Associate Director, Commercial Analytics & Sales Force Effectiveness

Position Overview

The Associate Director, Commercial Analytics & SFE is a high-impact role driving data-informed decision-making across the commercial organization. This role supports commercial strategy, which includes field-based activities and marketing strategies/initiatives. This supports headquarter stakeholders across a broad range of functions including Sales, Marketing, Sales Training, Field Force Effectiveness, Market Access, and Commercial IT. This role is a high-impact, high-visibility role within the commercial organization. The individual in this role is expected to be proficient in communication, strategic thinking, business acumen, and analytical ability and be able to provide cross-franchise support to peers in certain areas, such as Incentive Compensation design and field force restructure initiatives. Specifically, this position will be accountable for insights-driven performance reporting, such as KPIs and advanced analytics (e.g., predictive modeling, marketing mix resource allocation), and ad-hoc analysis from different business stakeholders. Additional focus includes analyzing marketing performance metrics to provide actionable insights that enhance our commercial field-based strategies and marketing initiatives. The successful candidate will collaborate with cross-functional teams to identify trends, optimize marketing spend, and improve customer engagement, including targeting/segmentation. By leveraging advanced analytical tools and methodologies, this individual will contribute to the overall growth and success of our commercial initiatives.

Key Responsibilities

• Develop and maintain commercial performance reporting platforms and dashboards, tracking sub-national KPIs and focusing field teams on key performance levers and region-specific analytics to drive brand performance.
• Lead sales force effectiveness (SFE) activities including territory alignment, call planning, HCP segmentation and targeting, reach and frequency analysis, and incentive compensation design and administration.
• Conduct ad-hoc analytics to address a wide range of business questions including customer segmentation, patient journey analysis, HCP targeting, and promotional response.
• Manage national brand performance reporting and diagnostics for functional leadership (sales, market access, marketing), including the design and implementation of reporting frameworks.
• Support commercial forecasting activities including demand tracking and brand performance trend analysis.
• Leverage pharmaceutical data sources including IQVIA, Symphony Health, and patient-level longitudinal claims data to identify and track patients across different stages of their treatment journey.
• Apply advanced analytics methodologies including predictive modeling, marketing mix analysis, and promotional response assessment to evaluate campaign effectiveness and optimize commercial investments.
• Immerse in franchise strategic and tactical plans, leveraging data and analytics to proactively support business planning, performance measurement, and reporting needs for marketing and field leadership.
• Collaborate with cross-functional stakeholders including Sales, Marketing, Market Access, and Finance to understand data needs and deliver insights that drive commercial strategy.
• Present findings and strategic recommendations to internal stakeholders in a clear and actionable manner, including all deliverables produced by external vendors
• Lead data strategy and infrastructure initiatives including: evaluation and onboarding of new commercial data sources and vendors; oversight of data pipelines and integration across IQVIA, Symphony Health, Veeva CRM, and specialty pharmacy feeds; establishment of data governance frameworks including data quality standards, access controls, and data definitions; and continuous identification of emerging analytical tools and methodologies to advance the Commercial Analytics function.
• Continuously assess market trends, industry developments, and competitive dynamics to support strategic decision-making.

Necessary Skills and Abilities

• Self-starter and has the ability to flex and deal with ambiguity in a dynamic, fast-paced, high-growth environment.
• Excellent communication and presentation skills, with the ability to translate complex data into actionable insights for non-technical stakeholders and executive leadership.
• Demonstrated ability to organize, prioritize, meet deadlines, make decisions, and change course of action quickly.
• Ability to manage external vendors and evaluate proposal to maximize spend and quality of work
• Advanced knowledge of Microsoft Office tools including PowerPoint and Excel.
• Advanced proficiency in data visualization and analytics assets and software (e.g. Tableau).
• Advanced proficiency in CRM platforms including Veeva CRM, and sales force productivity tools.
• Extensive knowledge of pharmaceutical industry data sources including IQVIA Rx data (xPonent, xPonent Plantrak, DDD, and HCOS) or Symphony Rx data (Prescriber, Prescriber/Payer, PHAST), Patient Claims data, Patient Longitudinal data or other types of patient and physician level data. Experience with market access and payer analytics platforms such as MMIT preferred.

Educational Requirements

• Bachelor's degree in Marketing, Business, Statistics, or a related field.
• Master's degree in a relevant field preferred

Experience Requirements

• 7+ years of relevant experience within the biotechnology or pharmaceutical industry (client side).
• Proficiency in advanced analytics tools including SQL, R, or Python required. Experience with data visualization tools such as Tableau or Power BI preferred.
• Experience with Veeva CRM and sales force effectiveness analytics preferred. Familiarity with digital marketing channels and omnichannel strategies preferred.