Sanofi Group Senior Director, Business Insights and Analytics - Vaccines in Moosic, Pennsylvania
The Senior Director, Business Insights and Analytics role will lead the development of, and oversight of, all strategic analyses, reporting, and monitoring of data and market insights related to the VaxServe Business Unit. In addition, this role will lead data-related business development opportunities to drive the sustainability and future success of VaxServe in an ever-evolving digital marketplace. This role will oversee a team of 4 individuals who, in addition to responsibilities listed above, will manage and influence a broad range of support functions for both marketing and sales such as sales force targeting and segmentation, promotional response modelling, incentive compensation and strategic commercial insights. This role will also lead the creation of customer-facing data solutions and other key growth projects and initiatives to align with VaxServe strategy.
Key Accountabilities :
Lead strategic analysis, commercial insights and data- driven business recommendations
Drive and support the development and execution of strategy within designated business lines, market segments, and growth platforms for the Vaxserve Business Unit.
Provide data, analysis and recommendations to support development of Vaxserve growth opportunities, organizational capabilities, and to provide solutions to business issues.
Provide direction and data for strategic planning, business management, and process improvement across a growing business environment. Work closely with Vaxserve Leadership team to develop the company’s short-term and long-term strategic roadmap and enabling the management team to deliver on expected results.
Responsible for key business insights and accountability mechanisms, ensuring that business operations are delivering to plan across multiple functional areas.
Provide oversight and guidance to projects of high importance and lead key strategic cross-functional and transformational projects.
Lead development of sales force targeting and alignment as well as quota setting and incentive compensation in partnership with Head of Marketing and Head of Sales and Business Development.
Lead creation of optimized territory alignment, market segmentation and sales force structure to maximize revenue potential
Utilize data insights such as customer potential, market trends, and promotional response to recommend revisions to functional structure, key customers or other business opportunities
Proactively scan quota achievements on periodic basis to assess probabilities of achievement and achievement dispersion and identify significant deviations for market and/or territory issues
In conjunction with Marketing and Sales Leadership, develop motivational incentive compensation plans which reward performance and drive improved productivity towards achievement of corporate goals
Monitor incentive compensation plans and make adjustments to plan as markets or industry issues emerge and company goals are revised
Provide accurate and timely incentive calculation reports reflecting trimester and annual earnings
Lead development and execution of data-driven business opportunities to support growth of VaxServe business unit, in current and/or new markets.
dentify and evaluate potential business partners and opportunities to expand VaxServe’s market offer through data integration and/or platforms
Continuously evaluate and formulate proposals to gain alignment on new data purchases and tools to increase accessibility of commercial insights to drive VaxServe strategy
Partner with leadership across Sanofi GBU’s for synergies and integration in commercial insights and analytics
Lead development of customer-facing solutions that utilize data insights in alignment with VaxServe strategy and corporate goals
Own the forecasting model for VaxServe Business Unit and update for increased accuracy, market or business evolutions and ease of use for Country Strategic Plan as well as annual financial budget.
Lead development and maintenance of VaxServe BU forecast model in line with global submission timelines
Provide market trends and commercial insights to Marketing Leadership for forecast assumptions across market segments
Continue to create new, efficient, accurate ways of forecasting across market segments
Partner with Sanofi Pasteur Analytics Leadership for alignment of baseline forecasting assumptions and approach (as needed)
Lead the creation of data accessibility across functions through improved systems and technology, self-service data models and reporting.
Direct activities required to maintain the integrity of Marketing and Sales related operational system files and data.
Research and develop methods to combine data from various databases and evaluate optimal links which satisfy the needs of existing and potential end-users.
Develop customize and self-service reporting tools for internal, cross-functional users
Oversee company use of data and identify gaps in market or business intelligence
Partner across ITS and Digital groups to gain alignment on optimal systems and technologies that optimize productivity and ability to access, design and customize reports
Assist in the identification of information to support the business planning process for each of the functional areas including Finance, Marketing and Sales, and Business Development
LEADERSHIP & DEVELOPMENT:
Lead team with strong focus on professional development. Demonstrate leadership on projects/responsibilities while focusing on self- development, constantly gaining skillsets which can be used to improve individual and product contributions.
In conjunction with manager, identify areas for self-development and create plan of action for growth
Ongoing development conversations with team and ensure development plans are executed and updated
Develop rapport and a positive business environment with key internal stakeholders
Model company values
MA/MS and 10 years of experience in sales / marketing analytics and operations in the pharmaceutical or biotech industry OR
BA/BS and 10 years of experience in sales / marketing analytics and operations in the pharmaceutical or biotech industry
10+ years in sales / marketing analytics and operations in the pharmaceutical or biotech industry. Expertise working with Veeva and/or SFDC for field team performance management.
Demonstrated proficiency in developing complex dashboards in business intelligence tools (e.g. Tableau, Power BI, MicroStrategy).
5+ years experience utilizing a range of analytics involving standard data such as IQVIA (DDD, Xponent), claims data (Compile, MarketScan, Optum), other Large Organized Customer data (Definitive Health, IQVIA OneKey).
Proficiency in R/Python and other data extraction and analytical tools such as SQL, etc.
Prior experience designing, implementing, and managing incentive compensation plans.
Exceptional business acumen, strategic thinking and understanding of sales and marketing business practices
Entrepreneurial mindset to impact leadership and high emotional intelligence
Experience advising senior level executives, strong coaching and problem-solving skills
Strong ability to influence laterally and vertically
High degree of creativity and innovation in developing new approaches, processes and methodologies
Proven ability to lead teams, influence cross-functionally and manage multiple, complex demands
Strong written, verbal and presentation skills
Managed a group of at least 3 insights or analytical staff
Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.
At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.