Head of Commercial Analytics
This position supports marketing and product development strategic and tactical decision making for the Company as leader of the team responsible for providing objective, in-depth information and insights based on primary market research, secondary analytics, and advanced analytics. Working as a strategic advisor to Brand Marketing, Sales, Access & Reimbursement, and Strategic Marketing, the individual participates actively in commercial planning efforts, makes recommendations on brand strategy, and ensures all analytical plans and objectives are met. The individual serves as a strategist related to current and future markets/products, product performance, customers and competitors. Additionally, the position ensures that all analytical projects are implemented based on the most appropriate statistical and analytical methodologies, and that key results are synthesized into easily understandable and persuasive presentations with insights that can have a measurable impact on the business.
ESSENTIAL DUTIES AND RESPONSIBILITIES (include, but are not limited to)
Ensures development and execution of the brand and/or new product analytics plans and monitors progress of the team’s primary and secondary market research projects. Contributes situational analysis support for business reviews and brand planning.
Leads the synthesis of complex information, opportunity identification, and development of conclusions and recommendations that can be used by management and Marketing to make better business decisions, better understand customer segments and to identify opportunities and potential risks. Assures that all relevant information from other functions is integrated into analyses.
Serves as a consultative, trusted advisor to brand Marketing, Business Development, Access & Reimbursement, and Strategic Marketing (New Product Development) leadership. Supports business needs in a timely and efficient manner demonstrating a sense of urgency, tenacity, and commitment to quality and excellence.
Communicates and shares findings with key commercial management teams and across other groups as needed, effectively pulling through change within the broader organization.
Identifies secondary data needs across the organization and manages the purchase and budget for all secondary data and syndicated research purchases in support of brand marketing, new product development, and business development decision making. Manages the department budget.
Collaborates closely within Commercial Analytics and Operations to develop and implement methodologies and criteria for using primary and secondary market research as input to the forecast models.
Provides strategic input to help shape the annual brand plan, brand strategies, the launch plan, new product development plans, and development of key performance indicators.
Provides leadership to the Commercial Analytics team, including hiring, coaching and staff development.
Builds, manages and maintains relationships with key vendors of market research, secondary data, software, and consulting services.
Forward-looking business acumen, with strategic understanding of pharmaceutical sales and marketing. Able to identify market drivers, trends, issues, etc., and connect analytics to the business problem.
Develops collaborative partnerships and applies consulting skills, including consultative listening, problem definition, hypothesis generation, and data analysis, to key business questions business partners may have. Translates recommendations into business value. Strong leadership skills and ability to influence internal stakeholders.
Excellent working knowledge of and experience with methodologies of collecting and analyzing primary and secondary market research information, and other advanced analytics, e.g., ROI evaluation. Demonstrated experience in statistical analyses of quantitative research results.
Strong analytical and problem-solving skills with the ability to integrate and synthesize primary and secondary data to create a cohesive story, insights and actionable recommendations.
Able to convert market analysis and conclusions into easily understandable and persuasive oral and written presentations.
Knowledge of and experience working with biopharmaceutical market data (meaning of data, limitations of data, ability to manipulate, etc.) including Rx, claims, EMR, audit, and other data.
Exceptional ability to hire, motivate and retain staff. Able to ensure that the team works effectively across the department and with all business partners. Supports, guides, and trains departmental staff. Develops staff, providing the right coaching, planning, training, and developmental assignments.
Ability to source and work closely with external vendors on market research and analytical projects. Experience managing multiple projects simultaneously is required. Strong budget management skills. Able to work both independently and cross functionally as part of a team.
Outstanding organizational and computer skills (including Microsoft PowerPoint, Excel, Word). Advanced analytical software experience, e.g., SAS, desired.
Able to flourish in a small, nimble, often ambiguous entrepreneurial company environment.
EDUCATION and/or EXPERIENCE:
Bachelor’s degree with a minimum of 10 years relevant market research, advanced analytics, and forecasting experience within the biotechnology/pharmaceutical industry. Master’s degree strongly preferred.
Prior demonstrated team leadership experience. Experience within the CNS therapeutic area, with specialty care drugs, and product launch experience is highly preferred.