Location: Toronto ON M2H 0A1, Ontario Less CMAs, Canada
Contract type: Permanent
Job ID: 2739
Role Description
Senior Manager, Sales Analytics
Are you interested in working for both Canada and United States of America ? Do you thrive in a dynamic environment where your expertise in analytics can make a real impact? If so, LEO Pharma invites you to join our team of Sales Operations. Help us transform the future of healthcare in a flexible environment.
Shape the LEO Pharma of tomorrow
At LEO Pharma, our mission transcends the conventional. We're on an ambitious path to become the leaders in medical dermatology worldwide.
Your role
The Senior Manager Sales Analytics will be accountable for managing all aspects of incentive compensation, salesforce sizing, targeting and segmentation of physicians. Additionally, the Senior Manager, Sales Analytics is responsible for developing and delivering training for users, providing expert level content guidance on business planning and data comprehension. The Senior Manager sales analytics will also provide strategic guidance to sales and executive team on sales and marketing tactics based on their analysis.
Segmentation & Targeting
• Develop customer segmentation models and generate inputs for sales targeting strategies defining where our sales force should focus their efforts.
• In consultation with sales management, and other internal experts, and using the data available by brand, profile the Contacts / Accounts that LEO Pharma should focus on to gain the greatest potential for our efforts. Develop the necessary lists and information to populate the 'suggested' target lists into the CRM. Document & present the rationale and parameters for 'target list optimization'.
Territory Alignment & Design
• Oversee and facilitate the development of sales force territory alignments. Provide sales management stakeholders with information and recommendations to facilitate alignment finalization.
• Complete semi-regular assessment of field force sizing and workload
• Coordinate and communicate 'finalized' alignments as necessary to 3rd party data providers.
Sales Incentives
• Together with Sales Force Management, develop and implement territory level incentive plans for the LEO Pharma sales force.
• Formulate and present recommendations based on brand / promotional objectives, regarding the measurements that could be leveraged to realize the identified objective, i.e. sales and patient targets, samples, calls, focus on a specific specialty group, etc.
• Develop & oversee the implementation of territory sales quotas for the LEO Pharma sales force. Develop models, and present required background information to gain consensus.
• Provide recommendations on data to use, calendarization methodology, variable weighting, and best practices. Build companion monthly reports to facilitate tracking of territory success vs. quotas.
Analytics and Reporting
• Design, validate and analyze reports utilizing key internal and 3rd party sourced data (TSA, GPM, CRM, PSP etc.) to provide insights to the field force.
• Conduct proactive analysis (internal promotional and PSP data, competitive share of voice, Xponent doctor-level data) to help identify key drivers of sales performance and key areas of opportunity / challenge.
• Conduct activity analysis, business alignment (resource utilization vs potential), territory time, samples distributed and CHE budget management.
• Provide actionable recommendations to sales management based on trends that appear in the data through analysis.
• Develop and present training to internal user groups to help ensure that those making decisions have the answers that they need and know where to get them.
• Understand the sales force business needs and the different data sets, technologies, and techniques available for measuring and tracking sales force effectiveness so that you can provide high quality support.
• Provide high quality customer service to internal customers to help answer questions related to data, resolving concerns, and ensuring the right reports and insights are being provided.
Pharmacovigilance & Compliance with Adverse Events
• Recognize that PV cases may come to your knowledge in this role and fulfil the responsibility to forward any adverse event and patient safety cases to the local Pharmacovigilance department in accordance with company policies.
General
• Ensure compliance with appropriate SOP's, policies, and guidelines.
• Complete mandatory training in assigned timelines upon hire as well as when new policies, SOP's, guidelines are issued.
• Participate in personal development and training sessions as required for the position.
• Work in a safe manner that does not endanger yourself or co-workers. Report any health or safety concerns (internal and external) in compliance with LEO Pharma policy and standard procedures.
• Strive to consistently uphold LEO Pharma's core values.
• Execute other duties as may be required by Executive team members and other members of LEO Pharma's Management team as training and experience allow.
Your qualifications:
We are seeking a professional with a robust background in the pharmaceutical industry ideally and experience in analytics. A driven person, attracted to work for Canada and the US markets.
Essential qualifications include:
• Five years working in a similar role
• Understanding of IQVIA data: GPM, Xponent
• Understanding of CRM systems: SalesForce, Veeva align
• Good organizational skills
• Exposure/familiarity with Project Management
• Proven training, presentation and communication skills.
• Experience with and ability to liaise between different business stakeholders.
• Ability to proactively identify opportunities, follow through for resolution and work in cross-functional groups necessary
• Ability to manage multiple tasks simultaneously; continuously assess prioritization of work streams based on evolving business needs, and achieve results within strict timelines
• Expert knowledge of Microsoft Office software (Excel, PowerPoint, Access)
• Occasional travel and overnight stays will be required.
• Must be able to perform all essential functions of the position, with or without reasonable accommodation.
A strategic mindset, collaborative approach and a high level of integrity, and being a quick learner are personality traits that will be beneficial for this role.
Your new team
Join a dedicated and passionate team within Sales Operations at LEO Pharma Canada. Our collaborative environment fosters innovation, learning, and professional growth. You will work closely with internal colleagues from Sales Operations, Sales Force, MSLs, Market Access, Marketing, Human Resources, Executive Leadership, Global (Denmark) and external vendors.
Your application
You do not need to upload a cover letter, but feel free to add a few sentences in your resume or CV on why this position has your interest.
Beyond the skin
Join LEO Pharma, a global leader in medical dermatology, as we go beyond the skin to make a lasting impact. Our innovative approach sets us apart. We are dedicated to leaving a legacy that positively impacts patients, colleagues, and our planet.
At LEO Pharma, we believe in the power of individuals to drive change. Our flat organizational structure empowers you to make a visible impact and offers versatile roles for professional growth. We value diversity and welcome applications from all qualified candidates, recognizing that our different perspectives, backgrounds, and attitudes enable us to make the best decisions. Join our passionate team at LEO Pharma and be yourself as we work together to make a difference.
For certain positions, LEO Pharma might complete a background check conducted by a third party.
Join us on our journey Beyond the Skin. Apply today!
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