Job DescriptionThe Manager, Commercial Insights & Analytics will have two main leadership responsibilities for the US Specimen Management (SM) organization:
- Leading customer relationship management (CRM) and sales performance reporting for overall US SM.
- Leading commercial and market data analysis and insights reporting for key product lines / portfolios in close collaboration with the platform marketing team.
This role will partner closely with the US SM team and centralized BD teams (Sales Operations & Effectiveness, Revenue Operations, etc.) team to organize and analyze data to uncover key findings that will drive business strategies and decisions. The individual in this role should have expertise in Salesforce.com (SFDC) and Microsoft Power BI and Excel. The ideal candidate will be passionate about data, have high attention to detail, and be able to translate complex data into actionable insights and recommendations.
The Manager, Commercial Insights & Analytics will be a member of the US SM Commercial Insights & Operations team and report to the Senior Director of Commercial Insights & Operations.
RESPONSIBILITIES: - Sales Performance & Funnel Analytics: Lead the reporting and analysis of US SM sales performance data and key performance indicators (KPIs), including, but not limited to: sales funnel / cycle progression (from lead generation to opportunities to closure), customer events, win rate, actual results vs. forecast, sales incentive programs, clinical program effectiveness, etc. Also includes:
- Partnering with the centralized BD teams including Sales Operations & Effectiveness, Revenue Operations, IT, etc., to ensure consistency with BD-level processes and standards.
- Collaborating with Sales, Marketing, and Clinical teams to gather requirements and translate business needs into scalable SFDC, Microsoft Power BI and/or Excel reports / dashboards.
- Collaborating with the SM US Field Sales and Sales Training team to ensure users have a positive SFDC user experience, including identifying and testing changes and enhancements.
- Providing actionable recommendations to improve sales effectiveness, customer targeting, and revenue/unit forecasting.
- Commercial Insights & Analytics: Lead commercial and market data analysis and insights reporting for a defined set of key products in the SM portfolio with an initial emphasis on Tubes, Urine, Devices, and Needles. Data analysis will include both internal data (end customer sales, sales performance and funnel, supply chain data such as orders and inventory levels, marketing communications and omnichannel effectiveness, etc.) and external / third-party data (market size, share, and trends, etc.). Responsibilities will include both recurring (monthly end customer sales reporting, monthly market trends reporting, etc.) and ad hoc analyses.
- Database & Dashboard Development & Management: Support the organization, maintenance, and visualization development for databases of internal data (sales, profitability, pricing, supply chain, etc.) and external, third-party data (market size and share, etc.).
- Data Management Collaboration: Partner closely with the central Revenue Operations team and with other business units to ensure an accurate, single source of truth for internal data and to share knowledge and best practices for continuous improvement.
- Process Improvement: Optimize and automate existing tools with an emphasis on standardization and process harmonization. With direction from SM team leadership and understanding of business information needs, create new data solutions, as needed. Provide training for team members on accessing and analyzing data.
- Support Business Processes: Provide support, as needed and directed, for other key team deliverables including, but not limited to: backorder management, pricing and contracting analytics, revenue forecasting, demand forecasting, competitive intelligence, and marketing communication effectiveness measurement, etc.
REQUIRED KNOWLEDGE/SKILLS, EXPERIENCE AND EDUCATION - Bachelor's degree, preferably in business, marketing, data science, management information systems, mathematics, statistics, or a related field.
- Minimum of 3 years of professional experience, including experience in business analytics, strategic insights, commercial insights, forecasting, or a related field, ideally in a downstream capacity.
- Expert proficiency and experience in analytic and quantitative modeling and data visualization using Microsoft Excel and Power BI.
- Strong proficiency and experience in Salesforce.com (SFDC), including development of reports and dashboards, and understanding of sales processes.
- Strong proficiency and experience in database development, database management, and data mining using tools such as Databricks, Microsoft Access, and SQL Analysis Services.
- Demonstrable experience in complex mapping across multiple systems (CRM/SFDC, enterprise resource planning, clinical databases, etc.) to ensure alignment and consistency.
- Strong working knowledge and experience using Microsoft PowerPoint, Word, Outlook, Teams and SharePoint.
- Excellent organizational skills and attention to detail and accuracy.
- Ability to analyze and distill large quantities of data into meaningful findings and actionable insights.
- Ability to effectively and efficiently balance multiple deliverables to meet deadlines while communicating progress and roadblocks.
- Strong communication, listening, and problem-solving skills.
- Ability to partner and engage across functions and levels, including business and technical partners.
PREFERRED KNOWLEDGE/SKILLS, EXPERIENCE AND EDUCATION- Salesforce Administrator Certification.
- Experience working in the medical technology or pharmaceutical industry.
- Working knowledge and experience with SAP Business Intelligence / Business Warehouse (SAP BI/BW). Experience in Enterprise Resource Planning (ERP) and Business Warehouse implementation.
- Working knowledge and experience with advanced and statistical analytics tools such as SAS, SPSS, etc.
- Working knowledge and experience of programming and coding languages such as Python, Matrix Laboratory (MATLAB), etc.
- Experience in applying machine learning and/or artificial intelligence in data analytics.
- Experience with Marketo or similar marketing automation tools.
- Experience using and extracting insights from large, third-party data sets (Clarivate, IQVIA, Komodo Health, Strata Decision Technology, etc.).
- Experience applying descriptive and inferential statistical principles (variance, standard deviation, regression, etc.) to interpret sample data.
LOCATION AND TRAVELThis role is located in Franklin Lakes, NJ.
Occasional travel (up to 10%).
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
At BD, we are committed to supporting our associates' well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:
Health and Well-being Benefits
- Flexible Spending Accounts
- Critical Illness Insurance
- Accidental Injury Insurance
- Short-term disability coverage
- Long-term disability insurance
- Long-term care with life insurance
Other Well-being Resources
- Anxiety management program
- Sleep improvement program
- Diabetes management program
- Emotional/mental health support programs
- Weight management programs
- Gastrointestinal health program
- Substance use management program
- Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit
Retirement and Financial Well-being
- BD Deferred Compensation and Restoration Plan
- Baxter Credit Union (BCU)
- College financial aid and application guidance
Life Balance Programs
- Paid time off (PTO), including all required State leaves
- Educational assistance/tuition reimbursement
- Group auto and home insurance
- Discounts on products and services
- Academic Achievement Scholarship
- Service Recognition Awards
- Employer matching donation
Other Life Balance Programs
- Backup day care and eldercare
- Support for neurodivergent adults, children, and caregivers
- Caregiving assistance for elderly and special needs individuals
- Employee Assistance Program (EAP)
- Support for fertility, birthing, postpartum, and age-related hormonal changes
Leave Programs
- Family and Medical Leave (FML)
- Jury and Witness Duty Leave
Primary Work LocationUSA NJ - Franklin Lakes
Additional LocationsWork ShiftNA (United States of America)
At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under "Our Commitment to You."
Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges and factors, such as location, contribute to the range displayed.
Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly rate offered is determined by the role's specific requirements, including any applicable step rate pay system at the work location. Salary or hourly pay ranges are influenced by labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location which may also affect the workplace arrangeme
