Sr. Manager Forecasting & Advanced Analytics - Atl
Position ID: SK-SMFGA
Degree Required: High School
Location: Atlanta, GA

 Sr. Manager, Forecasting & Advanced Analytics:
 

My client, a mid-sized, well-established global pharmaceutical company in the Atlanta suburb, aims to be the next generation biopharmaceutical leader based on unique blending of innovation, entrepreneurship and experience, bringing breakthrough innovation and new medicines for patients suffering from severe disease.  My client operations in more than 50 countries and global revenue of 3B+.  My client integrates technology (bio) and chemistry (pharma) so they can gain much deeper insights into disease pathways, including the complexities of severe diseases, as well as producing more potent, cost-effective drugs.

Human capital is the lifeblood of their success.  They believe in unlocking creative potential of their employees and partners and in creating a networked, cross-functional organization.  Among this networked organization, you will also find a focus on bringing together patients that suffer from ailments and giving them an opportunity to share their experiences and insights both virtually and live, with each other, my client, their partners, etc.

As severe diseases are treated by a relatively small number of specialists, my client can have a close relationship and regular dialogue with physicians and their patients - an essential ingredient for understanding and addressing the daily physical and social symptoms of these diseases.

My client offers outstanding benefits and an environment where you can grow your skills, use your creativity to think outside of the box, and have fun while working hard!  In addition, they are located in the Atlanta area....a great place to live and a much cheaper cost of living than the northeast!

I am currently seeking a Sr. Manager, Forecasting & Analytics to join my client''s team.

TITLE:                                        Sr. Manager, Forecasting & Advanced Analytics

REPORTS TO:                            Director of Market Research

DUTIES:

Provide leadership and direction for Forecasting and Advanced Analytics across all business units.   Provide the Sales and Marketing organization of company with clear, concise and timely analysis of information required to make informed sales and marketing decisions regarding the optimization of field sales force resources.

Key accountabilities are to: Manage and/or develop:

Demand forecasts
Production forecasts
New product forecasts
Identify sub-national data requirements, and reporting and information needs to be addressed with advanced analytics
Ensure the delivery of information and analysis requirements for advanced analytics to include ROI analysis, physician and customer segmentation, promotion response modeling, promotion mix optimization, and longitudinal data analysis
Provide timely, systematic and thorough advanced analytical solutions to ad hoc information requests and larger scale projects
Develop the in-house competencies required by the Forecasting and Advanced Analytics team to meet the forecasting and analytics needs of company
Provide insight into best practices and share knowledge on applications of information across brands
Anticipate information requirements from senior management and provide answers to complex questions
Forecasting impacts Short and Long-Range Financial  Planning, P&L Statements, company/product acquisitions and divestitures;  Analytics impacts how sales force is deployed maximizing sales force resources which are budgeted at $1B
Budget management
Provide leadership and direction to a team to two to three Forecasting Analysts and Sales Reporting and Sales Information Analysts in order to deliver demand and production forecasts and advanced analytical views to support the strategic deployment of resources and initiatives, to include but not limited to the following:
·         Demand Forecasting

·         Production Forecasting

·         New Product Forecasting

·         Sales force optimization analysis

·         Product optimization analysis

·         Develop the Field Sales Force Alignment plans based on the sales force and product presentation optimization processes

·         Sampling vs. call vs. Rx analysis

·         Product presentation analysis compared to objectives

·         Identify opportunities to increase revenues through specific channels and segments.

·         Fully leverage all existing data sources (IMS National-Level Audits, e.g. NPA, NSP, NDTI, Xponent, Patient longitudinal data, internal data and other sources) that address a variety of business issues.

·         Provide analytical support to measure the effectiveness (ROI) of brand marketing initiatives.

·         Provide assessments of sales force size and structure relative to current portfolios and potential future portfolios.

·         Support analytical needs of MM organization.

·         Create improvements to standardized report prototypes.

Serve as in-house expert on new or more effective data sources in the marketplace.
·         Sets clear expectations and clarifies team’s roles and responsibilities, and mobilizes resources in order to meet business needs and balance workload.

·         Create a team environment that promotes learning and career development, as well as facilitate a trusting, understanding and learning environment that leads to a continuous improvement of processes and delivery of services that exceeds the needs of our customers

·         Stay abreast of  in-depth knowledge of the company’s strategic plans for the product portfolio

·         Coach analysts, solve customer issues, and keep updated on Pharmaceutical Industry trends and issues

·         Implement and monitor tools to ensure continuous improvement of  information/tools provided to customers

·         Creates and delivers highly effective presentations

·         Develops action plans and service level agreements with internal customers.  Builds long-term relationships with key individuals and groups

·         Ensures delivery of accurate, timely and value added reporting, tools and services.  Must be an expert in Project Management

·         Manage specific vendor relationships and serve as backup to other Managers in Market Research/Forecasting and Sales Analytics

Partners with other internal departments such as Information Technology, Incentive Compensation, Field Sales Technologies, Sales Communications, and Sample Accountability to provide optimal services to the marketing and sales organizations
 

REQUIREMENTS:

Bachelor''s Degree required; Advanced degree preferred
 Pharmaceutical Industry experience required; minimum 4 years  preferably in Sales Operations/Market Research/Managed Markets areas in a pharmaceutical manufacturer or vendor/consultant company servicing the pharmaceutical industry.  Subject matter expert of internal and external data utilized in sales analytics.  Require strong technical skills
 Pharmaceutical field sales experience helpful but not required
Highly skilled in team and relationship building
Experienced in pharmaceutical demand and new product forecasting, call planning; sales force sizing; and call forecasting with impact on business is preferred
Incumbent must understand the process of forecasting for Budget, latest estimate forecasting, new product forecasting, territory alignment, targeting, sales reporting, prescription tracking, call/sample/presentation data, and internal data process flows.  Must have a thorough knowledge of our sub-national third party data suppliers
Advanced analytical skills developing forecasts using exponential smoothing, regression analysis, promotional response analysis, analogue models, patient epidemiologic analytics, assessing sales force call activity & forecasting of impact on sales
Technical proficiency with databases and software packages such as SAS, SPSS, forecasting models, MS Excel, MS Access, PowerPoint and decision support tools
Fundamental understanding of Business Objects and Relational Databases
Extensive knowledge of pharmaceutical data sources
 Knowledge or promotion response model building including key statistical concepts, ROI and Opportunity cost
Proficiency in Excel, Access and PowerPoint
Ability to manage subject area vendor experts
Excellent communication skills
Negotiation skills
Leadership skills
Presentation skills to impact senior management during Budget and LE process and entire sales force
Coaching skills
Problem solving skills
Must be self motivated and is expected to perform under general direction of the Director of Sales Operations.  This role is expected to proactively develop and implement plans necessary for the accomplishment of the goals and objectives of the department with little day to day guidance

Must have the ability to foster teamwork, innovative thinking and knowledge sharing among the team members and with other teams within company.  Must be able to develop and direct problem resolutions for direct reports

Additionally, this position is one of specialized knowledge and skills that requires an individual who is constantly reviewing available data sources and assessing how that data can be used to benefit the performance of company in the marketplace.  Additionally, this individual must anticipate the needs of the organization and prepare the information the organization will require to make decisions in order to remain competitive