Job Summary (Primary function)The Associate Director, Insights & Analytics, Sales Operations is responsible for leading the strategic development and execution of reporting, insights, and analytics that enable data-driven decision-making across the Dermatology portfolio. This role partners cross-functionally with Sales, Product Strategy, Market Access, and other business stakeholders to deliver meaningful analyses, dashboards, and performance metrics that guide business planning, optimize field effectiveness, and identify opportunities for growth.
Essential Functions of the Job (Key Responsibilities)- Build and execute the roadmap for future-state analytics capabilities in support of the sales force for the Dermatology portfolio.
- Collaborate across Sales, Product Strategy and Market Access teams to develop key performance metrics and dashboards for the sales teams that help focus on performance drivers and support business planning, sales analysis, and execution.
- Lead the development and execution of customer targeting and segmentation strategies to optimize resource allocation, customer engagement, and commercial performance across the Dermatology portfolio.
- Develop and manage national call planning strategies, including call plan design, deployment, monitoring, and optimization to ensure field execution aligns with business priorities.
- Partner with Sales Leadership to design, implement, and optimize sales force alignments, territory structures, and customer coverage models that maximize market opportunity and field effectiveness.
- Analyze performance trends at the national and sub-national levels to identify opportunities, inefficiencies, and areas for improvement at all levels of the sales force.
- Develop and deliver ongoing reporting solutions to support executive leadership, field management, and cross-functional stakeholders in measuring effectiveness of strategies and tactics.
- Coordinate with cross-functional teams and vendors to manage the deployment, availability, and quality assurance of reporting and analytics deliverables.
- Define business requirements for reporting and insights tools, working closely with Business Information Services (BIS) and other partners to ensure solutions meet business needs.
- Provide analytical education and create learning materials to improve organizational fluency in interpreting and leveraging data for decision-making.
- Maintain comprehensive knowledge of current CRM, reporting, and master data management (MDM) capabilities and leverage these platforms to enhance insights delivery.
Qualifications (Minimal Acceptable Level of Education, Work Experience, and Competency)- BA or BS degree required, degrees in mathematical background preferred.
- 8-10 years Sales Operations experience in the Pharma/BioTech industry.
- Detailed understanding of sales processes, call planning, customer targeting and segmentation, sales data tracking, sales force automation, promotion response concepts, sales force sizing and alignments.
- Proficient in all aspects of analyzing healthcare sales data and field force activities.
- Proficient in customer relationship management systems, i.e., Salesforce.com.
- Excellent verbal, written and stakeholder management skills to effectively influence and manage expectations with sales management and cross-functional teams.
- Strong project management skills.
- Willingness to travel up to 20% domestically.
Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.
