Sales Force Effectiveness

Director, Commercial Analytics C00107

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Commercial analytics professional with a proven record of successfully achieving results, leading change, and building efficiencies within established and high-growth organizations both domestically and abroad in the medical device, pharmaceutical, bio-surgical, and aesthetics industries. Highly skilled in sales operations and sales resources optimization, incentive compensation, commercial analytics and reporting, and team development.

Industry and Project Experience

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Healthcare Company, Director-Sales Operations and Commercial Analytics 2018 – Present

⦿ Directed, built and implemented sales operations and commercial analytics functions. Responsible for sales operations functions (sales incentive compensation, alignments, targeting/quotas, etc.) and commercial analytics, inclusive of all related infrastructure (data warehouse/data lake, data management, analytics platform, etc.).
⦿ Managed and oversaw the deployment of a new 760-person field sales team supporting the launch of Jeuveau.
⦿ Designed, implemented, and administered incentive compensation programs for all Field Sales roles.
⦿ Provided consultation to Commercial leadership and C-Suite members for all matters related to analytics.
⦿ Architected and implemented corporate data infrastructure to support company-wide analytics and insights.
⦿ Built and launched Tableau across all Commercial functions to support key reporting and data analytics needs.

Pharma Company, Director, Sales Operations – Neuroscience 2018

⦿ Directed and led cross-functional sales force effectiveness initiatives for the Neuroscience franchise. Responsible for driving and measuring sales force performance, refining call plans, and targeting, sales force sizing and deployment, implementing business planning processes and optimizing incentive plans and programs.
⦿ Identified Gilenya field activity gaps, applied new management protocols improving call activity by 30%.
⦿ Managed all sales planning activities in preparation for the 2019 commercial launch of Siponimod (BAF372).
⦿ Developed incentive programs aligning behavior with franchise objectives supporting the launch of Aimovig.
⦿ Provided operational leadership navigating the expansion from a single to multi-product portfolio franchise.
⦿ Deployed sales planning tools supporting the transition from single therapeutic areas to dual therapeutic areas.

Pharma Company (2007-2017)

Director, Commercial Operations and Business Intelligence 2015 -2017

⦿ Directed North America commercial operations group providing subject matter expertise focused on sales incentive compensation, awards programs, sales force effectiveness, field deployment, commercial analytics, targeting, forecasting, business and resource planning, primary and secondary market research, and competitive intelligence.
⦿ Led integration of US sales operations functions for Plastic Surgery and Life Cell sales teams, $700M combined.
⦿ Employed controls to analyze and evaluate the effectiveness of all field investments and compensation plans.
⦿ Provided market research insights and consultation of market dynamics, supporting forecasts in excess of $7B.
⦿ Deployed management controls aligning focus of commercial teams, driving interdepartmental collaboration.
⦿ Conducted due diligence of acquisition targets, presented valuation of investments upwards of $300M.
Managed a team of three senior managers and two managers.

Senior Manager, Commercial Operations 2013 – 2015

⦿ Led core functions supporting the tactical and analytical needs of commercial and sales teams in North America and Europe with a strategic focus on driving operational efficiencies through cross-functional team collaboration.
⦿ Refined and drove the US customer segmentation and sales targeting strategies led to a 73% market share increase.
⦿ Restructured US and Canadian sales teams, increasing coverage by 36% and reducing operating expenses by 72%.
⦿ Launched business intelligence platform to support European sales teams, gained 70% in workload capacity.
⦿ Constructed compensation plans to limit risks and maximize payouts, averaging within less than 7% of the budget.
⦿ Managed a team of two managers and two analysts.

Manager, Sales Operations and Business Analytics 2010 – 2013

⦿ Architected and implemented dedicated sales operations and business analytics function growing operational and analytical capabilities, expanding internal business support, and providing greater depth of subject expertise.
⦿ Administered compensation plans for all North American sales teams, supporting 5 teams and 72 plans.
⦿ Reengineered methods to forecast revenue and processes to manage expenses, improved cost of sales by 76%.
⦿ Created and delivered new hire analytics and targeting training, accelerated sales growth by 22% on average.
⦿ Managed a team of two analysts.

Senior Sales Analyst 2007 – 2010

⦿ Partnered with US Sales team to drive performance and develop solutions by translating data into insights with an emphasis on forecasting, analytics, contracting, territory design, incentive compensation, and performance reporting.
⦿ Owned and executed annual sales force sizing and deployment exercises, saving $750K in outsourced services.
⦿ Constructed statistical models to predict consumption trends, which led to a 20% increase in production capacity.
⦿ Established contracting strategies and pricing structures to manage in excess of $200M in contracts.

Healthcare Company, Regional Sales Analyst 2006 – 2007

⦿ Provided actionable insights and analysis to support the strategic and sales objectives of assigned regional field sales teams by means of performance reporting, sales trend analyses, targeting, forecasting, and ad-hoc analyses.
⦿ Constructed predictive models to analyze and project optimal sampling levels, reduced sampling spends 70%.
⦿ Assessed field activity trends and presented recommendations, which led to a 76% increase in field productivity.

Pharma Company (2005 – 2006)

Sales Analyst 2006

⦿ Provided actionable insights and analysis to support the strategic and sales objectives of assigned regional field sales teams by means of performance reporting, sales trend analyses, targeting, forecasting, and ad-hoc analyses.
⦿ Constructed predictive models to analyze and project optimal sampling levels, reduced sampling spends 70%.
⦿ Assessed field activity trends and presented recommendations, which led to a 76% increase in field productivity.

Sales Analyst 2005 – 2006

⦿ Conducted scrubbing, integration, governance, integrity, troubleshooting, and documentation of customer, product, and sales data. Provided data-related support and solutions to field sales and internal stakeholders.
⦿ Engineered tools to identify and report deviations in sales patterns, delivering $7.SM in incremental revenue.
⦿ Examined sales trends and market data to develop territory business plans supporting $36M in annual growth.

Technical Skills

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MS Office: Excel, PowerPoint, Access, SharePoint, Word Business Intelligence: Cognos, Tableau, PowerBI, Business Objects, SPSS, R, Minitab, Python, Oracle Bl
CRM/ERP: Salesforce.com, Oracle, SAP, NetSuite Territory Management: Javelin, TerrAlign
Coding: SQL, Visual Basic, HTML

Education

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Bachelor of Science
Business Administration, Information Systems Focus from The College Of New Jersey Ewing, NJ
Executive Education
Accelerating Sales Force Performance from Northwestern University, Kellogg School of Management Evanston, IL University of New York, Buffalo, NY.

Skills

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Incentive Compensation Design
Territory Sizing and Optimization
Salesforce Effectiveness
Secondary Market Research
Sales Reporting and KPI Design
Financial & Market Modeling
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