Sales Analytics Director

Position Summary:

The Sales Analytics Director is responsible for all analytical support for the sales force including, but not limited to, incentive compensation, targeting, territory alignment, sales reporting, and field performance management. This individual will use existing data assets, or develop new ones, to extract insights that drive the accomplishment of business goals, improve sales operations efficiency, or provide recommendations on changes to tactics and strategies. This role will have extensive contact across multiple departments and will provide analytical support to all levels including senior management.

On-Site Expectation:  100% On-site

Responsibilities: 

·         Prepare advanced analyses to identify and communicate trends and drivers to the business

·         Routinely prepare and analyze Win/Loss rate: analyze win/loss data from CRM

·         Forecast and support revenue burn from future deals

·         Maintain KPI metrics for Commercial Operations/BD reporting

·         Develop and maintain visual dashboards for sales Operations / BD / across multiple BD teams

·         Responsible for the support, development and ongoing adherence of sales incentive compensation within the scope of the sales teams

·         Involvement in sales compensation plan design for all members of the Sales teams that are eligible under the Sales Incentive Plans (SIP)

·         Working with the Sales Operations team - review quarterly incentive compensation payouts

·         Support the Sales and Sales Operations teams with the month end reporting and incentive compensation process. This includes but is not limited to the month end reports for the Sales teams as well as preparing compensation data for review and approval by executive management

·         Support of the Sales Territory Management process. This includes support of the sales organization with territory mapping; deriving tools and documentation that articulates the mapping to the Sales Organization

·         Provide input and insight into commercial discussion as a  member of Commercial and Finance  teams

·         Develop new processes and workflows to improve sales operations effectiveness.

·         Proactively analyze sales performance and provide actionable insights.

·         Participates in the evaluation, selection, and implementation of sales-support tools.

·         Analyze and report on Sales KPIs by channel and region.

·         Support sales tools such as Salesforce and dashboards in Tableau or Power BI.

·         Drive continuous improvement and miscellaneous projects as needed

·         Work with key stakeholders on identifying areas for improvement for efficiency and implement those solutions.

·         Other tasks assigned

Qualifications (includes Educational and Technical):

·         Bachelor’s degree in a related field (Chemistry, Microbiology, Life Sciences, Chemical Engineering) required. Master’s degree preferred.

·         Minimum of 5-7 years of experience in CDMO sales operation and business development or project management

·         Prior pharmaceutical or CDMO laboratory services work experience preferred.

·         Strong knowledge of Excel (i.e., financial models and analysis) and PowerPoint

·         Prior experience with a Customer Relationship Management system (CRM), preferably Salesforce.com

·         Bachelor's degree in business, scientific, or quantitative discipline.

·         Extremely proficient with Microsoft Excel for data manipulation.

·         Strong analytical skills with the ability to collect, organize, analyze, and disseminate significant amounts of information accurately.

·         Organized with excellent attention to detail and the ability to work in a fast-paced environment.

·         Ability to work cross-functionally with sales teams as well as marketing, product, research, and administrative teams.

·         Ability to convert analyses and conclusions into easily understandable and persuasive presentations.

·         Ability to access data from an array of databases and provide recommendations on effective use in decision-making of disparate data sets.