Responsibilities:
– Driving Market Analytics and Business Intelligence function within organization, including team guidance and development, people hiring and building a cross-functional high performing team.
– Challenging business decisions and ensure they are supported by best in class analytics and insights.
– Guide, update and lead In-Field Team Excellence, working cross-functionally with key stakeholders (AMT, Brand Teams, IFTs) to develop a best-in-class sales excellence strategy. Including:
Adapting global/area IFT Excellence methodology to reflect local affiliates needs,
Ensuring an integrated approach to our Accounts is in place across our portfolio,
Defining and applying IFT management / KAM assessment processes and specific metrics (KPI’s) for Commercial, Market Access and Medical.
Championing CRM system and assuming role of process owner to efficiently and effectively manage customer data, direct segmentation and targeting, as well as call planning and reporting to drive a high performance culture.
Leading and developing 2 additional HC focused on SFE/CRM.
– Driving and securing significant productivity improvements and optimizing resource allocation through regular sales structure alignment reviews in collaboration with management and Brand Teams.
Supporting continuous operation efficiency improvement through insightful diagnosis, analysis and recommendation.
Proactively launching resource optimization and allocation processes: IFT structure, sizing, deployment and allocation, portfolio optimization and people implications (hiring, training, etc).
Review, align, calculate and validate sales incentive plans and guidelines.
– Coaching business units on KPIs and metrics and how to get meaningful insights.
– Delivering regular pharma market and auction sales dashboards, including price analytics and commercial modelling.
Additional ad hoc reporting for marketing and commercial departments
– Optimizing insight generation process and challenge status quo of current systems.
– Establishing and guiding competitive intelligence analytics for AbbVie products and markets.
– Driving Launch Excellence process for Russia & CIS to ensure business case preparation is in line with AbbVie quality standards
– Guiding, designing and following-up on ad-hoc, syndicated and planned market research for current and new pipeline products, including coordinating Area market research programs and initiatives.
Managing market research efforts pre and post launch, supporting teams to understand market research and the data needs.
– Market analytics and Business intelligence budget management, including market research, databases, ad hoc reporting, travel, vendor management and other BI activities.
– Leading AbbVie values by examples, takes ownership, actively participates in Brand Teams and Sales and Operation planning meetings.
– Lead Winning with data capability for Russia & CIS.
Requirements:
– Bachelor in a relevant knowledge area (e.g., Mathematics, Physics, Data, BI, etc). Master in a relevant knowledge area a plus.
– Solid development thru Business Intelligence roles.
– Proven track record of having achieving above-average business results and of having successfully managed change.
– Experience in people leadership, managing hierarchically or not cross-functional teams.
– Experience in project management
– English language proficiency verbally and in writing.
– Knowledge of the broader healthcare environment, industry practices.
– Business acumen and knowledge of commercial aspects, especially of brand planning.
– Business acumen across different functions - strong knowledge of financial processes a plus.
– Good understanding of the organizational processes and procedures.
– Deep knowledge of data supply vendors and BI tools and systems.
– Market research methodology proficiency.