Associate Director - Sales Insights

At Lilly, we unite caring with discovery to make life better for people around the world. We are a global healthcare leader headquartered in Indianapolis, Indiana. Our employees around the world work to discover and bring life-changing medicines to those who need them, improve the understanding and management of disease, and give back to our communities through philanthropy and volunteerism. We give our best effort to our work, and we put people first. We’re looking for people who are determined to make life better for people around the world.

Associate Director - Sales Insights

Do you thrive using strategic thinking and collaborative skills to help move businesses forward?

Do you have advanced pharmaceutical knowledge and are viewed as a subject matter expert in pharmaceutical information and strategies?

Are you motivated in shaping the future and while driving impact today?

Why not join Lilly’s the DigitALL team in our mission to enhance customer experience through meaningful customer understanding and building an insight driven decision culture to improve customer experiences.

The Associate Director - Sales Insights is a key team member of the DigitALL team and leader of the Lilly Canada Sales Insights team.

The Associate Director - Sales Insights leads data initiatives that enables Field Force Performance and provides deep insights to all Business Units. The incumbent contributes to evolve our data strategy and operational plans to shape how Lilly nurtures it’s relationships with Health Providers and their patients.
As a key contributor to the commercial organization, the role works closely with Sales, Medical, Marketing, commercial operations and Tech@Lilly, to improve and enhance our strong operational infrastructure to drive commercial and medical effectiveness and lead a growing team.
The ideal candidate has strong subject matter expertise, works as a collaborative strategic partner, with creative problem-solving approach, implementing best practices, and improving our ability to deliver data driven decisions supporting all aspects of Customer experiences and business strategies.

This role is determined to be a flexible worker role. On-site presence in the Toronto office is expected to be 4-12 days per month, as determined by your manager and business needs.
 

Key Objectives/Deliverables:

Team Leadership, management and coaching

• Manage and develop a team of data analysts, insights and operations experts

• Strong ability to streamline all work requests, prioritize them based on business value, and deliver in a cohesive manner according to a strategic roadmap

• Manage the team workload vs. capacity to ensure that all initiatives are delivered on time, with quality

Data strategy

• Contribute to the overall Canada data strategy that leverages all Global Business Intellectual and Analytics properties, while supplementing with local analytics when pertinent

• Knowledge leader in respect to available data sources and impact on business strategies. These include internal data systems (SAP, Veeva) and external data providers (e.g. IQVIA).

• In-depth understanding of the structure and application of source data (PSP, Sales and Medical activity, GPM, Xponent)  

Field Force  

• Partner with sales and business leaders to champion the targeting process by understanding business needs, collaborate to develop strategies, manage process from end to end

• Collaborate with business units to lead the design the Sales Incentive plans that are fair, yet drive sales performance

• Build and optimize the customer targeting lists that are data driven and reflect the potential of the markets and HCPs

• Responsible for the sales reps’ performance ranking that determines top performers who will be nominated for awards

• In charge of monitoring the performance of the sales force teams and determining if the allocation of resources is optimal and optimize allocations, if necessary, in collaboration with the sales leads

Cx Base Management

• Manage the data collection, storage and reporting to ensure that the insights are easily consumable

• Work with marketing, sales, medical and data scientist to segment the HCP customer base according to specific criteria to deeply understand customers’ behaviours and cater marketing initiatives

• Monitor and analyze key performance indicators (KPIs) to measure the effectiveness of commercial activities in terms of behavioral changes

• Collect feedback from end users to understand their satisfaction levels and areas for improvement to evolve the analytics suite and provide our stakeholders with the most pertinent, accurate and timely insights  

• Work in collaboration with the Learning and Development team to provide training to employees on customer base management practices and tools so they can effectively manage customer relationships and deliver excellent performance

Brand Performance

• Streamline all sales and medical activity analytics requests to ensure cohesiveness and consistency between Global, the affiliate, and all Business Units

• Provide self-serve capabilities to multiple departments so they can access key data points and insights (Scorecard, monthly performance reports, quarterly Assessment)

• Lead the team to collaborate with sales, marketing and medical to define & align on KPI’s, reporting needs and performance indicators used in measuring performance and efficiency.  

• Work with BU leaders, sales, marketing and medical leaders to determine the performance and aligned approach in action plan to meet targets and other objectives

Experience & Knowledge

• 8+ Years of experience and a bachelor’s degree in business administration, economics, finance or related fields

• 5+ years of relevant experience in the pharmaceutical or biotech industry

• Track record of influencing key stakeholders across the organization, including strong presentation and collaboration skills

• Experience modelling data  

• Strategic data and analytical skills with the ability to digest and interpret multiple complex data sources and draw insights

• Experience in managing cross functional projects and processes, including large cross-functional initiatives with a strategic approach

• Familiarity with the use or administration of analytics platforms and CRM systems such as Salesforce

• Organized and demonstrates a commitment to accuracy in managing multiple projects at a time and day to day operations according to the agile principles

• Strong working knowledge of IQVIA datasets

• Understanding of Data Transformation and BI Tools such as Tableau, Power BI. Proficiency in data analytics tools (e.g., Excel, Tableau, Power BI). SQL, R/Python a plus 

Lilly is dedicated to helping individuals with disabilities to actively engage in the workforce, ensuring equal opportunities when vying for positions. If you require accommodation to submit a resume for a position at Lilly, please complete the accommodation request form (https://careers.lilly.com/us/en/workplace-accommodation) for further assistance. Please note this is for individuals to request an accommodation as part of the application process and any other correspondence will not receive a response.

Lilly does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.

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