director, Manager of the Data Warehouse, Senior Manager of U.S. Sales Analytics and Reporting, CRM Systems Manager, Analysts and Senior Analysts (Neurology, Endocrinology, Managed Markets, Data Warehouse, Field Compensation & Sales Reporting).EXTERNAL TO SERONO: Outside vendor contactsFreedom Alliance Contacts KEY TASKS & RESPONSIBILITIES:ROUTINE TASKSWeekly / Monthly / Quarterly deliverables include - Reach & Frequency Call Reporting, Early Indicator Gonal-f Sales Volume Reporting, Consolidated Market Demand Reporting, Gonal-f Brand Report, Top Prescriber Report, Bottom 20% Analysis, Rank Report, etc. Prescriber Segmentation. Targeting Process - Manages quarterly Sales Force Prescriber Target Lists. Marketing Program Evaluation - Cash Programs Impact, Sample Program ROI, etc. Ad-hoc reporting - new product launch dashboards, competitor analyses, secondary portfolio product performance, etc. Serve as RH liaison with data management group. Recommend and implement steps to catch data integrity issues. Assist in solving data issues. Provide support to the Quarterly Business Reviews (QBRs) by creating slides with graphs and commentaries on sales volume, market share, and call activity. Provide information to Field Sales Management and coach them on data interpretation. Provide sales force training as needed on data, analysis, etc. via conference calls, POA presentations / demonstrations, one-on-one sessions, etc. Generate key analysis for annual business plan. Manage Sales Management updates to quotas and ensure data integrity of quota model. Audit bonus books. Obtain technical expertise in new software for field (i.e. Siebel, etc.) to ensure efficiencies in data reporting and analysis to both sales & marketing. Obtain in-depth knowledge and understanding of reported data sets and recent changes. Quarterly Field Sales Visits to improve market knowledge, business acumen, better understand the needs of the sales force, and engage in selling opportunities with field sales on the value of the analytical tools available.
EDUCATION & LANGUAGES University/College degree - Accounting, Finance, Economics, or Business Administration MBA preferred PROFESSIONAL SKILLS & EXPERIENCE 4-5 years experience in managing a complex analytical environment 7+ years in the pharmaceutical or biotech industries Advanced financial and / or business modeling skills Proficient understanding of Managed Markets and its role in commercial revenue generation Proven experience in managing external vendors in support of company initiatives 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 both domestic and international travel up to 20% 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